SUMMARY:

In this conversation, Will Jenkins and Jeff Parisi, VP of Sales at Revenova, to discuss the evolution of sales strategies from startup to established organization, focusing on the importance of selling a vision, building trust with early customers, and maintaining a high level of customer satisfaction. They explore the unique challenges faced by startups in selling their products and how these challenges evolve as the organization grows. The discussion highlights the significance of collaboration, flexibility, and the need for a strong customer relationship throughout the sales process.

TAKEAWAYS:

• Sales as a startup requires selling a vision, not just a product.
• Early customers must be overjoyed, not just satisfied.
• Building trust is crucial in the early stages of sales.
• Flexibility in the sales process helps build customer confidence.
• Maintaining high customer satisfaction is key for long-term success.
• The sales mentality should remain consistent as the organization grows.
• Understanding customer needs is essential for effective selling.
• Integration partners can significantly enhance sales opportunities.
• Collaboration with customers leads to product improvements.
• Confidence in the product grows with successful customer relationships.

CHAPTERS:

• 00:00 - Introduction to Revenova and Its Vision
• 02:06 - Sales Dynamics: Startups vs. Established Organizations
• 09:57 - Building Trust in Sales: Early Days vs. Now
• 14:47 - Key Takeaways: Selling the Vision and Customer Collaboration

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, Regional Vice President of Bennett Family of Companies, discussing effective email sales strategies. Sherman shares his extensive experience in email marketing, emphasizing the importance of consistency, persistence, and the balance between personalization and mass outreach. He highlights the use of tools like MailChimp and CRM systems to manage customer relationships and maintain engagement. The conversation also touches on using email as a market awareness tool, sharing valuable information without being overly salesy, and the significance of developing relationships with clients. 

TAKEAWAYS: 

• Selling via email requires consistency and persistence.
• Utilizing tools like MailChimp can streamline email outreach.
• It's important to balance personalization with mass email strategies.
• Don't give up too soon; follow up regularly with leads.
• Using CRM systems helps manage customer interactions effectively.
• Email can be used for market awareness, not just sales pitches.
• Sharing valuable information fosters better customer relationships.
• Understanding market trends can enhance email effectiveness.
• Tailored emails can lead to better engagement than generic ones.
• Developing relationships through various communication channels is crucial. 

CHAPTERS:

• 00:00 Introduction to Sales Strategies
• 01:11 Mastering Email Sales Techniques
• 06:02 Balancing Personalization and Mass Outreach
• 10:07 Using Email for Market Awareness and Engagement

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 by Journey, Will Jenkins interviews Cassie Quien, VP of Commercial at REPWR, about the importance of patience in sales. Cassie shares her experience in the startup sector and emphasizes the need for patience when coaching prospects on a brand and building relationships. She discusses the balance between consistent follow-ups and being spammy, highlighting the importance of staying relevant and providing value to prospects. Cassie also talks about the mindset required to stay patient in sales, including intentional thoughts and belief in one's capabilities. Overall, the conversation provides valuable insights into the role of patience in successful sales strategies.

TAKEWAYS:

• Patience is crucial in sales, especially in the startup sector where prospects may need to be coached on the brand and its offerings.
• Consistent follow-ups are important, but it's essential to avoid being spammy and instead focus on staying relevant and providing value to prospects.
• Having the right mindset is key to staying patient in sales, including intentional thoughts, belief in one's capabilities, and a focus on the big picture.
• Removing the personal element from sales rejections and understanding that it's just business can help maintain patience and resilience.

CHAPTERS:

• 00:00 - Introduction
• 04:01 - The Importance of Patience in Sales
• 07:21 - Balancing Consistent Follow-ups and Relevance
• 09:43 - The Mindset for Patience 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 Bytes, Will Jenkins interviews Carlos Reyes, a Senior Contract Specialist at Emerge, about selling dedicated lanes. Carlos explains that selling dedicated lanes involves solving network inefficiencies for fleets and finding the right customer to fit their network. He emphasizes the importance of understanding the fleet's operations, customer needs, facility hours, and commodity requirements. Carlos also discusses common mistakes in selling dedicated lanes, such as not providing accurate information about drop trailer solutions and detention times. He advises sales reps to do their homework, ask the right questions, and focus on helping the carrier achieve their goals. 

TAKEAWAYS:

• Selling dedicated lanes involves solving network inefficiencies for fleets and finding the right customer to fit their network. 
• Understanding the fleet's operations, customer needs, facility hours, and commodity requirements is crucial in selling dedicated lanes. 
• Common mistakes in selling dedicated lanes include not providing accurate information about drop trailer solutions and detention times.
• Sales reps should do their homework, ask the right questions, and focus on helping the carrier achieve their goals. 

CHAPTERS:

• 00:00 Introduction
• 00:38 Selling Dedicated Lanes and Network Inefficiencies
• 02:03 Understanding Fleet Operations and Customer Needs
• 04:01 Providing Accurate Information and Building Relationships
• 06:51 Common Mistakes in Selling Dedicated Lanes
• 09:16 Doing Your Homework and Asking the Right Questions
• 10:13 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
• 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 Bytes by Journey, host Will Jenkins interviews Chad Vos, VP of Sales at Fifth Wheel Freight, about the importance of strong internal relationships in sales. Chad shares his career journey and emphasizes the need for sales professionals to build relationships with their colleagues in operations, account management, and carrier sales. He highlights the value of getting to know top performers, being respectful and helpful, and asking for help when needed. Chad also emphasizes the importance of being a high-integrity person and building personal connections outside of work.

TAKEAWAYS:

• Building strong internal relationships is crucial in sales as it requires collaboration with colleagues in operations, account management, and carrier sales.
• Getting to know top performers and learning from them can be valuable in improving sales skills and understanding the organization.
• Being respectful, helpful, and willing to go the extra mile for others builds trust and fosters strong internal relationships.
• Asking for help when needed and being a high-integrity person are important qualities in building successful internal relationships.
• Building personal connections outside of work, such as going for drinks or catching a game, can strengthen relationships and create a more enjoyable work environment.

CHAPTERS:

• 00:00 Introduction and Career Overview
• 02:31 The Importance of Strong Internal Relationships
• 06:22 Building Strong Internal Relationships: Best Practices
• 09:42 Reaching Out to Top Performers and Being Valuable to Others
• 12:11 Avoiding Office Politics and Building Personal Connections

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 and Ben Bar-Lev discuss how to find fresh leads in the sales industry. They emphasize that there are leads everywhere, and the best leads are often accounts that no one has heard of. They suggest using personal hobbies and interests to find genuine leads, as well as utilizing tools like AI and chat GPT. They also recommend looking at big box retailers and current shippers for potential leads. Overall, they provide valuable insights and strategies for finding new sales leads. 

TAKEAWAYS:

• There are leads everywhere, and the best leads are often accounts that no one has heard of.
• Use personal hobbies and interests to find genuine leads.
• Utilize tools like AI and chat GPT to search for companies and leads. - Look at big box retailers and current shippers for potential leads.

CHAPTERS:

• 00:00 - Introduction and Overview
• 01:07 - Finding Fresh Leads: Strategies and Tips
• 02:34 - The Power of Personal Hobbies in Lead Generation
• 09:57 - Utilizing AI and Chat GPT for Lead Search
• 10:28 - Exploring Opportunities in Big Box Retailers
• 12:19 - Leveraging Current Shippers for New Leads

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 by Journey, Will Jenkins interviews Carlos Reyes, a Senior Contract Specialist at Emerge, about developing business with larger carriers in fleet sales. Carlos shares his insights on how to approach cold calls and emails, the importance of research and preparation, and how to differentiate yourself as a sales rep. He also discusses the nuances of managing relationships with larger fleets and meeting their expectations. The key takeaways from this conversation include the significance of having a plan and a reason for reaching out, the value of building rapport and finding common ground, the importance of research and understanding the carrier's background, and the need for consistent follow-up and effective communication to maintain relationships.

TAKEAWAYS: 

• Have a plan and a reason for reaching out to larger carriers
• Build rapport and find common ground with the person you're talking to
• Conduct research and understand the carrier's background
• Consistently follow up and communicate effectively to maintain relationships

CHAPTERS: 

• 00:00 Introduction and Overview
• 01:10 Developing Business with Larger Carriers
• 06:55 Building Relationships and Managing Expectations
• 08:51 Strategies for Success in Fleet 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: 

Abby Hafenbredl, Account Development Manager at Lean Solutions Group, joins as for an episode of Sales Bites with a focus on Relationship Building.

She shares her career journey in the freight transportation industry and discusses the importance of building relationships in sales. She emphasizes that trust is the key to building long-lasting relationships with customers and advises against viewing customers as one-time transactions. Abby also highlights the significance of personal branding in establishing credibility and gaining trust. She concludes by emphasizing the importance of caring and authenticity in sales.

TAKEAWAYS:

• Trust is the foundation of building long-lasting relationships with customers.
• Viewing customers as long-term partners rather than one-time transactions is crucial.
• Personal branding helps establish credibility and gain trust in the industry.
• Caring and authenticity are essential in sales.

CHAPTERS:

• 00:00 Introduction
• 00:12 Abby's Career Journey in Freight Transportation
• 03:01 The Importance of Trust in Building Relationships
• 08:41 Personal Branding for Credibility and Trust
• 11:07 Caring and Authenticity 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:

Sherman Barnes, RVP of Sales at Bennett Motor Express, shares his insights on enterprise sales. He emphasizes the importance of consistently prospecting and leveraging buyer personas to understand the decision-makers and their incentives. Sherman also highlights the differences between selling to enterprise customers versus mid-market or SMB customers, including the sophistication of the procurement process and the need for internal resources. He advises new sales professionals to educate themselves on the customer's business and partner with seasoned sellers or leaders within their organization.

TAKEAWAYS: 

• Consistently prospect and leverage buyer personas to understand the decision-makers and their incentives.
• Enterprise sales require navigating a sophisticated procurement process and using internal resources effectively.
• Educate yourself on the customer's business and partner with seasoned sellers or leaders within your organization.
• Bring in operations, legal, and other teams as needed to move deals forward and create solutions.

CHAPTERS: 

• 00:00 Introduction and Fun Fact
• 01:01 Overview of Sherman Barnes' Career
• 03:39 Prospecting and Buyer Personas
• 04:03 Using Buyer Personas in Enterprise Sales
• 06:11 Differences in Sales Process: Enterprise vs. Mid-Market/SMB
• 09:15 Advice for Selling to Enterprise Customers
• 11:48 Utilizing Internal Resources in Enterprise Sales
• 13:42 Bringing Teams Together for Success
• 14:09 Closing Remarks

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 Cassie Quien, VP of Commercial at REPOWR, about the importance of emotional intelligence in sales. Cassie shares her background in the transportation industry and how she developed her emotional intelligence skills. They discuss the value of the salesperson's initial experience with the buyer, the importance of listening and adaptability, and the need to maintain composure and lead with facts. Cassie emphasizes the importance of being authentic and true to oneself in sales. Overall, the conversation highlights the role of emotional intelligence in building strong relationships and driving sales success.

TAKEAWAYS:

• The buyer values the salesperson's experience as much as the product or service being sold.
• Listening and adaptability are key skills for sales professionals with high emotional intelligence.
• Maintaining composure and leading with facts, not feelings, are important in sales interactions.
• Being authentic and true to oneself is crucial in building strong relationships with customers.
• Emotional intelligence plays a role in both sales conversations and leadership positions.

CHAPTERS:

• 00:00 Introduction and Background
• 03:31 The Value of the Salesperson's Experience
• 05:00 Listening and Adaptability in Sales
• 06:28 Maintaining Composure and Leading with Facts
• 08:24 Authenticity and Building Strong Relationships
• 10:19 Emotional Intelligence in Sales and Leadership

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.