SUMMARY: 

In this episode of Sales Bites, Will Jenkins sits down with Mike Beckwith, VP of Brokerage at FreightPlus, to talk mindset, prep, and why authenticity still wins in sales. Mike shares how he stumbled into logistics and built a career by focusing on real relationships, asking smarter questions, and showing up with confidence and clarity. Whether you’re just starting out or sharpening your edge, this one’s full of practical advice that sticks. 

TAKEAWAYS: 

• He didn’t plan on logistics, but it worked out. 
• Mindset matters, especially when cold calling. 
• One good call in the morning can flip your whole day. 
• The 3 C’s: confidence, clarity, and consciousness. 
• It’s not about how many calls, it’s about how good they are. 
• Do your homework. Know the customer’s business. 
• Real sales come from real relationships. 
• Be yourself. People can tell when you’re not. 
• New reps: ask the question. Don’t hold back. 
• You’re not just selling freight, you’re selling you. 

CHAPTERS: 

00:00 – Intro to Sales Bites + Meet Mike Beckwith 

03:02 – How Mike Accidentally Got Into Freight 

06:04 – Why Your First Call of the Day Matters 

09:10 – Mindset + Prep: A New Rep’s Cheat Code 

12:10 – Sales That Stick: Building Trust + Being Real 

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

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