Put That Coffee Down

Spencer Tenney, the President and CEO of the Tenney Group drops by the show to discuss how M&A is pure sales in action. We talk about the deals so far in 2023, and what we can expect for the second half of the year. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

Andrew Lockwood, Senior Director of Managed Logistics at Suddath Global Logistics joins the show to talk about how using transparency and vulnerability in sales is a game changer.  #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

Kevin welcomes hedge fund founder Seth Holm from West Brow Capital Management on the show to talk earnings and financials. Seth and I co-hosted, Great Quarter, Guys, back in the day at FreightWaves and we picked up the conversation of how quarterly earnings can give you insights into new sales strategies.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That...

Kevin welcomes TJ Knudson, Vice President of Business Development at Packer Transportation & Logistics and host of Hold My Beer We’re Talking Freight to the show to discuss how to handle rejection. Research shows there are four key ways to tell how well you handle rejection. Listen in and test where you land on the rejection scale.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves...

Kevin welcomes Matthew Leffler, The Armchair Attorney on the show to discuss double brokering and rate transparency.    #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

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 lik...

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 Do...

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 Do...

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 Podca...

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...

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 S...

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 pr...

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 Fre...

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...

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/adchoi...

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 Sh...

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 S...

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 Sh...

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

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 Freight...

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 P...

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 meg...

 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...

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 Lear...

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 Po...