SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Daniel Solida to unpack what professional persistencereally looks like in sales.

They discuss why many reps give up too soon, how to stay consistent with outreach strategies, and the mindset needed to build long-term success in a sales organization. Daniel shares lessons from his own experience managing teams and improving customer engagement, including how to write relevant emails, stay organized, and follow up with purpose.

If you’re trying to strengthen your sales performance, sharpen your process, and stay positive through rejection, this episode gives you actionable tools to help you improve your communication, organization, and consistency.

You’ll learn how to:

• Stay focused and persistent after rejection
• Write short, relevant outreach messages that get replies
• Structure your day for consistent outreach
• Use CRM tools to organize your sales tasks
• Strengthen customer engagement with follow-up strategies

TAKEAWAYS:

• Professional persistence is crucial for sales success.
• Most sales reps give up too soon after initial rejections.
• Staying positive and focused is essential in sales.
• Every outreach should have a clear purpose and ask.
• Short, relevant emails yield better responses.
• Organizational skills are key to managing sales tasks.
• Set aside dedicated time for outreach every day.
• Use CRM tools to track customer interactions effectively.
• Research is vital for providing value in communications.
• Effort is the most controllable factor in sales.

CHAPTERS:

• 00:00 – Introduction to Sales Bites and Guest Introduction
  05:07 – The Importance of Professional Persistence in Sales
  12:15 – Strategies for Effective Outreach and Communication
  15:37 – Organizational Skills for Sales Success

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 Michael Sternberg, Director of Sales at 3PL Systems, to unpack the power of referrals in driving real sales growth. They explore how trust and consistency turn customers into your strongest advocates, why incentives matter, and how to earn the right to ask for referrals. Michael shares proven referral strategies from his experience in sales and logistics, highlighting why your most loyal customers often make the best salespeople. From networking and business development to building long-term trust, this episode delivers actionable insights for anyone in sales, freight brokerage, or 3PL looking to grow faster through authentic customer relationships.

 🎧 Available on YouTube, Apple Podcasts, and Spotify. 

TAKEAWAYS: 

• Referrals close faster and more consistently than cold leads. 
• You must earn the right to ask for referrals. 
• Trust fuels every great referral. 
• Incentives can help motivate customers to share your brand. 
• Consistency creates credibility and repeat business. 
• Your happiest customers are your best sales reps. 
• Networking within your industry can open new doors. 
• Trust is easy to lose, protect it. 
• Always ask new customers for referrals. 
• Good service creates good karma, and more business. 

CHAPTERS: 

00:00 — Introduction to Sales and Referrals 

02:23 — Why Referrals Drive Stronger Sales Growth 

06:10 — How to Build Trust That Converts 

10:20 — Incentivizing Referrals and Rewarding Customers 

13:32 — The Karma of Sales 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! 

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Krystian Gebis, Co-Founder of FreightCaviar and CEO of ShipperCRM, to unpack the art of writing sales emails that actually get responses. They discuss why most emails go unread, how brevity and personalization change the game, and why authenticity always beats fluff. Krystian shares tactics on crafting short, impactful outreach, the role of open-ended questions, and how to use social proof to build credibility. This episode is packed with actionable strategies for sales reps looking to boost engagement and close more deals.

TAKEAWAYS: 

• Most people don’t like emails, keep them short and valuable. 
• Open-ended questions drive conversation and responses. 
• Personalization increases engagement rates. 
• Authenticity builds trust in sales communication. 
• Social proof strengthens credibility. 
• Tailor emails to the recipient, not yourself. 
• Avoid self-boasting—show proof instead. 
• Provide clear value in every message. 
• Focus on solving the customer’s problems. 

CHAPTERS: 

00:00 – Introduction: Sales backgrounds and context 

02:53 – The art of writing effective sales emails 

05:44 – Why shorter, direct emails perform better 

08:46 – Personalization and relevance in outreach 

11:50 – Building credibility through authenticity 

14:56 – 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 sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what drives success in freight tech sales. From moving out of brokerage and into tech, to navigating enterprise buying groups, Kyle shares firsthand insights on the sales process, adoption, and relationship building.

They also break down how AI in logistics is shaping the future of sales, why implementation and adoption make or break deals, and what sales leaders should focus on to build trust and deliver results.

If you’re in freight, logistics, or sales leadership, this episode of Sales Bites is packed with strategies you can apply today.

TAKEAWAYS: 

• Kyle Richards’ path from brokerage to freight tech sales. 
• How CloneOps powers logistics teams with an AI-driven communication platform. 
• Why relationship building is critical in sales. 
• The role of AI in logistics and how it enhances sales efficiency. 
• Key differences between selling freight tech vs. traditional brokerage. 
• Best practices for implementation and adoption of new tech. 
• Navigating enterprise buying groups in sales deals. 
• Using customer feedback to drive product development. 
• Why a phased approach works best for implementation. 
• Sales leadership lessons: managing expectations and building trust. 

CHAPTERS: 

00:00 – Intro to Sales Bites with Will Jenkins & Kyle Richards of CloneOps 

03:01 – Kyle Richards’ sales career: from logistics to freight tech 

05:55 – What is CloneOps? Inside their customizable AI communication platform 

09:01 – Sales strategies: Brokerage vs. Freight Tech 

11:42 – Relationship building in freight sales 

14:49 – Implementation & adoption: Keys to freight tech success 

17:40 – Navigating the enterprise buying group 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 sits down with Gabe Ribeiro to discuss why authentic relationships remain the foundation of successful sales, even in an age dominated by AI and automation. They share proven sales strategies that combine technology with genuine human interaction, focusing on active listening, authenticity, and personal development. From subtle relationship cues to avoiding shortcuts that feel inauthentic, this conversation explores how sales professionals can use AI to streamline tasks while keeping relationships at the center. 

TAKEAWAYS: 

• Why real human connection is your competitive advantage in sales
• How to balance AI and automation with authenticity
• Sales strategies focused on long-term trust over short-term gains
• The role of active listening in building credibility and networking
• How past experiences can shape stronger future interactions

CHAPTERS: 

• 00:00 – Introduction to Sales Bites and Guest Introduction
• 02:53 – The Importance of Authentic Relationships in Sales
• 05:41 – Navigating AI in Sales: Balancing Technology and Human Connection
• 09:01 – Building Relationships: The Human Element in Sales
• 11:53 – Learning from Experience: The Role of Past Interactions
• 14:46 – Final Thoughts on Relationships and Sales 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 and guest Michael Sternberg discuss the intricacies of pipeline management in sales. They explore the importance of understanding where prospects are in the sales funnel, the need for creating value, and the significance of building relationships. The conversation delves into strategies for moving prospects through the funnel, the role of internal events in driving sales, and the importance of effective communication throughout the sales process. The episode concludes with insights on how to close deals effectively by focusing on the sales process rather than just the act of closing. 

TAKEAWAYS: 

• Pipeline management is crucial for sales success. 
• Understanding where prospects are in the funnel is key. 
• Creating value is essential for moving prospects forward. 
• Inciting events can drive sales opportunities. 
• Building relationships is vital for closing deals. 
• Co-designing solutions can help in large deals. 
• Closing is a result of a well-executed process. 
• Communication cadence should vary by funnel stage. 
• Bottom of funnel issues often stem from earlier stages. 
• Sales reps must adapt to the communication style of prospects. 

CHAPTERS: 

• 00:00 Introduction to Sales Bytes and Guest Background 
• 02:52 Understanding Pipeline Management 
• 05:56 Creating Value and Identifying Inciting Events 
• 08:52 Building Relationships and Co-Designing Solutions 
• 11:51 Closing Deals: The Importance of Process 
• 15:04 Communication Cadence 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 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!