On today’s episode, Dooner and Hill are talking about making something out of nothing: are you ready to set out on your own and start your own business? What do you need to know and what will it take to get started? They’ll be joined by special guest, Nicole Barrett, who after being laid off due to the coronavirus pandemic has taken this opportunity to strike out on her own. We’re excited to catch her at the start of her journey. Plus, listener feedback, advice, and community building! Apple Pod...
Apr 29, 2020•1 hr•Ep. 13
On today’s episode, Dooner and Hill are talking about traps...pricing traps. How do you defend your pricing and avoid sliding into low margin transactional business? The broker vs trucker rate battle is at a fever pitch - we’ll talk today about protecting your margins without sacrificing your partnerships. They’ll be joined by special guest, Ryan Schreiber Director of Engagement (or equivalent), at CarrierDirect. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Sti...
Apr 22, 2020•1 hr•Ep. 12
On today’s episode, Dooner and Hill are talking about the power of the demo video. Whether it is live or prerecorded, today you’ll learn all about presenting yourself and your product in the best light possible. They’ll be joined by special guest, Kyle Tyler. Kyle has been calling out to all the cool cats and kittens in his network via the power of simple albeit well made videos. He’ll shed insight on what’s worked and what hasn’t worked during the early stages of his demo video build outs. Thin...
Apr 15, 2020•1 hr•Ep. 11
On today’s episode, Dooner and Hill are talking about using video to generate leads, get more meetings, and accelerate your pathway to closing. Learn how to sell through storytelling and video on this epic episode of Put That Coffee Down. They’ll be joined by special guest, Nick Francis Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm/adchoices
Apr 08, 2020•1 hr•Ep. 10
On today’s episode, Dooner and Hill are talking about CRMs, sales tech stacks and best practices. They’ll be joined by special guest, FreightWaves President George Abernathy Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm/adchoices
Apr 01, 2020•1 hr 1 min•Ep. 9
On today’s episode, Dooner and Hill are talking about knowing when to push forward with a deal and when to back off. If you’re getting ghosted, is it time to let go of the ghost? Are you talking to a coach or a champion? Does your prospect understand the value you’re presenting? They’ll discuss strategies for pushing a deal forward, tabling a deal, and how to bow out gracefully. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking li...
Mar 25, 2020•1 hr 6 min•Ep. 8
On today’s episode, Dooner and Hill are talking about the best ways and practices for selling while working from home. We’ll look at what it takes to stay motivated, create conversations, network, conference, and sell while remote. In addition, we’ll coach you on some methods for selling during the crisis that the coronavirus presents and discuss ways to provide solutions that these new problems create. Some sales professionals will shine in this environment while others will be exposed. Learn h...
Mar 18, 2020•1 hr•Ep. 7
On today’s episode, Dooner and Hill are talking about the reward that comes after the, “no.” The ambition and motivation that drives us to keep moving forward and onward between each sale. What are your goals, what makes your team tick, and how do you get up off the mat after each knockdown? Joining us in studio is Chris O’Connor head of sales development at Ambition. Chris will talk about ways in which his company is using tech to drive sales satisfaction and results. Plus, listener feedback, a...
Mar 11, 2020•1 hr 1 min•Ep. 6
On today’s episode, Dooner and Hill are talking about the hardest word for a sales person to hear, “No!” Today they take on objections and discuss ways to take them, overcome them, and rework them in their favor. Who better to discuss objections with than an attorney? They’ll welcome Cassandra Gaines into the booth to discuss how she has learned to plead her case in the face of objections...and why you should never argue with a potential buyer over them. Plus, listener feedback, advice, and comm...
Mar 04, 2020•1 hr 3 min•Ep. 5
On today’s episode, Dooner and Hill are talking about the attitude and behaviors that define your team. From the top-sellers to the toxic basement dwellers and all points in-between: this week they tackle sales culture. The guys welcome Nathan Frazier, CTB of Tranco National to get his views on what qualities and conditions make for a winning sales culture. Plus, listener comments, calls, feedback, participation, and much more. #FreightSales #SalesCulture #PutThatCoffeeDown Apple Podcasts Spotif...
Feb 26, 2020•1 hr 2 min•Ep. 4
On today’s episode Dooner and Hill take on every salespersons’ least favorite part of the job: cold calling. What is it about picking up the phone that causes us such anxiety? How do we overcome our fears of gatekeepers, rejection, and more? Today’s the day we face our demon and yours as we dive deep on the internal battle that is: cold calling. We’re joined by special guest Jason Ickert of ENERGY Transportation Group to learn how he has trained himself and his team to overcome their issues with...
Feb 19, 2020•1 hr 4 min•Ep. 3
This week Dooner and Hill are talking all about the funnel, the pipeline, the place where closers play. But what goes into making a good funnel? Leads, discipline, management, constant touch, and smart selling are all discussed. The guys are joined by Covenant Transports Vice President Benjamin Caplenor to talk carrier sales funnels. Plus, a look at our lead funnel survey conducted with over 200 freight sales professionals. Apple Podcasts Spotify Stitcher Watch the video Learn more about your ad...
Feb 12, 2020•1 hr 2 min•Ep. 2
Today's episode is all about lead generation. New semester starts now with the live premiere of “Put That Coffee Down”. It’s the freight sales show for closers where Dooner, Hill, and top sales leaders discuss all things sales. We also hear from you in our first survey on how your company manages lead generation. Apple Podcasts Spotify Stitcher Watch the video Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 05, 2020•56 min•Ep. 1
Put That Coffee down airs live at 1PM ET Wednesdays on the FreightWavesTV app, FreightWaves YouTube, Facebook, and LinkedIn social channels. It’s then up on all podcast players right after. Apple Podcasts Spotify Stitcher Watch the video Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 30, 2020•3 min
