SUMMARY: 

In this episode of Sales Bites, host Will Jenkins sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what it takes to build sales from the ground up at a startup. Kyle shares his journey in sales, how sales strategies shift in fast-moving startup culture compared to larger organizations, and why adaptability and teamwork matter most when everything is being built from scratch. They break down how sales pitches evolve alongside the product and market, what to focus on to actually drive revenue, and how to maintain work-life balance in the chaos of startup life. 

TAKEAWAYS: 

• Sales drives survival and growth, especially in startups. 
• Prioritize revenue-generating activities over busy work. 
• Building sales from scratch requires adaptability. 
• Team dynamics and accountability shape success—avoid the blame game. 
• Sales pitches evolve as the product and market change. 
• Startup culture is chaotic but rewarding. 
• Balance is essential to avoid burnout. 
• A strong leadership team sets the tone. 

CHAPTERS: 

00:00 – Introduction to Sales Bites and Guest Background 

03:01 – Kyle's Journey in Sales and CloneOps 

05:55 – Understanding CloneOps and Its Market Position 

08:59 – Selling at a Startup vs. Established Organizations 

11:59 – The Evolution of Sales Pitches 

14:55 – Adapting to Startup Chaos and Team Dynamics 

18:01 – Work-Life Balance in Startup Culture 

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY: 

In this episode of Sales Bites, host Will Jenkins sits down with Gabe Ribeiro, Senior Director of Partnerships & Marketing at Hey Bubba, to talk about how sales leaders can pivot with today’s go-to-market trends. They cover the shift from the traditional sales funnel to the flywheel model, the rise of partnership and relationship selling, and the role of change management in staying competitive.

The conversation digs into why buyers are more educated than ever, how to leverage data for smarter decisions, and why personal relationships and referrals are still unmatched for driving revenue. 

If you’re in sales, partnerships, or marketing and looking for ways to adapt your strategy to today’s environment, this episode is packed with insights.

TAKEAWAYS: 

• Sales, marketing, and partnerships must operate as one team. 
• Funnels are evolving into flywheels that fuel growth. 
• Partnership selling drives long-term revenue generation. 
• Understanding personas behind accounts is essential. 
• Today’s buyers have more knowledge and data at their fingertips. 
• Change management is one of the hardest parts of modern sales. 
• Referrals from satisfied customers remain a growth engine. 
• Data-driven insights sharpen go-to-market strategies. 
• Personal relationships and unique differentiators give teams an edge. 
• Sales professionals must adapt or risk falling behind.

CHAPTERS: 

• 00:00 – Introduction to Sales Bites and Guest Background 
• 02:26 – Evolving Sales Trends and Go-to-Market Strategies 
• 07:37 – The Importance of Relationship and Partnership Selling 
• 11:39 – Navigating Change Management in Sales 
• 14:38 – Key Takeaways and Closing Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Michael Sternberg, Director of Sales at 3PL Systems, about the intricacies of cold calling in sales. They discuss the purpose of cold calling, strategies for effective outreach, overcoming fear, the importance of research and preparation, and the necessity of time management in maintaining a successful cold calling routine. Michael emphasizes that cold calling is not just about making sales but about learning and understanding potential clients, and he shares valuable insights for both new and experienced sales professionals.

TAKEAWAYS: 

• Cold calling is about learning something new about your ICP. 
• It's important to manage your pipeline effectively through cold calling. 
• Fear in cold calling is often self-imposed and can be overcome. 
• Researching your prospects before calling can lead to more meaningful conversations. 
• Time management is crucial; block out time specifically for cold calling. 
• Consistency in cold calling builds a habit and improves skills over time. 
• Sales reps should not take rejection personally; it's part of the process. 
• Understanding your ideal customer profile (ICP) is essential for effective cold calling. 
• Cold calling should be approached as a conversation, not a script. 
• Practice and repetition are key to becoming proficient in cold calling.

CHAPTERS: 

• 00:00 Introduction to Sales and Cold Calling 
• 02:42 Understanding Cold Calling: Purpose and Strategy 
• 05:31 Overcoming Fear in Cold Calling 
• 08:21 Research and Preparation for Cold Calls 
• 10:55 Time Management and Consistency in Cold Calling 
• 13:54 Final Thoughts and Key Takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what it really takes to sell to executives. From understanding the buying committee to mastering relationship building, Kyle shares how patience, transparency, and the right sales strategies can set reps apart. Whether you’re managing long sales cycles or trying to build trust with C-suite buyers, this conversation is packed with real-world insight on how to improve your sales process and win deals at the highest level. 

TAKEAWAYS: 

• Executive selling techniques that work 
• Building real, long-term relationships 
• Navigating buying committees and internal politics 
• The power of transparency in the sales process 
• Why under-promising and over-delivering matters 
• Multi-channel follow-ups and in-person value 
• Kyle’s personal sales lessons from CloneOps and beyond 

CHAPTERS: 

• 00:00 Introduction to Sales Bytes and Guest Background 
• 02:53 Kyle Richards' Sales Journey and CloneOps Overview 
• 05:36 The Importance of Building Relationships in Sales 
• 08:37 Navigating the Sales Process with Executives 
• 11:08 Understanding the Buying Committee 
• 14:17 Transparency and Patience in Sales 
• 16:59 Final Thoughts on Effective Selling Strategies 

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Vincent Lamia, President of Business Development at Pinnacle Logistics, to explore smart sales strategies and networking tips for conferences. From building authentic relationships to navigating rejection, Vincent shares actionable insights on how to turn conversations into long-term business opportunities. Whether you're in logistics or leading sales for a growing company, this conversation is packed with value for anyone attending conferences to grow their business. 

TAKEAWAYS: 

• Networking is a cornerstone of effective sales. 
• Conferences are costly, secure at least one deal to make it worth it. 
• Building real friendships can unlock business opportunities. 
• Don’t pitch, connect. Lead with curiosity, not your deck. 
• Flexibility is your superpower at events. 
• Rejection is expected. Keep going. 
• Patience pays off in relationship-driven sales. 
• Unique business cards can help you stand out. 
• Collaborate with sales teams to uncover logistics pain points. 
• Focus on long-term partnerships over one-off wins. 

CHAPTERS: 

• 00:00 - Introduction to Sales and Networking 
• 02:47- Strategies for Successful Networking at Conferences 
• 05:40 - Building Genuine Relationships in Sales 
• 08:32 - The Importance of Patience in Sales 
• 11:32 - Planning and Flexibility for Conference Success 
• 14:10 - Leveraging Relationships with Sales Teams

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY: 

In this episode of Sales Bites, we’re joined by Gabe Ribeiro, Senior Director of Partnerships & Marketing at Hey Bubba, to talk about something that’s too often overlooked: practice. We cover why role playing, active listening, and creating a culture of continuous sales training are must-haves, not nice-to-haves. Gabe shares how his background in freight tech and marketing has shaped his approach to coaching teams, handling objections, and building long-term client relationships. Whether you're running sales for a growing brokerage or mentoring new reps, this one is packed with real takeaways you can bring to your team today. 

TAKEAWAYS: 

• Practice is essential for improving sales skills 
• Role playing provides a safe space to get better 
• Finding your own voice takes repetition 
• Sales training should be built into the culture 
• Active listening builds trust with clients 
• Objection handling starts before the objection 
• Peer feedback accelerates growth 
• Visualization preps you to perform under pressure 
• Sales isn’t solo. it’s a team game 

CHAPTERS: 

• 00:00 – Intro to Gabe Ribeiro and Hey Bubba 
• 02:19 – Why Practice Matters in Sales 
• 04:59 – Role Playing: What It Looks Like and Why It Works 
• 07:58 – Finding Your Voice and Handling Pushback 
• 10:51 – Building a Culture of Daily Training 
• 14:04 – Listening Skills and Long-Term Relationships 

SPONSORED BY: 

‪@RevenovaTMS‬

Learn more at https://revenova.com/

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Jordan Reber about the critical importance of organizational skills and discipline in sales. They discuss how being organized can enhance efficiency, the significance of preparation, and the role of discipline in achieving sales success. Jordan shares strategies for individual contributors and sales leaders to maintain organization and accountability, emphasizing that every day should be approached with a 'day one' mentality. The conversation wraps up with key takeaways on the necessity of follow-up and maintaining customer relationships.

TAKEAWAYS: 

• Most good salespeople are not organized. 
• Being organized can make you more efficient. 
• Make customers feel like their priority number one. 
• Sales day starts the night before. 
• Discipline separates the best sales professionals. 
• Every day is day one; come in ready to work. 
• Have a plan to avoid winging it. 
• Follow up even if you don't have an update. 
• Use your support system to stay on track. 
• Accountability is key to success in sales.

CHAPTERS: 

• 00:00 Introduction to Sales Bytes and Guest Background 
• 03:01 The Importance of Organizational Skills in Sales 
• 06:08 Strategies for Individual Contributors to Stay Organized 
• 09:33 Leadership and Organizational Discipline 
• 10:59 The Role of Discipline in Sales Success 
• 13:46 Recap and Key Takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Vincent Lamia, President of Business Development at Pinnacle Logistics. They discuss the significance of niche selling in the logistics industry, emphasizing the importance of understanding the specific needs and pain points of clients within a niche. Vincent shares his experiences and insights on building credibility, the advantages of focusing on challenging freight, and the long-term commitment required to become an expert in a niche. The conversation highlights the value of case studies and recommendations in the sales process, as well as the importance of persistence and dedication in achieving success in sales.

TAKEAWAYS:

• Niche selling allows for deeper understanding of client needs. 
• Building credibility is essential for successful sales. 
• Focusing on challenging freight can lead to less competition. 
• Long-term commitment to a niche is crucial for growth. 
• Case studies and recommendations enhance credibility. 
• Expertise in a niche elevates sales conversations. 
• Networking within a niche can open new opportunities. 
• Understanding industry-specific lingo is vital for rapport. 
• Persistence is key in mastering a niche. 
• Video testimonials can significantly impact credibility.

CHAPTERS: 

• 00:00 Introduction to Sales and Guest Background 
• 02:36 The Importance of Niche Selling 
• 05:33 Building Credibility in Sales 
• 08:22 Finding and Mastering Your Niche 
• 11:13 Long-Term Commitment to Niche Expertise 
• 13:50 Conclusion and Key Takeaways 

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY:

In Episode 37 of Sales Bites, host Will Jenkins talks with Jordan Reber, Executive Vice President at ARL Network, about what sets top freight brokers apart. They dig into how to differentiate in a crowded logistics market, adapt your sales pitch to different audiences, and train new reps the right way. Jordan shares hard-won lessons on building lasting relationships, maintaining a strong reputation, and why integrity is everything in freight sales. 

TAKEAWAYS:

• Why clearly stating what you don’t offer helps build trust with freight customers 
• How long-term customer relationships drive sustainable sales growth 
• The role of audience understanding in high-conversion freight sales strategies 
• Why persistence and active listening matter when training new freight brokers 
• How to protect your sales reputation, because integrity is easy to lose and hard to rebuild 
• Ways to differentiate your freight services in a competitive logistics market 
• How collaboration with experienced sales reps improves team performance 
• Why customer-first positioning wins more freight contracts 
• The impact of transparency on building loyalty in freight sales 
• How consistent communication helps reinforce your brand’s reputation

CHAPTERS:

00:00 – Introduction to Sales Bites and Jordan Reber’s background 

02:48 – What differentiation really means in freight sales 

05:31 – How to tailor your pitch for different freight audiences 

08:48 – Strategies for training new sales reps in logistics 

11:31 – Why reputation and integrity matter in freight brokerage

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram! 

SUMMARY: 

In this episode of Sales Bites, host Will Jenkins interviews Vincent Lamia, President of Business Development at Pinnacle Logistics. They discuss Vincent's journey in sales, focusing on the importance of building warm lead funnels through a referral program. Vincent shares his strategies for generating inbound leads, managing relationships with referral reps, and optimizing daily operations to maximize efficiency and effectiveness in sales. The conversation emphasizes the value of referrals over cold calling and the need for active management of referral programs to ensure success.

TAKEAWAYS:

• Cold calling alternatives work, referral-based sales delivers stronger results. 
• Referrals outperform cold leads by a wide margin in B2B sales. 
• A strategic referral program became the core of lead generation. 
• The system now drives 1 to 10 warm inbound leads every day. 
• Scaling sales doesn’t require more reps, it requires more referral partners. 
• Inbound lead generation replaced outdated outbound tactics. 
• The sales role shifted from chasing leads to closing them. 
• Consistent management is essential for referral program success. 
• The playbook: start small, perfect the process, then scale up.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Introduction 

03:00 Vincent's Sales Journey and Background 06:05 Building Warm Lead Funnels 

08:55 Referral Program Strategy 

12:01 Managing Inbound Leads and Daily Operations 

15:04 Key Takeaways and Final Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on LinkedIn and Instagram!