SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Madison Santo, Growth at AVRL, about the journey to becoming an independent seller in the logistics industry. They discuss the importance of mindset, the need for industry and product knowledge, and the significance of taking action and continuous learning in sales. Madison emphasizes that sales is akin to entrepreneurship, where personal responsibility and expertise are crucial for success. 

TAKEAWAYS: 

• Becoming an independent seller starts with a mindset. 
• Sales is the closest thing to entrepreneurship. 
• You are responsible for your own numbers and success. 
• Understanding your industry is key to independence. 
• Surround yourself with successful industry experts. 
• Invest time in learning your product thoroughly. 
• Take action today; don't procrastinate. 
• Confidence in your abilities drives sales success. 
• Mastering demos can accelerate the sales process. 
• Continuous learning is essential for growth. 

CHAPTERS: 

• 00:00 Introduction to Sales and Guest Overview 
• 03:07 Becoming an Independent Seller: Mindset and Responsibility 
• 05:49 Mastering Industry Knowledge and Product Expertise 
• 08:56 The Importance of Action and Continuous Learning 

KEYWORDS: sales, independent seller, mindset, industry knowledge, product expertise, continuous learning, sales process, entrepreneurship, sales strategies, personal growth, 

This episode of Sales Bites is sponsored by Revenova: 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 Mike Beckwith, VP of Brokerage at FreightPlus, about his unconventional journey into the logistics industry, the importance of becoming a student of the industry, and how to effectively lead and teach others in the field. They discuss the significance of understanding market dynamics, leveraging data, and fostering a genuine interest in the logistics sector to drive success.

TAKEAWAYS:

• Mike Beckwith's journey into logistics began unexpectedly.
• Understanding supply and demand is crucial in logistics.
• Being a student of the industry involves continuous learning.
• Utilizing various sources for market insights is essential.
• Teaching others reinforces your own understanding.
• Engaging with entertaining content can stimulate learning.
• Data is often underutilized in decision-making processes.
• Leadership involves fostering genuine intrigue in the subject matter.
• Recognizing both internal and external market dynamics is key.
• Curiosity and fascination drive success in logistics.

CHAPTERS:

• 00:00 Introduction to Sales Bytes and Guest Background
• 04:00 Mike Beckwith's Journey in Logistics
• 07:47 Becoming a Student of the Industry
• 13:51 Teaching and Leading in Logistics

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, Growth at AVRL, about effective cold calling strategies. They discuss the importance of consistency, the need to sound casual rather than salesy, and techniques for grabbing attention in the first few seconds of a call. Madison emphasizes the significance of handling objections directly and the necessity of qualifying opportunities quickly. The conversation wraps up with encouragement for sales professionals to take action and learn through experience. 

TAKEAWAYS:

• Understanding that people are inherently lazy is crucial for cold calling.
• Consistency, repetition, and a defined process are key to success.
• Sound casual and friendly to engage prospects effectively.
• Start cold calls with a monetary value to grab attention.
• Your best salespeople are often your best customers.
• Avoid sounding overly salesy; keep your tone neutral.
• Respond directly to objections like 'send me an email' to maintain control of the conversation.
• Qualify or disqualify opportunities quickly to save time. 
• Sales professionals should prioritize cold calling every day.
• Just get out there and start making calls to learn and improve.

CHAPTERS:

• 00:00 Introduction to Sales and Guest Background
• 02:36 The Art of Cold Calling
• 08:31 Effective Cold Calling Techniques 
• 11:48 Handling Objections and Closing the Deal
• 17:32 Final Thoughts and Encouragement 

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 conversation, Will Jenkins and Dushawn Falls, CEO of Tenacity Express, discuss the intricacies of building effective sales funnels, the importance of qualifying opportunities, nurturing customer relationships, and understanding key sales metrics. Dushawn shares his insights on how to effectively engage with prospects, the significance of personalizing communication, and the metrics that matter in tracking sales performance. The discussion emphasizes the relationship aspect of sales and the need for a structured approach to both lead generation and customer retention.

TAKEAWAYS:

• Niche down to target specific types of companies.
• Utilize lead generation tools for efficiency.
• Build a sales sequence that aligns with the sales cycle.
• Qualify opportunities based on shipment volume and spend.
• Personalize communication based on engagement metrics.
• Nurture customer relationships through consistent follow-ups.
• Track the number of calls made to measure effort.
• Understand the importance of positive call interactions.
• Maintain relationships to ensure customer retention.
• Sales is a process that requires patience and strategy.

CHAPTERS:

• 00:00 Introduction and Background
• 02:53 Building Sales Funnels
• 08:29 Qualifying Opportunities
• 12:32 Nurturing Customer Relationships
• 17:01 Understanding Sales Metrics

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 sponsored by Revenova, host Will Jenkins engages with Will Hopkins, Founder of BlackBox Logistics, to explore creative outreach strategies in sales. They discuss the importance of building genuine relationships, the effectiveness of humor and authenticity in outreach, and practical tips for overcoming apprehension in sales roles. The conversation emphasizes the need for sales professionals to differentiate themselves and be memorable in a crowded market.

TAKEAWAYS:

• You want to be anything but forgettable.
• Building relationships is key to retaining customers.
• Humor can be an effective tool in outreach.
• Utilizing multiple channels enhances visibility.
• Being human and relatable fosters connections.
• Don't be afraid to take risks in outreach.
• Memes can be a fun way to engage prospects.
• Get in the mix and learn from experiences.
• Every market cycle presents new opportunities.
• Start small to build confidence in creative outreach.

CHAPTERS:

00:00 Introduction to Creative Outreach

00:30 About Our Sponsor - Revenova

02:51 Building Relationships in Sales

06:08 Innovative Outreach Strategies

09:00 Embracing Humor and Authenticity

11:50 Overcoming Apprehension in Sales Outreach

SPONSORED BY: 

Revenova 

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 and guest Chad Vos discuss the critical elements of building a strong sales culture. They explore the importance of hiring the right people, providing clarity and resources, recognizing successes, and holding team members accountable. The conversation emphasizes that character is a key differentiator in sales success, and that competition among team members can drive performance. The episode concludes with a focus on the need for leaders to model the behaviors they wish to see in their teams. 

 

TAKEAWAYS: 

• Company culture is defined by who you hire, fire, and promote.
• Hiring for character is more important than hiring for experience.
• Top performers thrive in competitive environments.
• Recognition and accountability are crucial for team success.
• A strong culture is about how work is done, not perks.
• Leaders must model the behaviors they want to see.
• Training can teach skills, but character and integrity are innate.
• A players want to be surrounded by other A players.
• Clear processes for promotions help maintain accountability.
• Creating a supportive environment fosters growth and collaboration.

CHAPTERS:

• 00:00 Building a Strong Sales Culture
•  10:31 The Importance of Character 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, Will Jenkins interviews Sherman Barnes, RVP of Sales at Bennett Motor Express. They discuss the importance of persistence in sales, especially when dealing with larger opportunities. Sherman shares his strategies for maintaining momentum by closing smaller accounts while pursuing larger ones, emphasizing the significance of building relationships and staying mentally resilient throughout the sales process. The conversation highlights the need for sales professionals to act human, avoid desperation, and remain passionate about their work.Takeaways

TAKEAWAYS:

• Close small to medium accounts while pursuing larger ones.
• Persistence is key; timelines can be long.
• Building relationships is crucial for future opportunities.
• Act human and avoid being overly aggressive.
• Desperation can repel potential clients.
• Stay mentally resilient through ups and downs.
• Engage with clients by sharing meaningful market information.
• Self-reflection is important to assess your passion for sales.
• Use current market challenges to sharpen your skills.
• Commit fully to your sales journey and growth.

CHAPTERS:

• 00:00 Introduction to Sales Strategies
• 03:06 Persistence in Sales: The Long Game
• 06:13 Building Relationships Over Time
• 09:04 Mental Resilience in Sales
• 11:56 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 and guest Ben Bar-Lev, Sr. Business Development Executive of Strategic Accounts at Echo Global Logistics, discuss the critical role of relationships in freight sales. They emphasize the importance of trust and credibility, the necessity of team selling, and how to navigate challenges to build resilience. The conversation highlights the value of partnerships and the need for transparency in building long-lasting client relationships. 

TAKEAWAYS:

• Building trust is essential in sales.
• Genuine interactions foster stronger relationships.
• Team selling enhances client trust and service.
• Transparency in pricing builds credibility.
• Navigating challenges can strengthen partnerships.
• Treat every opportunity, no matter how small, with importance.
• Escalations can be opportunities for growth.
• Understanding client needs is key to service.
• Maintaining credibility is crucial for long-term success.
• Partnerships should be mutually beneficial.

CHAPTERS:

• 00:00 Introduction to Relationship Driven Freight Sales
• 02:03 Building Trust and Credibility in Sales
• 05:51 The Importance of Team Selling
• 10:11 Navigating Challenges and Building Resilience
• 13:54 Creating Value Through Partnership

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 BlackBox Logistics. They discuss the cradle to grave sales strategy, emphasizing the importance of relationship building over price competition. Hopkins shares insights on managing operations while maintaining a full sales pipeline, the significance of listening in sales, and effective management techniques for cradle to grave sellers. He also provides valuable tips for new sellers, highlighting the need for specialization and accountability in the sales process.

TAKEAWAYS:

• Building relationships is key in sales.
• Focus on customers who value service over price.
• Keep your sales pipeline full to avoid scrambling.
• Listening is more important than talking in sales.
• Not all freight is good freight; evaluate your customers.
• Accountability helps sales reps stay motivated.
• Specialize in one industry to become an expert.
• Track progress and set benchmarks for your team.
• Sales is a continuous learning process.
• Developing trust with customers takes time and effort.
   

CHAPTERS:

• 00:00 Introduction to Sales Bytes and Guest Introduction
• 02:05 The Journey of Will Hopkins and Black Box Logistics
• 04:54 Cradle to Grave Sales Strategy
• 07:47 Managing Operations and Sales Simultaneously
• 09:15 Effective Management for Cradle to Grave Sellers
• 11:07 Tips for New Cradle to Grave Sellers

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 Cassie Quien, VP of Commercial at REPOWR, about the critical importance of building internal relationships in sales. They discuss how these relationships directly impact customer service and the overall success of sales efforts. Cassie emphasizes the need for recognition and communication within teams, especially in a remote work environment, and shares insights on how to foster these connections effectively. The conversation highlights the significance of soft skills in sales and the necessity of treating colleagues with respect to enhance collaboration and customer satisfaction.

TAKEAWAYS:

• Building internal relationships is crucial for sales success.
• Sales professionals must recognize the contributions of their internal teams.
• Positive internal relationships lead to better customer experiences.
• Communication and recognition are key in remote work environments.
• Soft skills are essential for effective sales and teamwork.
• Intentional efforts are needed to build relationships remotely.
• Taking a pause before responding can improve relationships.
• How you treat people affects customer service outcomes.
• Celebrating small successes fosters a positive team culture.
• Trust and collaboration are built through consistent communication.

CHAPTERS:

00:00 Building Internal Relationships in Sales

09:47 The Importance of Recognition and Communication

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!