Kara Brown, CEO of Lead Coverage, breaks down why she’s not ready to hand her operating system to Anthropic, how press releases are now feeding LLM search results, and the intent data framework producing 40% call conversion rates for freight brokers. This episode dives into AEO, TAM building, the death of Google Cookies, and why the freight companies that figure out go-to-market right now will be the ones that stop grinding and start winning.

Key Chapters:

(0:00) Intro to the Ep

(0:30) Why Kara Doesn’t Fully Trust Anthropic

(3:30) Google’s Play and the AI Cost Problem

(10:00) AEO — The 1%, 27%, and 7-Day LLM Data

(17:00) Kara Brown Introduction — Lead Coverage and The Revenue Engine

(20:30) CRM Realities — The Salesforce Lead Object Problem

(25:00) TAM Building — Own Every Email Address

(30:00) The Four Types of Intent Data

(42:00) The First Dial — Three Strategies That Work in Freight

(44:00) 40% Conversion vs. 1% Cold — The Intent Data Payoff

(48:00) 10-80-10: The Human-in-the-Loop AI Framework

(55:00) Why Mid-Size Freight Companies Have the AI Advantage

(57:00) Lead Coverage Pricing, Workshops, and the Free Workbook

#LetsTalkLogistics #FreightNews #FreightGTM #SupplyChain #AIinFreight