SUMMARY: 

Sebastian Pedraza, Co-Founder and Chief Revenue officer of Oko, takes us on a journey through his career journey. From his formative years in Colombia, where his fascination with math & science took root, to his collegiate days balancing football & school, Sebastian shares how these experiences instilled in him crucial skills like discipline and time management. 

Sebastian recounts his early career days through internships and sales roles, culminating in a pivotal position in chemical trading. He shares his achievements in spearheading a thriving division for chemical trading across Central and South America, later extending into water treatment solutions. 

Sebastian introduces Oko, the brainchild he co-founded, dedicated to crafting sustainable and eco-friendly chemical solutions. Oko's flagship offering, stands as an ingenious automation tool tailored for drayage companies, brokerage firms, and 3PLs in the logistics sector. By streamlining data entry processes into transport management systems (TMS), it aims to revolutionize operational efficiency, liberating resources and driving organizational growth. 

Originally conceived as a chemical exchange platform, Oko's founders pivoted towards addressing automation needs in logistics. Through strategic partnerships with TMS systems and a steadfast focus on customer acquisition, they have witnessed remarkable success in ushering in a new era of efficiency and innovation.

TAKEAWAYS:

• Sebastian's passion for chemistry and math shaped his career path in the chemical trading industry.
• Playing football in college taught Sebastian discipline and time management skills.
• Sebastian's experience in sales and cold calling prepared him for success in the chemical trading industry.
• He successfully built a division for trading chemicals in Central and South America and later expanded into the water treatment industry.
• Sebastian co-founded Oko, a company that focuses on sustainable and environmentally friendly chemical solutions.
• An automation tool that eliminates the need for manual data entry in the logistics industry
• The founders pivoted from their original idea of a chemical exchange to focus on automation in the logistics sector
• OCO sits in the user's email inbox, extracts information from PDF documents, and creates shipments in the TMS system
• Partnerships with TMS systems and customer acquisition have been key to success

CHAPTERS:

• 00:00 Introduction and Fun Fact
• 02:13 Early Years and Introduction to Football
• 06:01 College Years and Focus on Math and Science
• 13:49 Career Path: Internships and Sales Roles
• 25:00 Expanding into Water Treatment
• 26:55 Introduction to Oko: Sustainable Chemical Solutions
• 27:25 The Problem of Manual Data Entry in Logistics
• 30:45 The Original Idea: A Chemical Exchange
• 35:02 Key Turning Points
• 39:08 The Personal and Professional Dynamic of the Founders
• 41:58 The Impact on Clients' Efficiency
• 44:39 The Unique Approach: Fully Backend Integration
• 47:27 Future Ambitions and Giving Back to the Community
• 50:17 Growth and Partnerships
• 53:27 Getting in Touch

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

SUMMARY:

Joy Stephens, Chief Consultant at New Heights Academic and Leadership Consulting, shares her career journey and the pivotal moments that led her to her current role. She discusses her early aspirations to be an actress, her background in engineering, and her transition into sales and leadership consulting. Joy emphasizes the importance of knowing oneself and being authentic in order to build trust and successful relationships. She also mentions upcoming events and her YouTube channel, 'A Moment of Joy,' where she shares insights on diversity and inclusion.

TAKEAWAYS:

• Know who you are and be authentic in order to build trust and successful relationships.
• Take the time to understand your own values and what truly matters to you.
• Don't be afraid to take risks and make sacrifices to pursue your passion.
• Seek opportunities for personal and professional growth, and be open to learning from others.
• Invest in building a strong network and surround yourself with supportive and like-minded individuals.

CHAPTERS:

• 00:00 Introduction and Background
• 08:26 Transition to Sales and Leadership Consulting
• 23:15 Moving to Atlanta and Building a Network
• 29:18 Advice for Young Professionals

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

SUMMARY:

Erin Sweeney, Maya Quijada, Nicki Childers and Morgan MacDermaid discuss their career journeys as women in & out of the transportation industry in honor of Women's History Month. They share their experiences of being the only woman in the room, facing stereotypes and objectification, and the challenges of being a woman in a male-dominated industry. They also talk about the importance of female leaders who have supported and empowered them, the need for transparency and allyship, and the triumphs they have achieved in their careers. The team emphasizes the importance of being true to oneself, taking risks, and creating opportunities for others.

TAKEAWAYS

• Being a woman in a male-dominated industry can be challenging, with experiences of being the only woman in the room and facing stereotypes and objectification.
• Having female leaders who support and empower women is crucial for success and growth in the industry.
• Transparency and allyship are important in creating a supportive and inclusive work environment.
• Triumphs in one's career can come from taking risks, being true to oneself, and creating opportunities for others.
• It is important to challenge stereotypes, stand up for oneself, and demand equal treatment and respect in the workplace.

CHAPTERS

• 00:00 Introduction and Team Introductions
• 09:04 Setting Boundaries and Challenging Stereotypes
• 29:26 Triumphs in Career and Taking Risks
• 36:09 Being True to Yourself and Creating Opportunities

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

SUMMARY:

In this episode, Will Jenkins interviews Liz Wayne, Founder & CEO of Able Transport Solutions. Liz shares her career journey in the logistics industry, starting from her early days as a receptionist at a trucking company to eventually starting her own brokerage. She discusses the challenges and successes she faced along the way, including building a sales team and navigating organizational changes. Liz also highlights her involvement in the Women in Logistics Committee and upcoming events in the industry.

TAKEAWAYS:

• Starting a career in logistics can happen by chance and lead to unexpected opportunities.
• Building a successful business requires resilience, adaptability, and the ability to delegate.
• Authenticity and core values are important in building a strong team and company culture.
• Taking risks and not waiting for perfection are key to personal and professional growth.
• Involvement in industry organizations and events can provide valuable networking and learning opportunities.

CHAPTERS:

• 00:00 Introduction and Background
• 03:02 Starting in Logistics
• 08:13 Joining a Startup
• 13:44 Starting Able Transport Solutions
• 21:25 Challenges and Lessons Learned
• 26:38 Organizational Changes
• 29:34 Growth and Team Expansion
• 31:57 Advice for Young Professionals
• 33:47 Favorite Book and Women in Logistics
• 35:38 Upcoming Events and Contact Information

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

TAKEAWAYS:

• Representation on social media is important for black professionals to celebrate their success and inspire others.
• Sponsorship is crucial for black professionals to advance in their careers and gain access to opportunities.
• Sharing knowledge and helping others is a powerful way to create change and support the success of black individuals.
• Education and self-advocacy are key for young black professionals to thrive in their careers.

CHAPTERS:

• 00:00 Introduction and Career Backgrounds
• 03:06 Impact and Representation in Corporate Settings
• 09:07 The Importance of Black History Month and Personal Influences
• 13:18 Navigating the Game and Creating Opportunities
• 22:19 The Importance of Representation on Social Media
• 23:16 Creating a Community of Successful Black Men
• 24:15 Challenges in the Private Wealth Space
• 25:43 The Importance of Sponsorship
• 26:43 The Difference Between Sponsorship and Mentorship
• 28:11 The Power of Sharing Knowledge and Helping Others
• 29:36 The Role of Tight-Knit Communities in Advancement
• 30:36 Advocating for Yourself and Focusing on Impact
• 32:05 Advice for Young Black Professionals
• 39:55 Legacy and Impact as Black Leaders

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

SUMMARY:

On this episode, Adrian Dodds shares his career journey in the supply chain industry. He discusses leaving Coyote for a new opportunity and the lessons he learned. Adrian emphasizes the importance of culture and leadership access, highlighting the value of working at Arrive Logistics. He also talks about his approach to sales and sales management, focusing on building confidence and making customers look good. Adrian shares his experience working at Amazon Freight and navigating a large corporate culture. Stay tuned until the end to hear his favorite books!

TAKEAWAYS:

• The grass isn't always greener on the other side. It's important to consider the culture and leadership access when making career decisions.
• Learning from a poorly run organization can provide valuable insights into what a good organization should be.
• Building confidence and making customers look good are key aspects of successful sales and sales management.
• Giving credit to the team and fostering their success is crucial for building a strong and motivated workforce.
• Navigating a large corporate culture requires adaptability and learning how to sell through objections and resistance.

CHAPTERS:

• 00:00 Leaving Coyote for a New Opportunity
• 34:45 Learning from a Poorly Run Organization
• 35:36 Realizing the Importance of Culture and Leadership Access
• 36:10 Gaining Perspective and Learning from Mistakes
• 36:53 Connecting with Carrie Wainwright and Joining Arrive Logistics
• 38:19 Experiencing the Coyote Feel at Arrive Logistics
• 39:00 Contributing to Arrive's Growth and Success
• 40:10 Carving Out a Niche in Sales and Sales Management
• 41:12 Balancing Sales and Management Skills
• 43:14 Building Confidence and Making Customers Look Good
• 44:06 Giving Credit to the Team and Fostering Success
• 45:01 Working at Amazon Freight and Navigating a Large Corporate Culture
• 46:03 Selling to Various Types of Customers at Amazon Freight
• 47:18 Overcoming Objections and Selling Through Resistance
• 48:12 Favorite Books: Can't Hurt Me, Michael Crichton, To Sell Is Human

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

SUMMARY:

Kevin Miles, co-founder and CEO of Eureka BI, shares his journey in the logistics industry and the development of his company. He discusses his background, education, and early experiences working at UPS and a retail grocery chain. Kevin explains the pain points in the bidding process for brokers and how Eureka BI aims to solve them. He highlights the importance of customer feedback and collaboration in product development. Kevin also emphasizes the significance of sales skills and personal development for entrepreneurs. He shares his future ambitions and recommends the book 'Challenger Sale' for understanding customer needs and positioning products effectively. In this episode, Will Jenkins interviews Kevin Myles, co-founder and CEO of Eureka BI, about the importance of data analytics in driving business growth. They discuss the challenges of implementing data analytics, the role of data analytics in decision making, and how to become a strategic advisor to clients.

TAKEAWAYS:

• Data analytics is crucial for businesses to gain insights and make informed decisions.
• Implementing data analytics can be challenging due to data quality issues, lack of expertise, and resistance to change.
• Data analytics should be integrated into the decision-making process to drive business growth.
• To become a strategic advisor, data analysts need to provide valuable insights and position themselves as trusted advisors.

CHAPTERS:

• 00:00 Introduction and Background
• 03:00 Early Experiences and Education
• 06:38 Working in the Logistics Industry
• 10:18 Starting Eureka BI
• 19:45 Challenges in Product Development
• 22:56 Building the Eureka BI Team
• 27:02 Customer Feedback and Product Improvement
• 29:39 Upcoming Product Release
• 32:51 Personal Development and Sales Skills
• 35:59 Future Ambitions
• 36:48 Favorite Book
• 05:12 The Importance of Data Analytics
• 15:40 Challenges in Implementing Data Analytics
• 25:18 The Role of Data Analytics in Decision Making
• 37:58 Becoming a Strategic Advisor

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

SUMMARY:

In this Sales Bites episode, Will Jenkins sits down with freight networking pro Robert Bain to break down how to build real relationships in logistics. They talk about why networking is just making new friends, how to build a freight network before you need it, how to use conferences and traffic clubs the right way, and why listening matters more than pitching. If you sell in freight or FreightTech and want better conversations at TIA, Manifest, Broker Carrier Summit and beyond, this one is for you.

TAKEAWAYS: 

• Networking is just making new friends. 
• Build your network before you need it. 
• Go in with no expectations. Do not try to flip every conversation into a sale. 
• Stay in touch. A five-minute chat and a follow-up email can turn into a long-term contact. 
• Use conferences as a “captive audience” for freight networking, not just a travel perk. 
• Pre-book at least one meeting for each event so you always have an anchor person. 
• Think in “red zone” opportunities. Get relationships close enough to score later. 
• Use social media so people recognize you before you walk into the room. 
• The strongest freight sellers are usually the most connected, not the flashiest. 
• Stop listening just to respond. Listen to understand the person in front of you.

CHAPTERS: 

• 00:00 • Welcome to Sales Bites by Journey 
• 00:12 • Meet Robert Bain and why networking matters 
• 00:40 • Networking is just making new friends 
• 01:10 • Build a network before you need it 
• 01:45 • From soccer fields to freight: how early networking paid off 
• 02:35 • Using conferences as a captive audience 
• 03:20 • Building a market pulse with contacts at other brokerages and carriers 
• 04:05 • How to enter conversations when you feel new or unsure 
• 04:45 • Go in with no expectations and focus on staying in touch 
• 06:00 • Pre-booking one meeting to remove pressure at events 
• 07:10 • Getting ROI from TIA, Manifest and other freight conferences 
• 08:20 • Football red zone analogy for conference networking 
• 09:10 • Networking mistakes: listening to respond instead of to understand 
• 10:05 • How real connections lead to referrals and contracts 
• 11:10 • Social media as a networking engine in freight 
• 12:00 • Why being well connected makes every conference easier

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 Sales Bites episode, Will Jenkins sits down with Dan Solida to talk about what really builds strong customer relationships. It is not scripts or canned lines. It is trust. It is rapport. It is the ability to connect with someone on a real level. Dan explains why personal connection is the foundation of every long-term business relationship. He shares the customers he still talks to years later and how simple conversations about life, sports, and everyday things created trust that outlasted any single deal. If you want to strengthen your customer relationships and build a book of business that lasts, this conversation is essential. 

TAKEAWAYS: 

• You have to build relationships on a personal level. 
• The best customer relationships extend beyond the transaction. 
• Checking in through texts, calls, and quick chats keeps the relationship alive. 
• Talking about life and interests matters. 
• People want to work with people they like. 
• Rapport building is a real skill in business. 
• Trust is the foundation of every strong professional relationship. 
• Personal connection strengthens communication and long-term business outcomes. 

CHAPTERS: 

• 00:00 Introduction to Sales Bites and Guest Background 
• 00:31 Active Listening and Emotional Intelligence 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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

SUMMARY:

In this episode of Sales Bites, host Will Jenkins and guest Robert Bain discuss the critical role of partnerships in the logistics industry. They explore how effective partnerships can reduce customer acquisition costs, build trust, and enhance service delivery. The conversation emphasizes the importance of vetting potential partners and developing relationships that can lead to mutual success. They also introduce the 'Crawl, Walk, Run' approach to building partnerships, highlighting that not every partnership needs to be monetized, but should focus on long-term relationship building.

TAKEAWAYS:

• Partnerships are essential for business success in logistics.
• Finding the right partners enhances service delivery.
• Customer acquisition costs can be reduced through partnerships.
• Trust is a foundational element in the logistics industry.
• Not every partnership needs to be monetized for it to be valuable.
• Building everything for everyone is financially impossible.
• Effective partnerships can lead to faster customer acquisition.
• Vetting partners is crucial for successful collaborations.
• The 'Crawl, Walk, Run' approach helps in developing partnerships.
• Long-term relationship building is key to business growth.

CHAPTERS:

• 00:00 Introduction to Sales Bytes and Guest Background
• 02:55 The Importance of Partnerships in Logistics
• 05:12 Customer Acquisition Costs and Trust in Partnerships
• 09:28 Vetting Partners and Building Relationships
• 13:59 Crawl, Walk, Run: Developing Partnerships

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
• Instagram
• Twitter
• Facebook
• TikTok
• YouTube

ABOUT THE JOURNEY PODCAST:

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.