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Put That Coffee Down
Put That Coffee Down episodes
- Data based utilization for fleets - Enterprise Fleet Summit
It's all about capacity utilization when tender rejections are this high. Tight capacity should last for months, so it is important to be as efficient as possible with utilization. Using the right data to is key to maximizing utilization and creating differentiation in your customer service levels.
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12 min - Why there isn’t one spot market
On today’s episode, Kevin and guest co-host Richie Daigle discuss the spot market with Omar Singh from Surge Transportation! We segment out the spot market into specific categories with specific sales strategies for each.
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1 hr - The science of sales
On today’s episode, Kevin and guest co-host Richie Daigle, discuss the science behind sales with David Hoffeld, author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal.
Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #zembles
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1 hr - Don't let your IT slow your sales growth
Kevin is live from FreightWaves' 3PL Summit and he's talking sales growth. There are four factors outside of sales that can enhance or constrain your growth. These include cash flow, carrier network, automation, and last but not least IT infrastructure. Chris Hurst, CTO of StratusGrid lays down the facts on why IT infrastructure can make or break your 3PL.
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24 min - Sales is about activity and ratios
On today’s episode, Kevin and guest co-host Catherine Liske, Director Of Sales & Training at PriorityOne, discuss sales training and lead generation.
Greg Johnson, COO of Zembles, will drop by the show to talk about leads. We’ll discuss how to increase your sales odds by playing the ratio game. One of the most important ratios everyone should pay attention to in freight sales is starting with qualified leads.
Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #salesforce
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1 hr - Running a cradle to grave freight brokerage
On today’s episode, Kevin and guest co-host Richie Daigle, from our SONAR sales team, discuss the inner workings of freight brokerages. We go from the popular business models to what is worrying freight brokerages the most in 2021.
We welcome Justin Wandell, General Manager of Axle Logistics, to the show. We’ll break down the sales strategy for cradle to grave and how it differs from the buy/sell model. Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #salesforce
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1 hr - Approaching carrier sales more like customer sales
Kevin sits down with Nick Dangles, co-founder of Kinetic, and Jeff Hanson, director of business development at FreightFriend to talk about carrier sales. It’s all about approaching carrier sales just like you do when selling shippers. The best carrier sales people build deals that provide immense value to a carrier.
#sales #PutThatCoffeeDown #salesforce
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43 min - Dealing with the superstar sales jerks
On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite, discuss how salespeople should differentiate themselves and their products to close more deals.
We welcome Dr. Katrina Burrus, author, keynote speaker, and CEO of Excellent Executive Coaching, LLC. We’ll be talking about managing those brilliant salespeople who happen to be world class jerks. Listen in to learn tips and tricks you can use whether you are their manager or a colleague.
Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #salesforce
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1 hr - Positioning and differentiation in sales
On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite discuss how salespeople should differentiate themselves and their products to close more deals.
We welcome Lee Salz, the best selling author of Sales Differentiation. Lee will break down how differentiation isn’t all about what you sell, but how you sell. Plus, listener feedback, advice, and community building!
#sales #PutThatCoffeeDown #salesforce
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58 min - Lessons from online sales in the freight industry
This bonus episode is from a conversation Kevin and Blythe Brumleve, from Freight School Playbook, had before she joined as a guest co-host for Put That Coffee Down earlier this year. Kevin and Blythe discuss lessons learned from launching online digital products for the freight industry. They both agree the most important lessons learned were from their failures. Both are experts on what doesn’t work.
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45 min
About Put That Coffee Down
From the publisher's feed
Kevin Hill and an array of special guests take you to freight sales school as they discuss pipelines, funnels, margin, psychology, social selling, and marketing with the top leaders in freight.