Put That Coffee Down: Recent Episodes
FreightWaves, Dooner, Kevin Hill
Kevin Hill and an array of special guests take you to freight sales school as they discuss pipelines, funnels, margin, psychology, social selling, and marketing with the top leaders in freight.
Kevin welcomes the first person he worked for in logistics on this episode. It was 10 years ago and much has changed in the brokerage world. Over the past 10 years technology changed the game. What’s the big trend for the next 10 years? Kevin and Kyle discuss the buzzwords sweeping across the brokerage world. What’s the buzzword? Reshoring and nearshoring of course. Will cross-border Mexico freight be the next big trend? We both are thinking yes. Yes it will be. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Bill Hale, CEO and co-founder of FetchGoat joins Kevin to talk about moving from phone calls to dashboards. FetchGoat is on a mission to take the confusing communication networks of LTL networks and move this to a new streamlined dashboard system. We also talk about his career and lessons in freight sales. And yes the goat in FetchGoat stands for greatest of all time. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin welcomes former co-host Richie Daigle from Tive on the show to talk about the importance of the word “Why” and what is the difference between adversity and enemy and how this matters in sales.
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Kevin welcomes Ryan Schreiber, CGO, of Metaphora on the show to talk about the latest trends in freight sales.
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Kevin is joined by Ilya Preston, co-founder & CEO of Paxafe, on this episode to discuss big data. Whether it’s the internet of things or metadata, the industry is just now getting its arms wrapped around it. The big plus is taking granular data of isolated events and converting it into a predictable macro pattern that helps businesses manage future shipments. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin welcomes Rob Bussey from BWS Logistics onto the show to discuss the importance of being an extension of your customer’s brand. You become the transportation face without the overhead and payroll. If you can tell this narrative and nail down the execution then you have a long-term client on board. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin welcomes Josh Lyles, Founder of Salesdash on the show today to talk about notes and organization for freight sales. Josh started out as a freight broker, saw a problem with CRMs and decided to build one from the ground up for the freight industry.
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Kevin welcomes Ash McMillan, Director of Business Development, at Lake Shore Logistics on the show to discuss her LinkedIn short story newsletter series about horror stories in freight called Friday Night Confessionals. Marketing yourself is all about creativity.
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Kevin welcomes Jeff Booth from Opendock on the show to talk about the warehouse industry and scheduling trucks. From Kevin and Jeff’s experience it’s a task that shouldn’t be anywhere as complicated as it is today. Learn how many warehouses are out there and whether one day calling facilities to schedule appointments will feel like faxing around rate confirmations. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin welcomes Teclo Garcia the CEO of the Mission Economic Development Corporation to the show today. Reshoring and nearshoring are hot topics and we discuss what he’s seeing on the ground at the largest crossing points in South Texas.
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Kevin welcomes Dr. Mark Manera from Supply Chain Fitness to the show to talk about driver health issues. It’s important to understand the dangers of driving a truck day after day. In fact, the life span of drivers is 16 years shorter than the general population. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin drops by Pegasus Logistics in Texas to chat with their SVP of Sales, Hiram Hartnett. It's all about the hybrid world of sales these days. Part video meetings along with the face to face. One of the most important trends discussed is how to use video calls to qualify prospects. It's a much better process than flying around the country hoping your meetings go well. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin welcomes Matt Perkins, Co-Owner of Business to Business Logistics on the show again this week to talk about listening vs. talking when on a sales call. It’s part of the curse of knowledge and the fear of failure that causes us to vomit information all over the place during presentations, rather than sitting back and asking great questions.
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Kevin welcomes Nate Cross and Benjamin Kowalski from Freight 360 to the show to talk about the topic everyone likes to avoid, customer churn. There’s what you can control and there’s what you can’t control. Being proactive about what you can’t control though will help you out in the long run though. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin welcomes Senior Researcher here at FreightWaves, Joe Antoshak, to the show to discuss all your questions on the FreightTech 100 process. Plus, we discuss how startups use a placement on the list to drive sales.
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Kevin welcomes Jim Burke and Alan Levesque from IGL Logistics to discuss trends in nearshoring and reshoring. It’s a trend that all freight sales pros should have in their arsenal. Not only is it top of shippers' minds now, this trend will only accelerate as supply chains readjust to become more resilient to shocks to the system. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Kevin welcomes Dyrc McLeod from HylanderTek to discuss how your biggest competitor isn’t another company, but the buyer’s aversion to taking any action at all. It’s all how to influence your prospects to take action. Any action at all, beats no action whatsoever.
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Kevin welcomes Brad Perling, the managing partner and co-founder of Bitfreighter on the show to discuss how you can use technology as selling point with shippers.
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Kevin and Nate continue their discussion on creating your own luck in life and sales in this episode. It’s all about creating and placing yourself where luck can find you. That's just what Nate is doing now, creating an ideal luck factory with his new venture Balast. Follow the Put That Coffee Down Podcast Other FreightWaves Shows
Kevin welcomes his former co-host, Richie Daigle from Tive, back on the show to discuss a paradox or two in sales. Then we discuss the pros and cons of using AI in our sales messaging and cold outreach. Follow the Put That Coffee Down Podcast Other FreightWaves Shows
Andrew Lockwood, Senior Director of Managed Logistics at Suddath Global Logistics joins the show to talk about how using transparency and vulnerability in sales is a game changer.
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Kevin welcomes hedge fund founder Seth Holm from West Brow Capital Management on the show to talk earnings and financials. Seth and I co-hosted, Great Quarter, Guys, back in the day at FreightWaves and we picked up the conversation of how quarterly earnings can give you insights into new sales strategies.
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Kevin welcomes TJ Knudson, Vice President of Business Development at Packer Transportation & Logistics and host of Hold My Beer We’re Talking Freight to the show to discuss how to handle rejection. Research shows there are four key ways to tell how well you handle rejection. Listen in and test where you land on the rejection scale.
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Kevin welcomes Matthew Leffler, The Armchair Attorney on the show to discuss double brokering and rate transparency.
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Paul Estrada drops in on Put That Coffee Down to discuss how the onboarding process to haul for enterprise shippers is much like a new employee onboarding process. It takes quite a bit of time and resources to train new transportation providers and that is one of the main reasons why enterprise shippers are so selective. We go through an example of the onboarding process to highlight what it’s like being added to the team. We also talk about the latest trends in freight tech and the most interesting applications from Manifest.
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Kevin welcomes David McCoy, the VP of Sales at Bit Freighter on the show to talk about how freight technology has changed the competitive landscape for both small and medium sized freight brokerages. It’s all about leveraging the tools available to you when it comes to adding value to customers.
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Kevin welcomes Chris Adams, the VP of Sales at PAM Transport on the show to talk about adding auctioneering skills to your sales game. Make a statement, then a suggestion, followed by asking a question. It creates a story and it is from the time tested closing skills of the auctioneer profession.
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Kevin drops in on Nicole Glenn at Candor Expedite’s headquarters in Plano, TX this week. For Nicole, it’s all about personal branding for growing her business. Kevin and Nicole discuss how to turn your cold outreach into warm inbound leads. It takes time and activity, but with the right plan and mindset it’s a strategy that all high performing salespeople use.
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Kevin welcomes Omar Singh, the founder and president of Surge Transportation back on the show to talk about putting together a suite of offerings. The more you can offer outside of your core offering the more value you’re creating for both you and your clients.
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Kevin welcomes Paul-Bernard Jaroslawski, the founder of FreightCaviar and now ShipperCRM on the show to talk about the journey from memes to a new and improved CRM tool for freight brokers. It’s all about the evolution of building a brand before building a product.
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David Hoffeld drops by Put That Coffee Down once again to teach us all the science that drives sales. David is the founder of the Hoffeld Group along with the author of, The Science of Selling and Sell More With Science, and has spent the past decade researching how sellers sell, but more importantly why buyers buy. We talk about the six why’s of commitment and how all too often a salesperson’s presentation of value does not align with a buyer's perception of value.
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Kevin welcomes Ryan Sullivan,Ryan Sullivan, Advisor for Warehowz, on the show to talk about the next big thing in FreightTech. Is it AI? Is it automation? Is it collaborating with rivals? We explore all the possibilities this hot market has in store for the logistics industry.
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Kevin welcomes Jason Rabine from Lowboy industries on the show today to talk about running an apparel company and freight brokerage and how it can create a positive flywheel effect for attracting new business and carriers. From there we discuss double brokering and how and why this problem has exploded since the pandemic.
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Kevin welcomes Jack Echeverria, the senior manager of global logistics at Wayfair on the show to talk about how supply chains are now mainstream and a primary driver of a company’s competitive advantage.
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Kevin sits down with Bart De Muynck from p44 again to discuss the importance of knowing your industries. It’s not enough that you are an expert in transportation, you have to be an expert in the industries your prospects and clients are working within as well. How do you do that? Kevin and Bart discuss these strategies in this episode.
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Kevin Welcomes the founder of Vettori, Tom Grandy, on the show to talk about the subtle differences with cross-border freight. We also talk about the sales process for a smaller brokerage, and the adventures of starting the company in the beginning of the pandemic.
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Kevin welcomes back Andy Hedrick from Rocket Sales Pro to the show today to talk about selling on social media. Forming your own narrative can be difficult, but focusing on your story and always giving out nuggets of value is the difference maker. We also talk about the power of calculators and how to build the story around the numbers.
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Reid Clements from Highway talks about double brokering with Kevin on this episode of Put That Coffee Down. What are some of the most common scams and what tools has Highway developed to put an end to allowing fraudsters into your carrier network.
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Dooner stops by the show to celebrate three years of Put That Coffee Down. We talk about how it all began and our favorite memories and topics over the years, before discussing the importance of leaving clients and prospecting with a lasting memory of you and your company.
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Longtime listener Branigan Mincey from Execusource drops in on Put That Coffee Down to discuss hiring trends for 2023 along with a few questions he has for Kevin on the origin story of the freight sales show for closers. Even with a soft freight market the prognosis for freight brokerage hiring is still strong. Especially with adding additional carrier sales reps.
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Glenn Koepke from FourKites drops by the show to talk about all the challenges involved when you’re buying FreightTech for your business. From integrations to user adoption it is a challenging environment, but you can be your own champion if you ask the right questions before inking a deal.
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Kevin welcomes Benjamin Gordon, Managing Partner at Cambridge Capital on this show to discuss how CEOs feel about the market and M&A in 2023. Ben should know as he just hosted the 17th annual BGSA conference down in Florida earlier this month.
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On this episode of Put That Coffee Down, Kevin welcomes Trey Griggs, founder of Beta Consulting to the show to discuss how much easier life is with a growth mindset. It removes the barriers that block your progress and lets you take the big chances in life. Trey discusses growing the joys of Beta Consulting turning one year old.
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Kevin welcomes Bart De Muynck, Chief Industry Officer at project44 on this show to discuss pre-call sales research. If you aren’t doing pre-meeting research on your clients and prospects, then you are always going to be one-step behind on the call. Being one-step ahead rather than one-step behind separates the top 10% of freight brokers from the rest of the pack.
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On this episode of Put That Coffee Down, we take the shipper’s perspective with Tony Darnell from Lippert Components. We talk about why the omnipresent standard from freight broker email is annoying and why you shouldn’t ask Tony if he needs help moving drayage loads.
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Building a sales team in an established company is difficult, but in a start-up it’s even more challenging? Why, you ask? It’s because the sales playbook is constantly changing as the business grows. What worked so well in the very beginning, has to be constantly adjusted or scrapped entirely to meet the needs of new offerings and new customers. Lars Ward, VP of Business Development at Freightvana joins the show to discuss the break neck speed of a tech focused freight brokerage start-up.
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Kevin welcomes Kenneth Carter, founder and president of Ameriton Freight & Logistics to the show to discuss lessons learned operating on your own and how to set up 2023 to be the acceleration year.
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Kevin welcomes Nick Dangles, co-founder of Kinetic, to the show this week to discuss the importance of selecting a list of dream accounts. More importantly, making sure your picking dream accounts that fit your niche, rather than selecting bright shiny logos that seem impressive to everyone else.
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Is the great resignation over? Has the market turned back to employers having the upper hand? What are expectations for sales people coming into new roles (this one surprised even me)? Charlie Saffro, founder and CEO of CS Recruiting joins the show to discuss how the freight job market is bouncing all over the place.
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Kevin is on location this week at BCB Live in Texas to talk with Rick Larkin about selling safety. Rick is so passionate about selling safety to driver’s he’s built a media company to communicate the message. Each day he is live on air talking safety. We also talk growing a freight brokerage, and what qualities he looks for when hiring salespeople.
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Dan Lindsey, co-founder and VP of Sales at Linkage Logistics joins Kevin to discuss the ups and downs of going out on your own to start a freight brokerage business at the exact time the world felt like it was coming to an end.
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Kevin welcomes Walter Mitchell, CEO, Tai Software (aka "Mitch") to today’s episode to discuss the customer experience. It always costs less to expand your current book of business, than it is to go out and land new clients. That’s why focusing on customer service and experience will be a key theme for 2023.
You can learn more about Tia TMS here,
www.tai-software.com
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Kevin welcomes Emily Meyers, Vice President, Factor Lead at TriumphPay on the show to talk about the recent survey TriumphPay conducted with truckers. One of the key wishes for 2022 is the ability to get paid faster. How fast is fast though?
You can learn more about Tia TMS here, www.tai-software.com.
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Shannon Breen, co-founder and co-CEO of FreightVana joins the show to discuss why he had the itch to step out and create something new. Picking the power only and trailer drop niche just made sense. The forces of the pandemic on new equipment orders and driver constraints created an unplanned tailwind. Now almost two years in business it’s all about retention in 2023.
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Kevin welcomes FreightWaves own Sr. Digital Marketing Executive, Joe Hendrix, on this episode to talk about marketing trends for 2023. They talk about what marketing costs are and what falls more into the operational budget. Plus, we all know marketing drives sales, so why is marketing the first line item cut even before a downturn hits.
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Kevin welcomes Omar Singh, founder and president, of Surge Transportation back on the show to examine why shippers limit the number of freight brokers they work with. While there’s no reason to add every freight broker that calls, it does make sense to pick based on strengths.
You can learn more about Tia TMS here, www.tai-software.com.
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Kevin sits down with Andy Shiels, President & Co-Founder, of SiLo to discuss using data and tech to power a no fail service type of freight brokerage. They also talk about the open deck spot and contract markets along with how project based freight is some of the best in the industry. From there it’s on to the problems with double brokering and an outlook on the freight market in 2023.
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Brad Blomstron, CFO, Emerge
You can learn more about TriumphPay here, www.TriumphPay.com.
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Kevin sits down with Matthew Leffler, The Armchair Attorney, to discuss some of the hot legal issues facing logistics and transportation. The conversation starts off with non-competes, then slides over to AB5, then on to freight broker liability, before closing out on the importance of limiting your liability with corporate structures if you are an independent contractor.
You can learn more about Matthew at his website here, https://armchairattorney.com.
Freightsales #transportation #logistics
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Kevin welcomes Adam Mersch and Garrett Hughes at First Star Logistics on the show to discuss how to become a freight agent. We’ll take a look at First Star’s agent model and how freight brokers should evaluate their options when considering striking out on their own.
You can learn more about TriumphPay here, www.TriumphPay.com.
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Kevin is live on location at Ryder's offices in Ft. Worth where he sits down with Senior Director of Brokerage, David Stone. They talk about how to build a sales floor and what's in store for peak season.
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Kevin welcomes the co-founder of Togo Logistics, Michael Fullam, to the show today to discuss the challenges of starting your logistics business. We’ll examine all of the hurdles through the lens of using five simple steps A. J. Jacobs lays out in his new book, The Puzzler: One Man’s Quest to Solve the Most Baffling Puzzles Ever, from Crosswords to Jigsaws to the Meaning of Life.
You can learn more about TriumphPay here, www.TriumphPay.com.
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Kevin welcomes the CEO of Highway, Jordan Graft, on the show to discuss the importance of verifying who is (and maybe who isn’t) hauling your customers' loads. Carrier relationships are built on trust, but verification remains key to the process. With bad actors seemingly everywhere in trucking, keeping track of a carrier’s identity is the difference between keeping or losing your top accounts.You can learn more here,www.gohighway.com.
You can learn more about TriumphPay here, www.TriumphPay.com.
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Kevin welcomes the CEO of TAI, Walter Mitchell “Mitch” on the show to discuss how technology and automation can help you capture a larger percentage of freight from each of your shipper customers.
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It’s a whole different ball game between a transactional and enterprise shipper customer. Kevin welcomes Justin Smith, VP of Strategy at Concept Logistics on the show this week to discuss how to take that giant leap.
You can learn more about TAI Software here, www.TAI-Software.com
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Kevin welcomes Omar Singh, founder and president of Surge Transportation on the show to discuss how automation leads to exponential growth in logistics. Also, what’s the real difference between freight brokers, 3PLs, 4PLs, and all other acronyms operating in the logistics industry.
You can learn more about TAI Software here, www.TAI-Software.com
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Kevin welcomes Sean McGillicuddy, VP of Sales and Marketing, at Tai Software on the show to discuss streamlining your freight brokering skills by using tech. This year freight markets have returned to normal along with the sales process. It’s all about building more efficient sales systems as shippers look to cut freight brokers from their books.
You can learn more about TAI Software here, www.TAI-Software.com
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Kevin welcomes Benjamin Benjamin Kowalski and Nate Cross from Freight360 back on the show to discuss freight sales. Before you even think about strategies though, you have to be prepared to put in the reps. Part of this is living outside your comfort zone. We talk about strategies and techniques for getting in the right frame of mind to succeed.
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Kevin welcomes James Jacobs, Vice President of Enterprise Sales, Emerge to discuss the always delicate balancing act between service and price. How do you talk to transportation managers who are being judged on both transportation spend according to the budget, and service levels as defined by their customers? Listen now for our answers to this all important question.
You can learn more about TAI Software here, www.TAI-Software.com
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Kevin welcomes the CEO of TAI, Walter Mitchell “Mitch” on the show to discuss how you can use technology to improve and bring more velocity to your communications between you and your customers and carriers.
You can learn more about TAI Software here, www.TAI-Software.com
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Kevin welcomes Kurtis Tryber, co-founder and CEO of EXO Freight on the show to talk about problems, solutions, and opportunities. It takes practice and the right frame of mind to break down problems and turn them into solutions. Once you figure it out though, your possibilities are endless. You can learn more about Exo Freight here.
And a special thanks to Tai-Software.
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Kevin welcomes a former co-host of Put That Coffee Down, Richie Daigle, on the show to discuss long-term sales strategies. Partnering with salespeople from other companies that offer complementary services can bring long-term success, but treating it like a short-term tactic almost guarantees that it will never pan out.
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Kevin welcomes Omar Singh founder and president of Surge Transportation to the show to discuss his new article on FreightWaves, All machines need maintenance: Your broker is the mechanic, not the operator. It’s about where and how freight brokers provide value to their customers…and it’s not about price.
Surge Transportation, https://www.surgetransportation.com/
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Kevin welcomes Jim Bierfeldt, the founder and president of Logistics Marketing Advisors. Jim conducts a survey every two years that’s all about the approach and buying habits of shippers. If you haven’t checked it out yet, you can find it here, https://www.logisticsmarketing.com/.
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Kevin welcomes FreightWaves’ own superstar producer Bill Priestley on the show to discuss the best approach you can take to be invited on FreightWavesTV, along with how to create content that creates a buzz for you and your company.
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Kevin welcomes FreightWaves’ own superstar producer Bill Priestley on the show to discuss the best approach you can take to be invited on FreightWavesTV, along with how to create content that creates a buzz for you and your company.
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Kevin welcomes FreightWaves’ own 3PL/Freight Broker Expert, Mary O’Connell today. Mary also writes Check Call which is the FW newsletter covering 3PLs and freight brokerages and also hosts FW TV show Check Call that airs right after Put That Coffee Down each Tuesday at 12:30pm ET.
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Kevin welcomes Omar Singh from Surge Transportation on the show today to discuss the challenges of implementing FreightTech. The nuts and bolts of integrations are always challenging. Another even more important challenge, that often goes overlooked, is user adoption. If your team isn’t using the new tools, then all of the time and resources you’ve invested is all for nought. Your new FreightTech just sits in the corner developing dust.
Plus, listener feedback, advice, and community building!
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Bestselling author David Hoffeld and Kevin Hill, FreightWaves Executive Publisher, discuss how we can all use science and the human psyche to drive sales by sticking to our ethics.
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On this episode of Put That Coffee Down Kevin invites Evan Burna from DeSpir Logistics to the show to discuss how hauling specialized and mission critical cargo is a fantastic way to protect your small fleet from the volatility in the average dry van market. It takes the expertise, certificates, and tools of course right partners to keep your wheels turning and premium rates coming in the door.
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Kevin welcomes Tony Mulvey, Sr. Research Analyst, and co-host of #withSONAR to the show today to discuss how to create your own freight market research. From using your internal data to leveraging a host of free data sources you can turn your customers into loyal fans by creating research that is both informative and entertaining.
Plus, listener feedback, advice, and community building!
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Kevin welcomes Yusuf Kansay, founder of General Brokerage Services to discuss how you have to get out of your comfort zone as much as possible to be successful. This goes for sales, entrepreneurship and really anything in life.
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Kevin welcomes Michael Sternberg from 3PL Systems, Inc. to the show to discuss how the buyer’s journey almost never aligns with our internal sales process. Not everyone is ready to buy now, so whether you're selling freight or FreightTech, be ready to tailor your personal sales process to that buyer’s journey.
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Building your personal brand is all about developing a community of like minded people. The people that will eventual become your customers buying from you over and over again. Kevin welcomes FreightWaves own, trucking market expert and community leader, Thomas "The Train" Wasson on the show to discuss how you can build your personal brand with newsletter, podcasts, and social media.
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Kevin is LIVE at FreightWaves' Future of Supply Chain conference with the CEO of Trucker Tools, Kary Jablonski along with the founder and CEO of Zuum App, Moe Azizi.
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Kevin welcomes David Stone, Senior Director, Transportation Management at Ryder to discuss the fine points of organizing and training sales teams in freight brokerage.
Plus, listener feedback, advice, and community building!
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Cold calling and prospecting has changed since the pandemic. To discuss new prospecting styles, Kevin welcomes Emanuel Patrascu from Varstar Alliance to discuss how to run successful prospecting programs in this post-pandemic world.
Plus, listener feedback, advice, and community building!
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Kevin welcomes Ryan Schreiber from Metaphora into the studio to discuss sales and operations in this changing freight market environment.
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Selling freight as the market turns from a bull to a bear market is challenging. Kevin welcomes Matt Perkins, founder and CEO, of BTB Logistics to discuss how to keep building your book of business when finding trucks becomes less and less valuable to shippers.
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Kevin welcomes Omar Singh, the Founder and President of Surge Transportation to discuss using digital routing guides to help sell with real time rates.
Plus, listener feedback, advice, and community building!
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The climate is changing. Higher temperatures, more intense and frequent natural disasters, and rising sea levels are among the many challenges that climate change poses. The transportation sector has recognized its role and is paving the way for a more sustainable future. From fuel efficiency and greenhouse gas reduction goals to hydrogen-powered aircraft and battery-electric trucks, sustainable transportation technologies are advancing every day. Tune in to the Net-Zero Carbon Summit to hear industry experts discuss strategies to decarbonize the transportation sector.
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Kevin welcomes Andrew Leto, the Founder and CEO of Emerge to discuss freight sales in volatile markets. As the contract and spot markets reset for a new environment, how should freight salespeople communicate this trend with their customers and counterparts.
Plus, listener feedback, advice, and community building!
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Kevin is live at FreightWaves' Enterprise Fleet Summit talking with Ryder's Director of Freight Brokerage, David Stone, and fleet management tools with Mustafa Azizi, Founder & CEO of Zuum.
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Kevin welcomes Denise Praul from Whiteboard Learning to discuss how asking for referrals 100% of the time can transform your freight sales career.
Plus, listener feedback, advice, and community building!
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Kevin welcomes Chris Seeds, Sales Director at Bridge Logistics and the host of “What Not to Miss with Chris”, the weekly market update on LinkedIn. Kevin and Chris discuss the best of times and the worst of times in sales and why habits developed in the best of times often leads to disaster in the worst of times.
Plus, listener feedback, advice, and community building! #sales #putthatcoffeedown
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Kevin welcomes Matt Perkins, VP of customer solutions at BTB Logistics, to discuss the finer points of starting and maintaining long-term relationships with shippers.
Plus, listener feedback, advice, and community building!
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Kevin is live from FreightWaves’ 3PL Summit talking to Dave Braunstein, the GM of Insuretech about how evading driver risks does not mean invading their life.
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Kevin welcomes Jim Becker, the CEO of Becker Logistics, to discuss what he’s learned in sales and why it’s important to always be promoting your brands and services.
Plus, listener feedback, advice, and community building!
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Kevin Hill and Richie discuss who they would like to share a coffee with and their top business/sales movies
Plus, listener feedback, advice, and community building!
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Michael Vincent and Richie discuss outcomes vs outputs with Ian Koniak
Plus, listener feedback, advice, and community building!
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Kevin and Richie discuss how to stay motivated through the roller coaster of sales.
Plus, listener feedback, advice, and community building!
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Kevin and Richie are live from FreightWaves 2022 Global Supply Chain Summit with guests Jared Hall from Ryder and Matt Crawford from BigCommerce.
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Kevin and Richie discuss Fixed vs Growth Mindsets in sales
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Kevin and Richie welcome Andrew Elsener, the president of Spot Freight to the show to discuss how growing accounts is the key for collecting those large commission checks.
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Kevin and Richie welcome Brad Bolmstrom from Emerge to the show to talk about the freight market and sales growth in 2022.
Plus, listener feedback, advice, and community building!
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Kevin Hill and Richie Daigle welcome Chris Jolly, a.k.a. The Freight Coach on the show this week to talk about sales and marketing.
Plus, listener feedback, advice, and community building!
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Kevin Hill and Richie Daigle discuss the use of non-competes in freight with Omar Singh, the founder and president of Surge Transportation.
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Richie Daigle is joined by Michael Vincent as they unpack the various meanings of a commonly used buzzword.
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Kevin Hill and Richie Daigle welcome Ryan Rogers, the founder & CEO of TextLocate, on the show to discuss the fun and terror of launching a business.
Plus, listener feedback, advice, and community building!
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A customer might always be right, but a client needs help to get to the right decision. Do you have transactional customers or consulting clients? It’s all about your sales approach.
Kevin and Richie welcomes everyone’s favorite lawyer and fellow FreightWaves TV host Cassandra Gaines of MadGaines fame to discuss how sometimes giving legal advice means getting paid to tell your clients they are doing it all wrong.
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In today's episode, Kevin and Richie discuss the importance of continuing education in sales. There’s a reason why doctors, lawyers, and engineers continue to read and learn in their professions. It’s the same for sales too.
Kevin and Richie also come to class prepared to share their top 5 books every person selling freight should read.
Plus, listener feedback, advice, and community building!
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In today's episode, Kevin and Richie discuss how having the most accurate spot and contract rates is essential in winning deals and making margin.
Plus, listener feedback, advice, and community building!
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Kevin and Richie are LIVE again at F3 discussing FreightTech with John Hess, from Emerge, Charlie Mohn from Drivewyze, and Jeff Ogren from Trucker Path.
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Put That Coffee Down is LIVE at F3 and talking sales tech with Sean McGillicuddy from Tai Software and Jig Young from Expedock.
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In today's episode, Kevin welcomes Omar Singh from Surge Transportation to discuss the importance of adversity in creating a book of business.
Plus, listener feedback, advice, and community building!
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In today's episode, Kevin and Richie welcome Lee Salz back to discuss his new book, Sell Different!
Plus, listener feedback, advice, and community building!
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In today's episode, Kevin and Richie answer audience questions and provide some interesting answers.
Plus, listener feedback, advice, and community building!
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In today's episode, Kevin and Richie discuss the importance of qualifying prospects. Like all steps in the sales cycle qualifying and discovery needs to happen on every call.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, Kevin and Richie discuss how we can all sell differently by focusing on how we differentiate ourselves from our competitors. We also have the master of differentiation and author Sales Differentiation and the just released book Sale Different, Lee Salz in house to share his tips and tricks.
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In today's episode, Kevin and Richie discuss the phrases and answers from prospects and customers that make all salespeople roll their eyes. Plus, we lay-out the self-defeating phrases that salespeople use when they’ve given up on the sale.
sales #SurgeTransportation
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In today's episode, Kevin and Richie discuss the pros and cons of both a transactional and consultative sales approach with Justin Smith, VP of Sales at Concept Logistics.
Plus, listener feedback, advice, and community building!
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In today's episode, Kevin and Richie discuss what words you shouldn’t use with your customers, prospects and colleagues with Connor Miller, CO-Founder of ArdentX.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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Kevin talks with Nate Cross and Benjamin Kowalski of the Freight360 podcast about going out on you own. What's the best option? Is it as an agent or getting your own authority? What do you need to know and what are the biggest mistakes freight brokers make? You'll get answers to these questions, plus much, much more.
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In today's episode, Kevin and Richie talk with Omar Singh, President and Founder of Surge Transportation, about how to use pricing and relationships to your advantage in your sales game.
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In today's episode, Kevin and Richie talk about the creative process and how important it is to your sales. It’s also about channeling your creativity in positive ways and we talk with Joe Ferreira, the author of Uncomfortable Inclusion: How To Build A Culture Of High Performance In Life And Work on how to put this concept into action.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, Kevin and Richie talk about efficient markets and how information flows are a two way street when it comes to sales. Ryan Schreiber from CarrierDirect joins us to talk about how to use this strategy to build carrier networks.
Plus, listener feedback, advice, and community building!
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In today's episode, Richie Daigle and Michael Vincent discuss supply chain resiliency with Ed Jennings, CEO of Quickbase.
Plus, listener feedback, advice, and community building!
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In today's episode, we talk to Nate Cross, host of the Freight360 podcast and agent recruiter about all the ins and outs of striking out on your own to become a freight agent. This includes non-competes, the real meaning of a 1099, and what it takes to start your own book of business.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, we talk to Steve Ferreira about his new book and then Omar Singh from Surge Transportation about how to use technology to identify profitable sales opportunities.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, Kaylee Nix stands in for Kevin Hill… She and Richie discuss what some are calling the “The Great Resignation”. According to the latest surveys, up to 95% of employees are wanting to switch jobs right now. We talk to logistics recruiting guru Charlie Saffro, president and founder of CS Recruiting to find out what she’s seeing in the logistics job market.
Plus, listener feedback, advice, and community building!
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In today's episode, Kevin and Richie discuss how to mentally prepare for sales. Building a sustainable book of business is a marathon and not a spring. We welcome Benjamin Kowalski co-host of the Freight 360 podcast to discuss what he tells new freight brokers coming into the industry.
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In today's episode, Kevin and Richie discuss how to automate sales. What should you automate and what not to automate. We’ll discuss the ins and outs of automation processes in freight brokerage with Omar Singh, President of Surge Transportation.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, Kevin and Richie discuss how even the perfect pitch and presentation lead to nowhere without the proper follow-ups with Nick Dangles, co-founder of Kinetic. We’ll talk about frequency and how you have to build value and agreement on every single call. If you aren’t doing this in your follow-ups, then you are losing out and leaving money on the table.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, Kevin Hill and Richie Daigle discuss why business and sales success don’t happen overnight. It is all about grinding it out and learning the lessons of how to grow along the way. To drive this point home, they welcome Jared Flinn, co-founder of BulkLoads.com, to share how he’s grown his company over time.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, Kevin and guest co-host Richie Daigle discuss how to protect you and your customers from the risks of double brokering loads with Alex Schnitzer from Chariot Logistics.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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On today's episode, Kevin and guest co-host Richie Daigle discuss the art of scheduling meetings in the first eight seconds with Justin Oglesby, Co-Founder of Conversionly.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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In today's episode, Kevin and guest co-host Richie Daigle are at FreightWaves LIVE discussing FreightTech with Scott Barghaan from Salesforce and Mustafa Azizi from Zuum Transportation.
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In today's episode, Kevin and guest co-host Richie Daigle, discuss how technology is a simple way to drive your revenues higher with Robin Jaacks from project44 and Justin Ballie from Rose Rocket.
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In today's episode, Kevin and guest co-host Richie Daigle discuss why routing guides always fail with Omar Singh, CEO of Surge Transportation.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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On today’s episode, Kevin and guest co-host Richie Daigle, discuss entrepreneurship with Shay Dixon.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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On today’s episode, Kevin and guest co-host Richie Daigle discuss building a brand means showing off your personality, not hiding it with Cody Wallis, founder and CEO of Handup Gloves. Cody will explain how Handup Gloves has grown sales while having fun at the same time.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #surgetransportation
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On today’s episode, Kevin and guest co-host Richie Daigle, discuss the lead generation and prospecting with Andy Hedrick, founder and CEO of Trucking Tower.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #zembles
Mustafa Azizi is the Co-Founder and CEO of ZUUM Transportation, a transportation solutions company that is driving the digital transformation in global supply chains and logistics.
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On today’s episode, Kevin and guest co-host Richie Daigle, discuss what to do when prospects are making irrational decisions with David Hoffeld, author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown
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It's all about capacity utilization when tender rejections are this high. Tight capacity should last for months, so it is important to be as efficient as possible with utilization. Using the right data to is key to maximizing utilization and creating differentiation in your customer service levels.
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On today’s episode, Kevin and guest co-host Richie Daigle discuss the spot market with Omar Singh from Surge Transportation! We segment out the spot market into specific categories with specific sales strategies for each.
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On today’s episode, Kevin and guest co-host Richie Daigle, discuss the science behind sales with David Hoffeld, author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal.
Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #zembles
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Kevin is live from FreightWaves' 3PL Summit and he's talking sales growth. There are four factors outside of sales that can enhance or constrain your growth. These include cash flow, carrier network, automation, and last but not least IT infrastructure. Chris Hurst, CTO of StratusGrid lays down the facts on why IT infrastructure can make or break your 3PL.
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On today’s episode, Kevin and guest co-host Catherine Liske, Director Of Sales & Training at PriorityOne, discuss sales training and lead generation.
Greg Johnson, COO of Zembles, will drop by the show to talk about leads. We’ll discuss how to increase your sales odds by playing the ratio game. One of the most important ratios everyone should pay attention to in freight sales is starting with qualified leads.
Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #salesforce
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On today’s episode, Kevin and guest co-host Richie Daigle, from our SONAR sales team, discuss the inner workings of freight brokerages. We go from the popular business models to what is worrying freight brokerages the most in 2021.
We welcome Justin Wandell, General Manager of Axle Logistics, to the show. We’ll break down the sales strategy for cradle to grave and how it differs from the buy/sell model. Plus, listener feedback, advice, and community building!
sales #PutThatCoffeeDown #salesforce
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Kevin sits down with Nick Dangles, co-founder of Kinetic, and Jeff Hanson, director of business development at FreightFriend to talk about carrier sales. It’s all about approaching carrier sales just like you do when selling shippers. The best carrier sales people build deals that provide immense value to a carrier.
#sales #PutThatCoffeeDown #salesforce
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On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite, discuss how salespeople should differentiate themselves and their products to close more deals.
We welcome Dr. Katrina Burrus, author, keynote speaker, and CEO of Excellent Executive Coaching, LLC. We’ll be talking about managing those brilliant salespeople who happen to be world class jerks. Listen in to learn tips and tricks you can use whether you are their manager or a colleague.
Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #salesforce
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On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite discuss how salespeople should differentiate themselves and their products to close more deals.
We welcome Lee Salz, the best selling author of Sales Differentiation. Lee will break down how differentiation isn’t all about what you sell, but how you sell. Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #salesforce
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This bonus episode is from a conversation Kevin and Blythe Brumleve, from Freight School Playbook, had before she joined as a guest co-host for Put That Coffee Down earlier this year. Kevin and Blythe discuss lessons learned from launching online digital products for the freight industry. They both agree the most important lessons learned were from their failures. Both are experts on what doesn’t work.
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On today’s episode, Kevin and guest co-host Anthony Smith are LIVE from FreightWaves’ Global Supply Week!We’re sitting down virtually with Teclo Garcia, Economic Development Director at the City of Laredo to learn how to sell a company to locate in your city in as little as 10 minutes. Plus, listener feedback, advice, and community building!
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In this bonus episode of Put That Coffee Down, Kevin sits down with one of his earliest mentors in freight, Patty Hinojosa. Patty is now the Director of Mexico Sales and Operations at CargoQuotes. Kevin and Patty discuss the niche of cross-border trucking in and out of Mexico. It’s one of those specialties where freight brokers become consultants and trainers for their customers. A single misstep during the process can cost shippers dearly, so it’s always important to be proactive and over communicate to make sure nothing takes you by surprise.
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On today’s episode, Kevin and guest co-host Chris Jolly discuss how we should define leads. Warm vs. cold leads, qualified vs. unqualified leads, etc. are in the mix. We welcome the COO of zembles, Greg Johnson, as our guest for this episode. Greg will help us define qualified leads, and give us his tips on reaching prospects when many are still working from home. Plus, listener feedback, advice, and community building!
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Kevin’s guest today on this special bonus episode of Put That Coffee Down is Ryan Mize, Director of Truckload Solutions at HNRY Logistics. Ryan brings his three tips for sourcing carriers and it is well worth the price of admission. It’s all about having multiple strategies. That is to say one strategy for sourcing carriers for your spot loads and other for contract and consistent freight.
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On today’s episode, Kevin and guest co-host Chris Jolly discuss why you should pay attention to the top 1% of the sales profession and not the person sitting across from you reading ESPN all day.
How do you study the one percenters? You find the person that has created a business of studying the subject. We’ve done that for you, and Scott Ingram, the founder of Sales Success Media.
Scott is also has host of 𝗦𝗮𝗹𝗲𝘀 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗦𝘁𝗼𝗿𝗶𝗲𝘀 and Inspired Marketing Podcasts. In addition to all this, Scott has also published a series of Sales Success books based on the stories of dozens of top sales performers.
Plus, listener feedback, advice, and community building!
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On today’s episode, Kevin and guest co-host Chris Jolly discuss how important carrier sales is in freight brokerage. The best freight brokers often have access to the best carrier relationships. Remember, you can’t move a load and make that gross margin without a truck to pick it up and deliver. That’s why your book of carriers is as important as your book of shippers. Plus, listener feedback, advice, and community building!
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LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Ryan Mann, Director, Lean Marketing, Lean Solutions.
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LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Mark McWatters, VP of Sales at Ambition.
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LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Toby Howell, Writer, Social Media Lead, Morning Brew.
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Reunited LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Zembles COO Greg Johnson
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On today’s episode, Kevin and guest co-host Chris Jolly discuss how the word “no” should always be viewed as a good sign in sales. Day in and day out hearing the word no can leads to burnout and turnover in freight sales. Don’t let the word “no” drive you out of freight sales though. It’s actually a good sign. Our guest Rachael Heaps from Transportation Impact is just finishing up her rookie season in freight sales and we’ll talk to her about what she’s learned in freight sales and how she is avoiding burning out. Plus, listener feedback, advice, and community building!
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On today’s episode, Kevin and guest co-host Blythe Brumleve discuss setting up your email and communications sequencing. We are going to focus on how to set up email campaigns. What are your objectives and goals? Hopefully, we all learn some new techniques during the show. Plus, listener feedback, advice, and community building!
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On today’s episode, Kevin and guest co-host Blythe Brumleve discuss how to set the hook when you are reaching out to prospects and customers. Why should they speak with you?
We don’t have a guest, so we are going to focus on how our viewers set the hook when they are out prospecting. Hopefully, we all learn some new techniques during the show.
Plus, listener feedback, advice, and community building!
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On today’s episode, Kevin and guest co-host Blythe Brumleve discuss your 2021 marketing plans. We’re joined by Kyle MacNaught, Director of Marketing at FreightPlus (Formerly Aborn & Co.) to talk about your 2021 marketing plan. Both Kyle and Blythe are marketing pros who will be discussing goal settings and understanding the differences between marketing strategies and tactics. Plus, listener feedback, advice, and community building!
On today’s episode, Kevin and guest co-host Blythe Brumleve discuss the art and science of forecasting sales. We’re joined by Mr. Supply Chain, aka Daniel Stanton. Mr. Supply Chain is the author of the bestselling, Supply Chain for Dummies. He is also a Udemy and LinkedIn Learning instructor. Kevin, Blythe, and Mr. Supply Chain will discuss how shippers forecast and budget sales revenue and logistics spend.
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My guest today is Tyler Wiard with Candor Expedite. Tyler spent 10 years working in transportation and logistics for a large ingredients company. One of his many duties included working with carriers and freight brokers. He’s now on the other side as a freight broker. We discuss the three key lessons he’s learned now that he’s been on both sides of the transportation trade.
On today’s episode, Kevin welcomes guest co-host Blythe Brumleve on the show.
Blythe and Kevin are talking all about emotional intelligence in sales and the power of persuasion during extreme events. We’re joined by FreightWaves’ own EVP of Content, Emily Szink on today’s show. Emily is a former TV news reporter and anchor. Part of her job was to secure interviews with family members, neighbors, and friends of crime victims. Often it involved violent crimes like murder. How do you persuade people who are going through traumatic events to tell their story on camera? And how do these skills translate to sales?
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On today’s episode, Dooner and Hill are talking all about words that sell and get your prospects to buy. Plus, as it is Dooner's last episode him and Hill reflect on the past year.
We’re joined by Paul Ross the author of Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy And Add Top Dollars To Your Bottom Line!
For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into
stepping stones, and pain into passion.
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On today’s episode, Dooner and Hill are talking all about Salesforce buying Slack, Zoom’s mad gains, and what selling in 2021 will look like.
We’re joined by Blythe Brumleve, Founder, Bruleve Brands LLC.
Plus, listener feedback, advice, and community building!
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Kevin Hill sits down with Nick Dangles from Kinetic to discuss what to do when your customer doesn’t realize they have a problem. We frame the discussion around the search for the one screen solution to replace all of those open tabs. What is the solution freight brokerages are really looking for? Is it as simple as buying a third monitor for all those tabs?
You can contact Nick to learn more about Kinetic at nick@poweredbykinetic.com or visit the website at www.poweredbykinetic.com.
On today’s episode, Dooner and Hill are talking all about sales coaching and how teamwork enhances your sales process.
We’re joined by Brad McBride, Founder and CEO of Zero Down Supply Chain Solutions. An Oklahoma Sooner alum, Brad knows all about getting ready for the big game.
Brad McBride is a logistics industry professional with more than 30 years of experience. Brad launched Zero Down Supply Chain Solutions in 2003 to make an impact on the traditional industry practices that weigh businesses down. Through Zero Down, Brad works with clients both international and domestic to reduce shipping costs by 15-25% and achieve best-in-class carrier contracts covering all modes of transportation. In 2016, Brad launched FreightOptics, a disruptive new logistics technology created on an open source platform.
Plus, listener feedback, advice, and community building!
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Our second bonus audio episode of Put That Coffee Down delves into how buyers of logistics services buy. Kevin sits down with Jim Bierfeldt, President and Founder of Logistics Marketing Advisors to discuss his 2020 report on how to get and keep the attention of logistics buyers. The core of the report is a survey of shippers and logistics buyers. Learn more about how shippers prefer to engage with salespeople from first contact through the buying process.
You can download the full report here: https://www.logisticsmarketing.com/blog/how-to-market-logistics-services
On today’s episode, Dooner and Hill are talking all about how to provide value and land more deals by thinking like a consultant.
We’re joined by Jeff Booth, Head of Product, Opendock.
Jeff Booth heads up Product for Opendock. In his role, he not only provides direct industry experience, but also guides design and development. Jeff previously worked with GlobalTranz, a leading third-party logistics provider focusing on freight brokerage. Jeff's background also includes financial analysis, strategy, and operations.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about how to get access to fortune 100 marketing on a small business budget.
We’re joined by Erik Huberman, Founder and CEO, Hawke Media.
Erik Huberman went from making only $350 his first year in business to growing and selling two successful companies.
Sick of seeing that 99% of marketing agencies were useless and the other 1% inaccessible to small businesses, he launched Hawke Media.
Today it’s the fastest growing marketing consultancy in the US and has been valued at $75 million with over 150 employees. The company has serviced over 2000 brands of all sizes, ranging from startups to household names like Red Bull, Verizon, and Alibaba.
Plus, listener feedback, advice, and community building!
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Kevin Hill and Dooner are live from FreightWaves LIVE @HOME with Lean Staffing Solutions' Trey Griggs.
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"What I told you was true, from a certain point of view. You're going to find that many of the truths we cling to depend greatly on our own point of view." - Obi Wan Kenobi
On today’s episode, Dooner and Hill are talking all about selling from a certain point of view: that of the shipper.
How do you go about outlining the needs of your customers and in what ways do you position your pitch to address them?
They’re joined by Paul Estrada, VP of Strategic Initiatives, Emerge.
Paul spent 12 years at Niagara Bottling, a 1 million truckload shipper annually.
He'll help you be the shipper and understand how to speak their language so you can better address their needs and close the deal.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about how to win shipping bids.
We’ll cover how to preserve your margins, benchmark the market, pitch the deal and tell the story of your value proposition. Also, what to do when you get ghosted.
They’re joined by special guest Michael Fullam, Executive Vice President, ReedTMS Logistics
Plus, listener feedback, advice, and community building!
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On today’s episode, Kevin Hill is joined by guest co-host, Joe Lynch, founder of The Logistics of Logistics, and special guest Adam Robinson, VP of Marketing for SONAR. It’s all about converting content marketing leads into real sales. All of the hard work, time and effort it takes to create content marketing has to turn into sales at the end of the day. We’ll talk how the sales process is different for inbound and outbound leads. It’s all about the trust level.
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On today’s episode, Dooner and Hill are talking all about selling data visualization, brand identity, and infographics with the purpose of driving leads and closing sales.
They’re joined by special guest Amy Balliett Co-Founder & CEO, Killer Visual Strategies.
If looks could kill, Amy Balliet would be the brand assassin you would want on your team!
She went from producing the world's worst infographic ever created to scaling her agency, Killer Infographics, to a multi-million dollar industry leader before being acquired by one of the top branding insights and research firms in the world.
Her agency has helped global brands including Microsoft, Boeing, Adobe, Nikon, Starbucks, the United Nations, and more.
Amy’s mission is to empower brands to deliver game-changing experiences through impactful storytelling and killer visuals.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about the most common question is supply chain: where’s my freight? In world with disparate systems spread across the globe, visibility hasn’t just become a need - it’s a requirement. But, how do you sell these new systems and who is the buyer?
They’re joined by special guest Robin Jaacks, Chief Commercial Officer, Ocean Insights
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On today’s episode, Dooner and Hill are talking all about the bad reputation brokers get and how you can improve your image. Defy expectations, build trust, and keep customers for the long haul with these logical steps.
They’re joined by special guest Liz Wayne, Founder/President of Able Transport Solution.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about carrier sales and the art of negotiation. They’ll discuss how to find and select carriers, weed out bad methods for sourcing, and define what matters during negotiations.
They’re joined by special guest Jake McLeod, CCO, RPM. Jake has experience and education on both sides of the bun. A Michigan Wolverine who, like Rodney Dangerfield, went back to school and got his Masters in Supply Chain Management from EMU. He has worked for XPO, Ryder, and now RPM.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about sales call role playing strategies to prepare your team for the win.
Learn how to prepare for calls, write scripts, pick perspectives and scenarios for your next (or first) role play training session.
They’re joined by special guests Carolina Muñoz and Ivan Moreno of HubTek.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about pitch decks. Learn how to empower your PowerPoint with clean, simple, thought provoking design and messaging. Find out why problems and their solutions are the bedrock of any great sales presentation.
They’re joined by special guest Steve Ferriera, Founder and CEO at OceanAudit.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about when the real work starts: after you land the account. They cover account handling, hand off, up-sell, cross sell, satisfaction, and retention. What model should you use? Cradle to the grave? A land and abandon to CSR Chicago freight style? Or a hybrid and dynamic approach?
They’re joined by special guest Chris Jolly, The Freight Coach
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about social media strategy, marketing, selling, and brand building. Find out how our guest doubled Morning Brew’s twitter following in less than 6 months while creating a strong identity and voice for the company’s brand.
They’re joined by special guest Toby Howell, writer at Morning Brew
Plus, listener feedback, advice, and community building!
Check out Toby's twitter rules here
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On today’s episode, Dooner and Hill are talking all about the selling value vs product and price.
They’re joined by special guest Josh Asbury, Vice President at HubTran.
Plus, listener feedback, advice, and community building!
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On today's episode, Dooner and Hill are LIVE from the FreightWaves 3PL Summit, and they're talking business with "The Real Wolf of Wall Street," Jordan Belfort, and Lean Staffing's CEO, Robert Cadena, and VP of Lean Sales, Trey Griggs.
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On today’s episode, Dooner and Hill are talking all about the power of ‘yes, and-ing’ your way to sales success via the art of Improv.
Find out how this off-the-dome method of acting contains many of the rules you need to think in the moment, become an active listener, and gain insight into your prospects' POV.
They’re joined by special guest, Steven Disbrow, Artistic Director of Improv Chattanooga
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about one woman’s journey from COVID-19 related job loss to starting her own freight business. Plus, not only can cold calling increase business for you but it can also be gamified for good. Find out how.
They’re joined by special guests, Nicole Barrett, President and Owner at Freight By Nicole; and Michael Neme, Supply Chain Management Consultant at GlobalTranz.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking all about finding your next sales role while avoiding sketchy job postings. You’ve seen them: make a fortune from home, choose your own hours, unlimited earnings potential, this could be you. Don’t get played.
They’re joined by special guest, Ryan Schreiber, Director of Engagement (or equivalent) at CarrierDirect.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about preparing a product launch and go-to-market strategy.
They’re joined by special guest, Joel McGinley, Managing Director at Hubtek, LLC
Also, what went wrong with Quibi?
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about getting your foot in the door. Learn how to use video to target clients directly and land your first meeting with that elusive big account.
They’re joined by special guest, Tyler Hildebrand, Account Executive at Reliable Transportation Solutions. Hildebrand excels at crafting personalized narratives that have landed him accounts as large as Kraft.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about entering the second half of the sales cycle strong. They’ll discuss tips for evaluating and supercharging your pipeline to make sure you head back out on the sales floor at peak performance.
They’re joined by special guest, Brent Orsuga, Founder and President at Pinnacle Growth Advisors.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about the sales lessons learned from the hit docuseries The Last Dance about the Michael Jordan era Chicago Bulls.
They’re joined by special guest, Trey Griggs, Global Director of Sales, Hubtek.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about the thing we often neglect the most: ourselves. On this show we're looking at how happiness, anxiety, and depression play into your sales process, career, and life.
They’re joined by special guest, Stan Duncan, Senior Recruiter, Tallgrass Freight Company.
Plus, listener feedback, advice, and community building!
FreightSales # #PutThatCoffeeDown #mentalhealth
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about getting back to the day-to-day of sales and how to approach internal and external selling in the new normal.
They’re joined by special guest, Trent Broberg, COO at TruckStop.com
Plus, listener feedback, advice, and community building!
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Check out our first audio exclusive bonus episode of Put That Coffee Down. This is one we've had in the archives, recorded on March 12th. Kevin Hill flies solo during this interview on FreightTech sales with Kurtis Tryber, Head of Customer Development at Parade.ai
Catch the live show at 12PM ET Wednesdays on FreightWaves Linkedin and Facebook
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On today’s episode, Dooner and Hill are talking about getting on the same page. Are your sales reps presenting your product in the best possible light? Are you launching a product and want to make sure your team knows how to sell it? Today we’ll discuss aligning corporate and sales rep goals.
We’re joined by special guest, Stephen Bindbeutel, Director of Portfolio Strategy, Truckstop.com
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about driving sales by networking at virtual conferences - and we’re doing it in the most immersive way possible - at FreightWaves LIVE @home - THE virtual conference in freight.
They’ll be joined by special guest, President at FreightWaves, George Abernathy.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about making something out of nothing: are you ready to set out on your own and start your own business? What do you need to know and what will it take to get started?
They’ll be joined by special guest, Nicole Barrett, who after being laid off due to the coronavirus pandemic has taken this opportunity to strike out on her own. We’re excited to catch her at the start of her journey.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about traps...pricing traps. How do you defend your pricing and avoid sliding into low margin transactional business? The broker vs trucker rate battle is at a fever pitch - we’ll talk today about protecting your margins without sacrificing your partnerships.
They’ll be joined by special guest, Ryan Schreiber
Director of Engagement (or equivalent), at CarrierDirect.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about the power of the demo video. Whether it is live or prerecorded, today you’ll learn all about presenting yourself and your product in the best light possible.
They’ll be joined by special guest, Kyle Tyler. Kyle has been calling out to all the cool cats and kittens in his network via the power of simple albeit well made videos. He’ll shed insight on what’s worked and what hasn’t worked during the early stages of his demo video build outs.
Think you need a ton of equipment or skill to get started? Think again, you already have everything you need.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about using video to generate leads, get more meetings, and accelerate your pathway to closing. Learn how to sell through storytelling and video on this epic episode of Put That Coffee Down.
They’ll be joined by special guest, Nick Francis
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about CRMs, sales tech stacks and best practices.
They’ll be joined by special guest, FreightWaves President George Abernathy
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about knowing when to push forward with a deal and when to back off. If you’re getting ghosted, is it time to let go of the ghost? Are you talking to a coach or a champion? Does your prospect understand the value you’re presenting? They’ll discuss strategies for pushing a deal forward, tabling a deal, and how to bow out gracefully.
Plus, listener feedback, advice, and community building!
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On today’s episode, Dooner and Hill are talking about the best ways and practices for selling while working from home. We’ll look at what it takes to stay motivated, create conversations, network, conference, and sell while remote. In addition, we’ll coach you on some methods for selling during the crisis that the coronavirus presents and discuss ways to provide solutions that these new problems create.
Some sales professionals will shine in this environment while others will be exposed. Learn how to start standing out on this edition of Put That Coffee Down.
Plus, listener feedback, advice, and community building!
FreightSales #WorkingFromHome #PutThatCoffeeDown
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On today’s episode, Dooner and Hill are talking about the reward that comes after the, “no.” The ambition and motivation that drives us to keep moving forward and onward between each sale.
What are your goals, what makes your team tick, and how do you get up off the mat after each knockdown?
Joining us in studio is Chris O’Connor head of sales development at Ambition. Chris will talk about ways in which his company is using tech to drive sales satisfaction and results.
Plus, listener feedback, advice, and community building!
FreightSales #SalesMotivation #PutThatCoffeeDown
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On today’s episode, Dooner and Hill are talking about the hardest word for a sales person to hear, “No!” Today they take on objections and discuss ways to take them, overcome them, and rework them in their favor.
Who better to discuss objections with than an attorney? They’ll welcome Cassandra Gaines into the booth to discuss how she has learned to plead her case in the face of objections...and why you should never argue with a potential buyer over them.
Plus, listener feedback, advice, and community building!
FreightSales #OvercomingObjections #PutThatCoffeeDown
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On today’s episode, Dooner and Hill are talking about the attitude and behaviors that define your team. From the top-sellers to the toxic basement dwellers and all points in-between: this week they tackle sales culture.
The guys welcome Nathan Frazier, CTB of Tranco National to get his views on what qualities and conditions make for a winning sales culture. Plus, listener comments, calls, feedback, participation, and much more.
FreightSales #SalesCulture #PutThatCoffeeDown
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On today’s episode Dooner and Hill take on every salespersons’ least favorite part of the job: cold calling.
What is it about picking up the phone that causes us such anxiety? How do we overcome our fears of gatekeepers, rejection, and more? Today’s the day we face our demon and yours as we dive deep on the internal battle that is: cold calling.
We’re joined by special guest Jason Ickert of ENERGY Transportation Group to learn how he has trained himself and his team to overcome their issues with cold calling - by beginning with the end in mind.
Plus, our weekly survey results, shoutouts to listeners, and a winner is drawn for our book give away!
FreightSales #PutThatCoffeeDown #ColdCalling
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This week Dooner and Hill are talking all about the funnel, the pipeline, the place where closers play. But what goes into making a good funnel? Leads, discipline, management, constant touch, and smart selling are all discussed. The guys are joined by Covenant Transports Vice President Benjamin Caplenor to talk carrier sales funnels. Plus, a look at our lead funnel survey conducted with over 200 freight sales professionals.
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Today's episode is all about lead generation.
New semester starts now with the live premiere of “Put That Coffee Down”. It’s the freight sales show for closers where Dooner, Hill, and top sales leaders discuss all things sales. We also hear from you in our first survey on how your company manages lead generation.
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Put That Coffee down airs live at 1PM ET Wednesdays on the FreightWavesTV app, FreightWaves YouTube, Facebook, and LinkedIn social channels. It’s then up on all podcast players right after.
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