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Put That Coffee Down
Put That Coffee Down episodes
- Sales coaching: From football to freight
On today’s episode, Dooner and Hill are talking all about sales coaching and how teamwork enhances your sales process.
We’re joined by Brad McBride, Founder and CEO of Zero Down Supply Chain Solutions. An Oklahoma Sooner alum, Brad knows all about getting ready for the big game.
Brad McBride is a logistics industry professional with more than 30 years of experience. Brad launched Zero Down Supply Chain Solutions in 2003 to make an impact on the traditional industry practices that weigh businesses down. Through Zero Down, Brad works with clients both international and domestic to reduce shipping costs by 15-25% and achieve best-in-class carrier contracts covering all modes of transportation. In 2016, Brad launched FreightOptics, a disruptive new logistics technology created on an open source platform.
Plus, listener feedback, advice, and community building!
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1 hr - How do shippers prefer to engage with sales people?
Our second bonus audio episode of Put That Coffee Down delves into how buyers of logistics services buy. Kevin sits down with Jim Bierfeldt, President and Founder of Logistics Marketing Advisors to discuss his 2020 report on how to get and keep the attention of logistics buyers. The core of the report is a survey of shippers and logistics buyers. Learn more about how shippers prefer to engage with salespeople from first contact through the buying process.
You can download the full report here: https://www.logisticsmarketing.com/blog/how-to-market-logistics-services
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40 min - Sell like a consultant
On today’s episode, Dooner and Hill are talking all about how to provide value and land more deals by thinking like a consultant.
We’re joined by Jeff Booth, Head of Product, Opendock.
Jeff Booth heads up Product for Opendock. In his role, he not only provides direct industry experience, but also guides design and development. Jeff previously worked with GlobalTranz, a leading third-party logistics provider focusing on freight brokerage. Jeff's background also includes financial analysis, strategy, and operations.
Plus, listener feedback, advice, and community building!
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1 hr 1 min - Building your brand on a budget
On today’s episode, Dooner and Hill are talking all about how to get access to fortune 100 marketing on a small business budget.
We’re joined by Erik Huberman, Founder and CEO, Hawke Media.
Erik Huberman went from making only $350 his first year in business to growing and selling two successful companies.
Sick of seeing that 99% of marketing agencies were useless and the other 1% inaccessible to small businesses, he launched Hawke Media.
Today it’s the fastest growing marketing consultancy in the US and has been valued at $75 million with over 150 employees. The company has serviced over 2000 brands of all sizes, ranging from startups to household names like Red Bull, Verizon, and Alibaba.
Plus, listener feedback, advice, and community building!
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1 hr - Virtual lead generation LIVE @HOME
Kevin Hill and Dooner are live from FreightWaves LIVE @HOME with Lean Staffing Solutions' Trey Griggs.
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30 min - Think like a shipper
"What I told you was true, from a certain point of view. You're going to find that many of the truths we cling to depend greatly on our own point of view." - Obi Wan Kenobi
On today’s episode, Dooner and Hill are talking all about selling from a certain point of view: that of the shipper.
How do you go about outlining the needs of your customers and in what ways do you position your pitch to address them?
They’re joined by Paul Estrada, VP of Strategic Initiatives, Emerge.
Paul spent 12 years at Niagara Bottling, a 1 million truckload shipper annually.
He'll help you be the shipper and understand how to speak their language so you can better address their needs and close the deal.
Plus, listener feedback, advice, and community building!
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59 min - How to win shipping bids
On today’s episode, Dooner and Hill are talking all about how to win shipping bids.
We’ll cover how to preserve your margins, benchmark the market, pitch the deal and tell the story of your value proposition. Also, what to do when you get ghosted.
They’re joined by special guest Michael Fullam, Executive Vice President, ReedTMS Logistics
Plus, listener feedback, advice, and community building!
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1 hr - Converting content marketing leads into sales
On today’s episode, Kevin Hill is joined by guest co-host, Joe Lynch, founder of The Logistics of Logistics, and special guest Adam Robinson, VP of Marketing for SONAR. It’s all about converting content marketing leads into real sales. All of the hard work, time and effort it takes to create content marketing has to turn into sales at the end of the day. We’ll talk how the sales process is different for inbound and outbound leads. It’s all about the trust level.
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1 hr 1 min - Visual strategies
On today’s episode, Dooner and Hill are talking all about selling data visualization, brand identity, and infographics with the purpose of driving leads and closing sales.
They’re joined by special guest Amy Balliett Co-Founder & CEO, Killer Visual Strategies.
If looks could kill, Amy Balliet would be the brand assassin you would want on your team!
She went from producing the world's worst infographic ever created to scaling her agency, Killer Infographics, to a multi-million dollar industry leader before being acquired by one of the top branding insights and research firms in the world.
Her agency has helped global brands including Microsoft, Boeing, Adobe, Nikon, Starbucks, the United Nations, and more.
Amy’s mission is to empower brands to deliver game-changing experiences through impactful storytelling and killer visuals.
Plus, listener feedback, advice, and community building!
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1 hr 1 min - Where’s my freight? Selling visibility
On today’s episode, Dooner and Hill are talking all about the most common question is supply chain: where’s my freight? In world with disparate systems spread across the globe, visibility hasn’t just become a need - it’s a requirement. But, how do you sell these new systems and who is the buyer?
They’re joined by special guest Robin Jaacks, Chief Commercial Officer, Ocean Insights
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50 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.