SUMMARY:

In this episode, Will Jenkins and Jordan Reber break down what it really takes to build long-term success in freight sales. From mastering the art of relationship-building to staying curious and patient, they share strategies that go far beyond scripts. Jordan taps into his decades of experience to explain how value-first selling, industry expertise, and genuine networking can open doors others miss. Whether you’re new to sales or looking to sharpen your edge, this episode delivers practical, real-world insights you can use right away.

TAKEAWAYS:

• Sales is a long game, quick wins don’t build real trust. 
• Curiosity opens doors that pushy tactics can’t. 
• The best reps provide value without expecting anything in return. 
• Small wins matter, celebrate them to stay motivated. 
• Patience isn't optional; it's a sales skill. 
• Networking isn’t just about who you know, it’s about staying top of mind. 
• Know your industry inside and out, it builds instant credibility. 
• Strong relationships require ongoing attention, not one-time effort. 
• Selfless reps win more in the long run. 
• Redefine success: it’s not just the close, it’s the connection. 

CHAPTERS:

00:00 – Introduction to Sales and Relationships Will and Jordan set the stage: why relationships are the backbone of sales success

03:00 – Building Relationships in Sales The mindset shift from transactional to relationship-driven selling. 

06:11 – The Long Game in Sales Why patience pays off, and how to stay consistent when results take time. 

09:01 – Nurturing Long-Term Relationships Tactics for keeping connections strong after the first deal is done. 

12:13 – Expertise and Networking in Sales How industry knowledge and smart networking create compounding returns. 

14:49 – Final Thoughts on Relationship Building Jordan’s closing advice for sales pros who want to win the right way.

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:

Will Jenkins sits down with Lars Ward, VP of Automation Solutions at Transflo, to cut through the AI noise. They talk about what’s actually working today, where automation is driving real results, and why it’s time to stop chasing buzzwords and start solving real problems. Lars brings hard-won insights from across the logistics world, and makes the case for smarter, simpler tech that works now.

TAKEAWAYS:

• AI is changing the game, but not how most people think.
• Automate the boring stuff: repetitive, low-impact tasks.
• Know what today’s tech can do, not just what it promises.
• The future’s unclear, but automation is a must now.
• Focus on outcomes, not features.
• Smart tech makes perfect inventory and planning possible.
• Manual work is draining your team and your margins.
• Actionable results keep customers coming back.
• AI chatter is loud, look for what cuts through.
• Measure tech by what it does today, not someday.

CHAPTERS:

• 00:00 – Meet the Guest: Lars Ward and the Sales Bites kickoff
• 03:31 – Cutting Through the Hype: AI’s real impact on logistics
• 10:55 – Automate Smarter: How to boost efficiency with the right tools
• 14:11 – What’s Next: The future of AI, and final 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, 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:

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

SUMMARY:

In this episode of Sales Bites, Will Jenkins sits down with Justin Turner, Managing Partner at Journey, to unpack the sales strategies that separate high-performing reps from the rest. They explore how to qualify leads effectively, the role of buyer personas in B2B sales, and the importance of collaboration between sales and operations. Justin also shares how to evaluate customer potential, when to step away from low-value accounts, and what it really takes to improve your sales performance. If you’re looking to close more deals and stop wasting time on bad leads, this episode is a must.

TAKEAWAYS:

• Great salespeople know how to spot a good lead early, and when to walk from a bad one.
• Locking in the right buyer persona from the start saves time, budget, and energy.
• For SMB reps, long sales cycles aren’t always worth the squeeze.
• Real relationships come from solving real problems, not just pitching products.
• Winning deals takes strong internal alignment between sales, ops, and leadership.
• Low engagement? Low response? Probably not worth chasing.
• Know when it’s a personality clash, not a pipeline problem.
• Time is your most valuable resource, spend it on accounts that show real return.
• Great client relationships work both ways: honest feedback, shared goals, real trust.
• Long-term sales success is built on partnerships, not one-off transactions.

CHAPTERS:

00:00 – Welcome to Sales Bites: Quick, sharp sales advice that actually helps you close.

00:58 – Good Leads vs. Time-Wasters: How to tell if a lead is worth your time—and why most reps wait too long to walk.

04:08 – Find the Right Buyer Fast: Tips for identifying the decision-maker early and avoiding dead-end convos.

06:57 – Build Relationships That Last: Why solving real problems beats a slick pitch every time.

10:12 – Know Your Customer’s Potential: What signals to look for—and when to stop forcing a fit.

14:01 – Get Your Team in the Game: The role internal alignment plays in closing bigger, better deals.

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 Madison Santo about the importance of emotional intelligence in sales, the journey of her career in the logistics industry, and the significance of transparency and honesty in the sales process. They discuss how to navigate career transitions, the importance of understanding your buyer, and key takeaways for sales professionals. 

TAKEAWAYS: 

• Exhibiting emotional intelligence is crucial for sales success. 
• Salespeople should not compromise their processes for prospects. 
• Transparency in communication builds trust with prospects. 
• Change management is a significant challenge in tech sales. 
• Understanding your buyer's perspective is essential for effective selling. 
• Sales is a give-and-take process; both parties must engage. 
• Protecting your time is as important as protecting the prospect's time. 
• Sales professionals should be straightforward about their capabilities. 
• Career transitions in sales require understanding new buyer personas. 
• Emotional intelligence can help navigate complex sales situations. 

CHAPTERS: 

• 00:00 Introduction to Sales Bytes 
• 03:02 The Journey of Madison Santo 
• 05:53 Emotional Intelligence in Sales 
• 09:01 Transparency and Honesty in Sales 
• 11:46 Navigating Career Transitions in Sales  
• 14:56 Understanding Your Buyer 
• 17:58 Key Takeaways and Conclusion

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 Lars Ward, VP of Automation Solutions at Transflo, about the critical relationship between sales and operations in the freight industry. They discuss the importance of understanding operations for sales success, the need for empathy and collaboration between teams, and how fostering a culture of accountability can lead to business excellence. The conversation emphasizes that bridging the gap between sales and operations is essential for long-term success in logistics.

TAKEAWAYS:

• You can't sell something you don't understand.
• Salespeople need to think like operators.
• Fostering a culture of collaboration is essential.
• Empathy is key in sales and operations.
• Accountability is crucial for growth.
• Understanding operations enhances sales effectiveness.
• Sales and operations should share a common goal.
• Proactive communication is vital in logistics.
• Individual accountability drives organizational success.
• Bridging the gap requires effort from both sides.

CHAPTERS:

• 00:00 Introduction to Sales Bites and Guest Introduction
• 03:30 The Importance of Understanding Operations in Sales
• 08:00 Bridging the Gap Between Sales and Operations
• 10:38 Fostering a Culture of Collaboration and Accountability
• 15:21 Key Takeaways and Conclusion

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 Mike Beckwith, VP of Brokerage at Freight Plus, about the evolution of sales strategies in the freight industry. They discuss the importance of transitioning from traditional pitching to a more consultative approach, emphasizing authenticity, relationship building, and the art of asking the right questions. Mike shares insights on how to create value for customers and the significance of long-term partnerships in sales.

TAKEAWAYS: 

• Authenticity is key in sales interactions. 
• Sales is about listening, not just talking. 
• Consultative selling focuses on creating value, not just pitching services. 
• Asking open-ended questions leads to deeper conversations. 
• Building rapport is essential for trust in sales. 
• Sales strategies should adapt to the unique challenges of the freight industry. 
• Long-term relationships are more valuable than one-off transactions. 
• Understanding the customer's pain points is crucial for effective selling. 
• Sales reps should position themselves as partners, not just service providers. 
• Effective sales require ongoing learning and adaptation.

CHAPTERS: 

• 00:00 Introduction to Sales Bytes and Guest Background 
• 05:23 Transitioning from Pitching to Consultative Selling 
• 12:18 The Art of Asking Consultative Questions 
• 18:57 Building Long-Term Partnerships in Sales

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 and guest and Managing Partner of Journey, Justin Turner, discuss the essential elements of successful sales strategies. They emphasize the importance of preparation, effective cold calling techniques, and the need for sales reps to understand their customers deeply. The conversation also covers the significance of planning one's day effectively and the value of finding one's unique voice in sales. Throughout the discussion, practical tips and insights are shared to help sales professionals enhance their performance and build meaningful relationships with clients.

TAKEAWAYS:

• Preparation is key to success in sales.
• Sales reps should avoid winging it and have a plan.
• Pre-call planning can significantly improve cold call success.
• Finding commonality with leads can ease anxiety during calls.
• Active customer engagement is crucial for sales growth.
• Salespeople should prioritize their active clients.
• Understanding customer sentiment is vital for maintaining relationships.
• Proactive planning helps prevent potential issues with clients.
• Sales reps should work in focused sprints rather than long hours of calling.
• Finding and embracing your unique sales voice is essential.

CHAPTERS:

• 00:00 Introduction to Sales Bytes
• 01:50 The Importance of Preparation in Sales
• 06:02 Effective Cold Calling Strategies
• 08:01 Planning Your Day as a Sales Rep
• 12:05 Understanding Customer Relationships
• 14:49 Finding Your Unique Sales Voice

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 Will Hopkins, Founder of Black Box Logistics, discussing the intricacies of open deck freight sales. They explore the importance of understanding accessorials, dimensions, and the vocabulary specific to open deck freight. Hopkins shares insights on creative approaches to sales, the significance of vetting carrier partners, and resources for learning about open deck freight. He emphasizes the need for new reps to embrace challenges and learn from their experiences in this specialized field.

TAKEAWAYS:

• Understanding accessorials is crucial for open deck sales.
• Knowledge of dimensions and specifics is essential.
• Creative solutions can win business in open deck freight.
• Vetting carrier partners is vital for success.
• Look for less competitive leads in specialized markets.
• Open deck drivers often have more hands-on experience.
• Utilize the internet for learning resources.
• Critical thinking is key in open deck freight.
• Embrace challenges and learn from mistakes.
• There's significant opportunity in the open-deck market.

CHAPTERS:

• 00:00 Introduction to Sales Bytes and Guest Introduction
• 01:57 Journey into Open Deck Freight
• 02:45 Understanding Open Deck Sales Basics
• 06:08 Creative Approaches to Open Deck Opportunities
• 09:22 Vetting Carrier Partners in Open Deck Freight
• 10:55 Learning Resources for Open Deck Freight
• 12:13 Advice for New Reps in Open Deck Freight

SPONSOR:

This episode is brought to you by  @RevenovaTMS  !

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 Lars Ward, VP of Automation Solutions at Transflo, about the evolving landscape of freight sales in 2025. They discuss the importance of understanding shipper needs, market dynamics, and the necessity of building long-term relationships in sales. Lars shares insights on how to tailor value propositions to different shippers and emphasizes the importance of clarity and transparency in communication. The conversation highlights the need for a long-term mindset in sales, focusing on the process rather than just the outcomes.

TAKEAWAYS:

• Understanding shipper needs is crucial for sales success.
• Market dynamics are unpredictable and require adaptability.
• Building long-term relationships is key in freight sales.
• Tailoring value propositions to specific shippers is essential.
• Sales success often comes from clarity and transparency in communication.
• A long-term mindset is necessary for navigating sales challenges.
• Control the controllables in the sales process.
• The best relationships take time to develop.
• Sales strategies should evolve with market conditions.
• Commitment to the craft of selling is vital for success.

CHAPTERS:

• 00:00 Introduction to Sales Bytes and Guest Background
• 03:31 Navigating Freight Sales in 2025
• 11:30 Understanding Shipper Needs and Market Dynamics
• 15:00 Building Long-Term Relationships in Freight Sales

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!