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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