Paul Estrada drops in on Put That Coffee Down to discuss how the onboarding process to haul for enterprise shippers is much like a new employee onboarding process. It takes quite a bit of time and resources to train new transportation providers and that is one of the main reasons why enterprise shippers are so selective. We go through an example of the onboarding process to highlight what it’s like being added to the team. We also talk about the latest trends in freight tech and the most interes...
Apr 07, 2023•37 min•Ep. 184
Kevin welcomes David McCoy, the VP of Sales at Bit Freighter on the show to talk about how freight technology has changed the competitive landscape for both small and medium sized freight brokerages. It’s all about leveraging the tools available to you when it comes to adding value to customers. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Apr 04, 2023•26 min•Ep. 183
Kevin welcomes Chris Adams, the VP of Sales at PAM Transport on the show to talk about adding auctioneering skills to your sales game. Make a statement, then a suggestion, followed by asking a question. It creates a story and it is from the time tested closing skills of the auctioneer profession. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Mar 28, 2023•26 min•Ep. 182
Kevin drops in on Nicole Glenn at Candor Expedite’s headquarters in Plano, TX this week. For Nicole, it’s all about personal branding for growing her business. Kevin and Nicole discuss how to turn your cold outreach into warm inbound leads. It takes time and activity, but with the right plan and mindset it’s a strategy that all high performing salespeople use. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Mar 21, 2023•28 min•Ep. 181
Kevin welcomes Omar Singh, the founder and president of Surge Transportation back on the show to talk about putting together a suite of offerings. The more you can offer outside of your core offering the more value you’re creating for both you and your clients. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Mar 14, 2023•26 min•Ep. 180
Kevin welcomes Paul-Bernard Jaroslawski, the founder of FreightCaviar and now ShipperCRM on the show to talk about the journey from memes to a new and improved CRM tool for freight brokers. It’s all about the evolution of building a brand before building a product. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Mar 07, 2023•26 min•Ep. 179
David Hoffeld drops by Put That Coffee Down once again to teach us all the science that drives sales. David is the founder of the Hoffeld Group along with the author of, The Science of Selling and Sell More With Science, and has spent the past decade researching how sellers sell, but more importantly why buyers buy. We talk about the six why’s of commitment and how all too often a salesperson’s presentation of value does not align with a buyer's perception of value. Follow the Put That Coffee Do...
Mar 02, 2023•54 min•Ep. 178
Kevin welcomes Ryan Sullivan,Ryan Sullivan, Advisor for Warehowz, on the show to talk about the next big thing in FreightTech. Is it AI? Is it automation? Is it collaborating with rivals? We explore all the possibilities this hot market has in store for the logistics industry. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 28, 2023•26 min•Ep. 177
Kevin welcomes Jason Rabine from Lowboy industries on the show today to talk about running an apparel company and freight brokerage and how it can create a positive flywheel effect for attracting new business and carriers. From there we discuss double brokering and how and why this problem has exploded since the pandemic. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 24, 2023•47 min•Ep. 176
Kevin welcomes Jack Echeverria, the senior manager of global logistics at Wayfair on the show to talk about how supply chains are now mainstream and a primary driver of a company’s competitive advantage. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 21, 2023•26 min•Ep. 175
Kevin sits down with Bart De Muynck from p44 again to discuss the importance of knowing your industries. It’s not enough that you are an expert in transportation, you have to be an expert in the industries your prospects and clients are working within as well. How do you do that? Kevin and Bart discuss these strategies in this episode. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 16, 2023•53 min•Ep. 174
Kevin Welcomes the founder of Vettori, Tom Grandy, on the show to talk about the subtle differences with cross-border freight. We also talk about the sales process for a smaller brokerage, and the adventures of starting the company in the beginning of the pandemic. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 14, 2023•26 min•Ep. 173
Kevin welcomes back Andy Hedrick from Rocket Sales Pro to the show today to talk about selling on social media. Forming your own narrative can be difficult, but focusing on your story and always giving out nuggets of value is the difference maker. We also talk about the power of calculators and how to build the story around the numbers. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 13, 2023•43 min•Ep. 172
Reid Clements from Highway talks about double brokering with Kevin on this episode of Put That Coffee Down. What are some of the most common scams and what tools has Highway developed to put an end to allowing fraudsters into your carrier network. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 08, 2023•43 min•Ep. 171
Dooner stops by the show to celebrate three years of Put That Coffee Down. We talk about how it all began and our favorite memories and topics over the years, before discussing the importance of leaving clients and prospecting with a lasting memory of you and your company. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 07, 2023•28 min•Ep. 170
Longtime listener Branigan Mincey from Execusource drops in on Put That Coffee Down to discuss hiring trends for 2023 along with a few questions he has for Kevin on the origin story of the freight sales show for closers. Even with a soft freight market the prognosis for freight brokerage hiring is still strong. Especially with adding additional carrier sales reps. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 06, 2023•29 min•Ep. 169
Glenn Koepke from FourKites drops by the show to talk about all the challenges involved when you’re buying FreightTech for your business. From integrations to user adoption it is a challenging environment, but you can be your own champion if you ask the right questions before inking a deal. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 03, 2023•54 min•Ep. 168
Kevin welcomes Benjamin Gordon, Managing Partner at Cambridge Capital on this show to discuss how CEOs feel about the market and M&A in 2023. Ben should know as he just hosted the 17th annual BGSA conference down in Florida earlier this month. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 31, 2023•28 min•Ep. 167
On this episode of Put That Coffee Down, Kevin welcomes Trey Griggs, founder of Beta Consulting to the show to discuss how much easier life is with a growth mindset. It removes the barriers that block your progress and lets you take the big chances in life. Trey discusses growing the joys of Beta Consulting turning one year old. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 26, 2023•48 min•Ep. 166
Kevin welcomes Bart De Muynck, Chief Industry Officer at project44 on this show to discuss pre-call sales research. If you aren’t doing pre-meeting research on your clients and prospects, then you are always going to be one-step behind on the call. Being one-step ahead rather than one-step behind separates the top 10% of freight brokers from the rest of the pack. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 24, 2023•26 min•Ep. 165
On this episode of Put That Coffee Down, we take the shipper’s perspective with Tony Darnell from Lippert Components. We talk about why the omnipresent standard from freight broker email is annoying and why you shouldn’t ask Tony if he needs help moving drayage loads. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 21, 2023•31 min•Ep. 164
Building a sales team in an established company is difficult, but in a start-up it’s even more challenging? Why, you ask? It’s because the sales playbook is constantly changing as the business grows. What worked so well in the very beginning, has to be constantly adjusted or scrapped entirely to meet the needs of new offerings and new customers. Lars Ward, VP of Business Development at Freightvana joins the show to discuss the break neck speed of a tech focused freight brokerage start-up. Follow...
Jan 19, 2023•40 min•Ep. 163
Kevin welcomes Kenneth Carter, founder and president of Ameriton Freight & Logistics to the show to discuss lessons learned operating on your own and how to set up 2023 to be the acceleration year. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 17, 2023•25 min•Ep. 162
Kevin welcomes Nick Dangles, co-founder of Kinetic, to the show this week to discuss the importance of selecting a list of dream accounts. More importantly, making sure your picking dream accounts that fit your niche, rather than selecting bright shiny logos that seem impressive to everyone else. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 10, 2023•26 min•Ep. 161
Is the great resignation over? Has the market turned back to employers having the upper hand? What are expectations for sales people coming into new roles (this one surprised even me)? Charlie Saffro, founder and CEO of CS Recruiting joins the show to discuss how the freight job market is bouncing all over the place. Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 06, 2023•31 min•Ep. 160
Kevin is on location this week at BCB Live in Texas to talk with Rick Larkin about selling safety. Rick is so passionate about selling safety to driver’s he’s built a media company to communicate the message. Each day he is live on air talking safety. We also talk growing a freight brokerage, and what qualities he looks for when hiring salespeople. Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about your ad choices. Vis...
Jan 03, 2023•27 min•Ep. 159
Dan Lindsey, co-founder and VP of Sales at Linkage Logistics joins Kevin to discuss the ups and downs of going out on your own to start a freight brokerage business at the exact time the world felt like it was coming to an end. Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 29, 2022•27 min•Ep. 158
Kevin welcomes Walter Mitchell, CEO, Tai Software (aka "Mitch") to today’s episode to discuss the customer experience. It always costs less to expand your current book of business, than it is to go out and land new clients. That’s why focusing on customer service and experience will be a key theme for 2023. You can learn more about Tia TMS here, www.tai-software.com #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow Put That Coffee Down on Apple Podcasts Follow Put Th...
Dec 27, 2022•24 min•Ep. 157
Kevin welcomes Emily Meyers, Vice President, Factor Lead at TriumphPay on the show to talk about the recent survey TriumphPay conducted with truckers. One of the key wishes for 2022 is the ability to get paid faster. How fast is fast though? You can learn more about Tia TMS here, www.tai-software.com. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more ab...
Dec 20, 2022•26 min•Ep. 156
Shannon Breen, co-founder and co-CEO of FreightVana joins the show to discuss why he had the itch to step out and create something new. Picking the power only and trailer drop niche just made sense. The forces of the pandemic on new equipment orders and driver constraints created an unplanned tailwind. Now almost two years in business it’s all about retention in 2023. Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about ...
Dec 19, 2022•52 min•Ep. 155
