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
• 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 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
• 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 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
• 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, 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
• 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 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
• 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 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
• 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 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
• 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 interviews Abby Hafenbredl, an Account Development Manager at Lean Solutions Group. Abby shares her extensive experience in the freight and transportation industry, detailing her career journey and the evolution of her sales strategies. The conversation focuses on the innovative use of video outreach in sales, emphasizing its effectiveness in cutting through the noise of traditional email and phone outreach. Abby provides practical tips for creating engaging video content that resonates with prospects, highlighting the importance of personalization and creativity in sales efforts. 

TAKEAWAYS: 

- Abby has a diverse background in freight and transportation sales. 

- Video outreach can significantly enhance engagement with prospects. 

- Personalization in video messages helps cut through the noise. 

- Using props like a whiteboard can make videos more engaging. 

- Quality of outreach is more important than quantity. 

- Understanding your audience's preferences is crucial for effective outreach. 

- Combining different outreach methods increases chances of success. 

- Creativity in outreach can lead to memorable interactions. 

- Scripts can help ease the discomfort of creating video content. 

- Sales is about building relationships, not just transactions. 

CHAPTERS: 

- 00:00 Introduction to Sales Bytes and Guest Background 

- 02:31 Abby's Journey in Freight and Transportation 

- 06:45 The Power of Video Outreach in Sales 

-12:55 Effective Strategies for Video Outreach

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 speaks with Chad Vos, VP of Sales at Fifth Wheel Freight (FWF), about the competitive landscape of sales, particularly in the logistics industry. They discuss strategies for gaining a competitive advantage, the importance of effective outreach, and how to differentiate oneself in a crowded market. Chad shares personal anecdotes and insights on building trust with clients, the significance of going above and beyond in service, and the necessity of continuous improvement in sales techniques.

TAKEAWAYS:

• Sales is a competitive field, requiring hard work and consistency.
• Effective outreach is about getting better at the little things.
• Building trust with clients can lead to better business relationships.
• Going above and beyond in service can differentiate you from competitors.
• Understanding client needs and anticipating them is crucial for success.
• Sales professionals should focus on their core competencies to succeed.
• Utilizing resources and experienced colleagues can enhance your approach.
• Niche specialization can create opportunities in competitive markets.
• The cumulative effect of small improvements can lead to significant results.
• Sales success often comes from doing what others are unwilling to do.

CHAPTERS:

• 00:00 - Introduction to Sales Bytes and Guest Background
• 03:07 - Gaining Competitive Advantage in Sales
• 12:10 - Strategies for Differentiating in a Competitive Market

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 speaks with Ben Bar-Lev, a National Sales Representative at Echo Global Logistics, about the importance of team selling in the logistics and freight industry. They discuss Ben's journey in sales, the significance of collaboration, and how to build effective client relationships. Ben emphasizes the need for a positive attitude, checking egos at the door, and leveraging internal resources to provide comprehensive solutions for clients. The conversation also highlights the importance of understanding client pain points and building mutually beneficial partnerships.

TAKEAWAYS:

• Team selling starts with attitude.
• Your job's not to know every answer, but to know who does.
• Check your ego at the door to foster collaboration.
• Building relationships is key to successful sales.
• You have to find clients that understand what you're building.
• It's a we, not an I; teamwork is essential.
• Bring options to the client, not just demands.
• Taking notes during meetings shows commitment to the client.
• Mutually beneficial programs are where everyone wins.
• Sales reps should be comfortable asking for help.

CHAPTERS:

• 00:00 - Introduction to Sales Bytes and Guest Introduction
• 02:03 - Ben Bar-Lev's Journey in Freight and Sales
• 05:53 - The Importance of Team Selling
• 11:59 - Building a Collaborative Sales Environment
• 18:05 - External Team Selling and Client Relationships

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.