All Episodes
Put That Coffee Down — 224 episodes
What exactly can you do with AI in freight sales?
When your niche goes mainstream with Kyle Gholston
Caring more about your net worth than Netflix with Brent Orsuga
Moving freight from phone calls to dashboards with Bill Hale
The Richie Daigle Update
Where does freight sales go from here?
Taking freight data to a higher level with Ilya Preston
Being an extension of your customer’s brand with Rob Bussey
Taking notes and being organized in sales
Freight horror stories with Ash McMillan
Is scheduling trucks the biggest headache for the freight industry?
Selling cities and regions to freight companies with Teclo Garcia
The health of the trucking industry with Mark Manera
Using the virtual world to qualify prospects with Hiram Hartnett
How ears open, mouth shut closes more deals
Being proactive to control churning customers in brokerage with Freight 360
Using the FreightTech top 100 to leverage your sales
Reshoring and nearshoring trends with IGL Logistics
Your biggest competition is from the status quo
Always looking for selling points with Brad Perling
More on creating your own luck with Nate Shutes
Paradoxes in sales with Richie Daigle
Selling freight using content with Joe Lynch
Building relationships between brokers and carriers with Dan Lindsey
How to make your own luck with Nate Shutes
The deal makers guide to M&A and sales with Spencer Tenney
Transparency in freight sales with Andrew Lockwood
How knowing the financials can help with your freight sales game with Seth Holm
Your fear of rejection probably isn’t as intense as you think with TJ Knudson
Are new regulations about to hit freight brokers?
It’s more of a job interview than winning a bid with enterprise shippers
Disruptive innovation for your sales with David McCoy
The auctioneers guide to freight sales with Chris Adams
Using your personal brand for long-term sales growth with Nicole Glenn
Identifying more than your core offering drives better deals
FreightCaviar sets its sights on CRM tools
Perception of value vs. presentation of value using the science of sales
What’s the next big thing in FreightTech?
Taking control of your supply chain in every business you run
Supply chains and competitive advantages
Pre-call research for the win, Bart part 2
The key differences with cross-border freight
Social selling is all about the narrative
Tips and tricks for fighting double brokers
Everyone remembers how you made them feel
What qualities are employers looking for in carrier sales reps?
What to know when upgrading your FreightTech
Logistics CEOs optimistic about 2023
The power of the growth mindset
Pre-call research for the win, Bart
Don’t ask Tony Darnell if he needs help with drayage
Building a sales team from the ground up
Lessons learned during the entrepreneurial journey
Making sure your dream accounts are really your dream accounts
The roller coaster jobs market in freight
Selling safety 24/7 with Rick Larkin
Starting a freight brokerage in March 2020
Tai TMS
What do truckers want this holiday season?
Customer retention as the key benchmark
You own your marketing budget, your marketing budget doesn’t own you
Why shippers limit their provider mix?
The philosophy behind a 13 hour lead time no fail freight brokerage
How to Think Like a CFO
The legal side of sales
Agent Model 90 for 90
Building a collaborative sales culture
5 simple steps to follow when solving problems
‘Trust but verify’ is the key to long-term carrier relationships
A simple solution to asking for the business 100% of the time
Moving some loads vs. moving all the loads
Automating pricing and capacity for sales
Building efficiencies in freight sales
Becoming comfortable with being uncomfortable
The balance between service and price in action
Improving communication with your customers and carriers
Breaking down problems to create solutions
Creating long-term partnerships with other companies
Solving problems is the key to success
How shippers want to be approached
Selling through mass media Part 2
Selling through mass media
What do shipper’s expect from 3PLs?
How to get your team to accept new FreightTech
Sell More Freight With Science
The Premier Qualified Carrier Program for High-Value Cargo
How to create your own research to drive sales
Getting outside your comfort zone
The buyer’s journey and your sales process are like night and day
Building your personal brand for sales
The future of digital freight matching
Working as a team in freight sales
How the pandemic has changed prospecting
Selling freight when capacity opens up
Sales stragies in a freight recession
Selling with real-time rates
Live from the Net-Zero Carbon Summit
When the market turns
Live from the Enterprise Fleet Summit with Ryder and Zuum
The power of referrals
The Dickens paradox in sales
Long-term customer relationship strategies
Risk management is all about how you position it in sales
Dancing around with Sales
Top 5 people to have coffee with and Top 3 Business movies
Outcomes vs Outputs: Which is more important?
Staying motivated in a sales slump
Competitive advantages are the sustainable energy of sales growth
What is your mindset for how you approach sales?
Upsales are where the big checks live
Will freight sales ever return to “normal”?
Persistence is nothing without value
Don’t compete with non-competes
Value: What is it in sales?
Do you need a detailed business plan or just notes on a bar napkin?
Only transactional customers are always right
Our 5 books that everyone in freight sales should read
The power of pricing in freight sales
The future of freight sales
Using FreightTech to capitalize on margins
Adversity is a leading indicator of success
Closing sales is all about differentiation
Audience question and answer time
Your questions are the key to your sales success
Closing sales is all about differentiation
Most dangerous phrases in sales are transactional
Are you using a transactional or consultative sales approach?
What to say and not to say in sales
So, you want to run your own brokerage?
How to use pricing to your advantage
Sales is all about creativity
Sales is all about information flows
Every crisis should feel like an opportunity
How to become a freight agent
Selling freight brokerage in a digital world
A job seekers world
Building the foundation for a sustainable book of business in freight
Automating the sales process
Adding value as you are following up
The long road to success in sales
Helping your clients avoid the worst disasters in freight
How 8 seconds will make you better in sales
Using FreightTech to boost your sales
Selling the value of technology
3 reasons why routing guides have a 100% failure rate
Starting a freight brokerage
Using your strengths to build your book of business
Lead generation is all about the grind and hustle
Using Technology to Reduce Your Impact on the Environment
What to do when customers make irrational decisions
Data based utilization for fleets - Enterprise Fleet Summit
Why there isn’t one spot market
The science of sales
Don't let your IT slow your sales growth
Sales is about activity and ratios
Running a cradle to grave freight brokerage
Approaching carrier sales more like customer sales
Dealing with the superstar sales jerks
Positioning and differentiation in sales
Lessons from online sales in the freight industry
How to sell an entire city in 10 minutes
The benefits of over communicating with customers
Defining qualified leads for freight sales
Three tips for sourcing new carriers
What you can learn from the top 1% of the sales profession
How are you building your carrier relationships?
Selling on brand
Gamification and your remote sales team
How Morning Brew wakes up your social selling
The importance of the right sales leads
Turning a “no” from a negative to a positive
Mapping out your email strategies
Setting the hook with your prospects
What's your 2021 marketing plan look like? - Put That Coffee Down
How do shippers forecast logistics spend?
From shipper to freight broker with Tyler Wiard
Using emotional intelligence to drive sales
Getting your prospects to buy with words that sell
What selling in 2021 will look like
When your customers don't realize they have a problem
Sales coaching: From football to freight
How do shippers prefer to engage with sales people?
Sell like a consultant
Building your brand on a budget
EVirtual lead generation LIVE @HOME
Think like a shipper
How to win shipping bids
Converting content marketing leads into sales
Visual strategies
Where’s my freight? Selling visibility
Selling on reputation
Carrier sales and negotiation
Sales call role play for the win
EPerfecting the freight sales pitch deck
You got the account, now what?
Wake up your social media selling with Morning Brew’s Toby Howell
Selling value vs price
The Real Wolf of Wall Street from FreightWaves 3PL Summit
Improv your sales calls
Building a business and the power of cold calling
Finding your next sales job
Launching a new product or service
Targeting prospects directly with video
Is your sales game ready for the second half of 2020
Sales lessons from The Last Dance
Happiness and mental health in sales
Returning to normal
BONUS EPISODE: FreightTech sales with Kurtis Tryber, Head of Customer Development at Parade.ai
Aligning corporate and sales rep goals
Driving sales by networking at virtual conferences
Entrepreneurship: Making something out of nothing
How do you avoid falling into the pricing trap?
EStart making demo videos today
How to win with video
One version of the truth
When to hold 'em and when to fold 'em
Selling into a crisis from home
Motivate your freight sales team now
Overcoming objections
Sales culture
EThe psychology of cold calling
Filling your freight sales funnel
The leads are weak
Theme song: Art of War