In this episode, Josh Lyles sits down with Jackson Gardner who is a logistics veteran, former Director of Sales, and current consultant to break down what freight brokerage sales teams are getting wrong and how to fix it.

Jackson shares hard-earned lessons from carrier sales, shipper sales, founding sales at a startup, and running operations at multiple brokerages. If you're a sales rep, sales manager, or brokerage owner, this one is packed with actionable takeaways.What we cover:

1. Why carrier sales reps forget the "sales" part of their job

2. The communication breakdown between sales and operations

3. How selling logistics has changed since COVID (and why shippers are harder to reach than ever)

4. Why niche freight modes give smaller brokerages a competitive edge

5. The right number of accounts a rep should manage at one time

6. Quality connections vs. call volume -- which actually wins

7. Why your sales manager should still be making sales calls

8. The pod model vs. cradle-to-grave and when each works

9. Follow-up stats that will shock you (97 touches to land one enterprise account)

10. The mindset behind sustained success in logistics sales -- DFQ

Connect with Jackson Gardner on LinkedIn:   / jackson-gardner-b10731ab  If you're freight brokerage is looking for a sales system for shipper prospecting, check out salesdashcrm.com.

In this episode of the Freight Sales Content Podcast, Josh Lyles sits down with Eileen Dabrowski, Founder & CEO of Apex Tide Consulting, to break down what separates high-performing logistics sales teams from the rest.

They dive into sales training, accountability vs. micromanagement, building a repeatable sales process, developing top performers, motivating different types of reps, and finding the right balance between people, process, and technology.

Eileen also shares why freight sales teams should focus less on activity for activity's sake and more on quality conversations, stronger relationships, and processes that actually help reps sell.Topics include:

1. Building a repeatable freight sales process

2. Accountability vs. micromanagement

3. Training and developing logistics sales reps

4. Why more calls and emails don't always mean better results

5. Developing and replicating top performers

6. Sales leadership and middle management

7. Using CRM and technology without creating more busywork

8. Change management and ongoing technology training

9. Building deeper relationships with shippers

10. Why generic prospecting emails are losing effectiveness

If you're leading, managing, or selling for a freight brokerage, 3PL, or logistics company, this conversation is packed with practical ideas for building a stronger sales organization.

Learn more about Salesdash CRM: https://salesdashcrm.com

Connect with Eileen: https://www.linkedin.com/in/eileen-dabrowski-a090a7141/

Most freight brokers quit way too early.In this quick 3-minute clip, Jackson Gardner explains why persistence wins in freight sales, including the story of a broker who needed 97 follow-ups before landing his biggest customer.We also discuss:- Why getting a shipper on the first call is incredibly rare- How many follow-ups it actually takes to win large accounts- Why most sales reps stop before they ever have a real chance- What shippers are paying attention to even when they never reply- Why consistency builds trust long before you earn the businessIf you're prospecting shippers or leading a freight sales team, this is a reminder that the biggest deals often come from the reps who simply refuse to quit.-----------------------------------------------------------------Most CRMs are not built for logistics. Visit salesdashcrm.com to learn about the CRM designed specifically for freight sales teams.

Keeping sales reps accountable is one of the toughest parts of growing a freight brokerage.In this clip, Logan Dyer shares how his approach has changed over the years, from wanting to know what every rep is doing every minute to focusing on results, consistency, and hiring self-starters. We also talk about why discipline beats motivation, how expectations evolve as reps gain experience, and how having the right CRM makes accountability a whole lot easier.If you're leading a freight sales team or building one, you'll probably relate to this conversation.---------------------------------------------------------------------------------------------------------------Visit shipblbx.com to learn more about Logan and his team at Blackbox Logistics.Visit salesdashcrm.com to learn more about a CRM designed just for freight brokerage sales teams.

Here is an 11 minute clip that was one of our most replayed and watched segments of our podcasts from 2025 with Logan Dyer, founder at Blackbox Logistics.The primary topics are:1) Cold calling shippers2) Tone over the phone and formality3) The "no" customers being ones to not run away fromWe hope you enjoy.--------------------------------If you are a freight broker that prospects shippers, check out salesdashcrm.com to learn more about the primary CRM built only for logistics sales reps and freight brokers.

James Santy is the Founder of The Sales DREAM where he is helping logistics sales teams with sales training powered by AI coaching.James led sales operations and technology at C.H. Robinson, driving major growth by automating sales processes, aligning CRM systems, and creating scalable enablement programs. During his tenure, he helped generate over $1B in incremental revenue, streamlined workflows for thousands of users, and built the foundation for a data-driven sales organization.In this episode, we discuss:- his background and impact on the sales org at CHR- what is The Sales DREAM- how their AI helps sales teams- shipper sales approaches- logistics sales rep skills and processes- improving outreach strategies to shippers- his opinion on sales management in freight brokerage- navigating different sales channels- building a strong go-to-market engine in logisticsAnd more.Learn more about The Sales DREAM at thesalesdream.comSubscribe to our channel here for more logistics and freight sales content.If you're looking for a CRM to help manage shipper outreach, help with follow-ups to customers, and to drive carrier activity, check out Salesdash CRM.

Over the past two years, there's been a lot of freight brokerages exiting the market as we continue on in one of the most challenging freight markets in history.Chris Hinz does not care. He sees opportunity.In this episode, we talk with Chris about why he's starting a brokerage now in 2025.We spoke with Chris on some of the following topics:- Why now to start a brokerage?- His deep background and experience with some of the top names in brokerage- Starting an MC from scratch versus buying an existing one- Raising money to get started- Revenue goals and shipper sales strategyAnd plenty more.If you're someone wanting to hear and learn from someone experienced within brokerage, as well as the reality of starting a brokerage in a challenging market, this conversation with Chris is a great listen.

In this episode, we sat down with Chase Carris, VP of Summit Logistics Group, to talk through his unique journey across the logistics industry.Chase has been on the asset side, launched a brokerage from scratch, worked in manufacturing, and now serves as VP of Operations at Summit Logistics Group. He shares the lessons he’s learned along the way and how those experiences shape the way he leads today.We cover:- Starting a brokerage from scratch- Implementing a buy-sell model- Team structure and defining roles- A day in the life as VP of Ops- Scaling operations and integrating technology- How Summit chooses and implements new tech- Navigating today’s challenging freight market- Sales strategies and tactics that work- Communication between carrier and shipper sales teams- Balancing contract freight with spot opportunities- Building a positive team culture and embracing changeWhether you’re in freight brokerage, carrier sales, or logistics leadership, we think you’ll take away insights from Chase’s journey.

Whether you are a candidate looking for a job in logistics sales, or if you are a hiring team looking to grow your sales organization in freight, Brent Orsuga is probably someone you already follow.If you don't, he is one of the most pulsed-in professionals on the hiring market within the logistics industry.In this podcast, we cover everything from headhunting vs. recruiting, to what the best freight sales candidates are doing to stand out in today’s market. Brent shares insights from his recent visit to Chicago brokerages, what roles companies are hiring for, and why staying connected to recruiters matters more than ever.Topics we cover:- Headhunting vs. recruiting in logistics- Vetting top-performing freight sales candidates- What logistics companies are hiring for in 2025- Remote vs. in-office expectations from employers- The positioning of cradle-to-grave and split models- How comp structures and agent models are impacting the industry- Why tech isn’t even a question for candidates anymoreAnd more…Whether you’re hiring, job hunting, or leading a freight brokerage, this episode is packed with tactical insight.🔗 Connect with Brent: https://www.linkedin.com/in/topfreightrecruiter/📌 Subscribe for more logistics and freight brokerage content!

In this episode, we sat down with Chip Reeves from Enablers to talk about how Shipper SDRs are changing the game for freight brokers.We dive into the role of AI in logistics and freight brokerage, and how Shipper SDRs take over cold calling so brokers can focus on closing deals.Chip breaks down:📞 What a Shipper SDR is and how they’re trained to prospect for brokers🤝 How they set appointments and hand off meetings seamlessly📊 The metrics and performance tracking brokers should expect🚛 How they work with niche and specialized freight brokerages💻 How Shipper SDRs use the common technology in today’s brokerage operationsIf you’re a freight broker looking to scale your sales without spending all day on the phones, this one’s for you.🔔 Don’t forget to subscribe for more conversations on freight sales, prospecting, and logistics tech.