Kara Brown, built the biggest GTM firm in freight—and she did it by staying laser-focused on what actually drives revenue. This episode covers why most brokers get ICP wrong, how to catch the 5% of buyers ready to move, and where inbound signals are hiding in plain sight. If you’re trying to grow in this market, start here.

Key Chapters:

(0:00) Background and Introduction

(0:43) Expanding Lead Coverage: Global Presence and Services

(2:00) The Revenue Engine: Writing and Promoting the Book

(7:03) Ideal Customer Profile and Go-to-Market Strategy

(13:40) The Importance of Intent Data in Sales

(29:05) Kara's Journey: From Echo to Lead Coverage

(34:34) Effective Strategies in Freight: Thought Leadership and Partnerships

(37:12) Quarterly Updates and Executive Thought Leadership

(39:51) The Sleepy Beauty Campaign

(41:06) Challenges in Sales Follow-Up

(50:40) The Importance of Niche Expertise

(57:38) Managing a Remote Team

(1:00:37) AI Strategy and Business Optimization

#LetsTalkLogistics #FreightTech #FreightMarketing #GoToMarket #LTLGrowth