Put That Coffee Down

It's all about capacity utilization when tender rejections are this high. Tight capacity should last for months, so it is important to be as efficient as possible with utilization. Using the right data to is key to maximizing utilization and creating differentiation in your customer service levels. Apple Podcast Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.f...

On today’s episode, Kevin and guest co-host Richie Daigle discuss the spot market with Omar Singh from Surge Transportation! We segment out the spot market into specific categories with specific sales strategies for each. Apple Podcast Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices

On today’s episode, Kevin and guest co-host Richie Daigle, discuss the science behind sales with David Hoffeld, author of The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal.  Plus, listener feedback, advice, and community building! #sales #PutThatCoffeeDown #zembles Apple Podcast Spotify More FreightWaves Podcasts Learn more about your ad choices....

Kevin is live from FreightWaves' 3PL Summit and he's talking sales growth. There are four factors outside of sales that can enhance or constrain your growth. These include cash flow, carrier network, automation, and last but not least IT infrastructure. Chris Hurst, CTO of StratusGrid lays down the facts on why IT infrastructure can make or break your 3PL. Apple Podcast Spotify More FreightWaves P...

On today’s episode, Kevin and guest co-host Catherine Liske, Director Of Sales & Training at PriorityOne, discuss sales training and lead generation.  Greg Johnson, COO of Zembles, will drop by the show to talk about leads. We’ll discuss how to increase your sales odds by playing the ratio game. One of the most important ratios everyone should pay attention to in freight sales is starting with qua...

On today’s episode, Kevin and guest co-host Richie Daigle, from our SONAR sales team, discuss the inner workings of freight brokerages. We go from the popular business models to what is worrying freight brokerages the most in 2021.   We welcome Justin Wandell, General Manager of Axle Logistics, to the show. We’ll break down the sales strategy for cradle to grave and how it differs from the buy/sel...

Kevin sits down with Nick Dangles, co-founder of Kinetic, and Jeff Hanson, director of business development at FreightFriend to talk about carrier sales. It’s all about approaching carrier sales just like you do when selling shippers. The best carrier sales people build deals that provide immense value to a carrier.  #sales #PutThatCoffeeDown #salesforce Apple Podcast Spotify More FreightWaves Pod...

On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite, discuss how salespeople should differentiate themselves and their products to close more deals.  We welcome Dr. Katrina Burrus, author, keynote speaker, and CEO of Excellent Executive Coaching, LLC. We’ll be talking about managing those brilliant salespeople who happen to be world class jerks. Listen in t...

On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite discuss how salespeople should differentiate themselves and their products to close more deals.  We welcome Lee Salz, the best selling author of Sales Differentiation. Lee will break down how differentiation isn’t all about what you sell, but how you sell.  Plus, listener feedback, advice, and community bu...

This bonus episode is from a conversation Kevin and  Blythe Brumleve, from Freight School Playbook, had before she joined as a guest co-host for Put That Coffee Down earlier this year. Kevin and Blythe discuss lessons learned from launching online digital products for the freight industry. They both agree the most important lessons learned were from their failures. Both are experts on what doesn’t...

On today’s episode, Kevin and guest co-host Anthony Smith are LIVE from FreightWaves’ Global Supply Week! We’re sitting down virtually with Teclo Garcia, Economic Development Director at the City of Laredo to learn how to sell a company  to locate in your city in as little as 10 minutes. Plus, listener feedback, advice, and community building!   Apple Podcast Spotify More FreightWaves Podcasts Lea...

In this bonus episode of Put That Coffee Down, Kevin sits down with one of his earliest mentors in freight, Patty Hinojosa. Patty is now the Director of Mexico Sales and Operations at CargoQuotes. Kevin and Patty discuss the niche of cross-border trucking in and out of Mexico. It’s one of those specialties where freight brokers become consultants and trainers for their customers. A single misstep...

On today’s episode, Kevin and guest co-host Chris Jolly discuss how we should define leads. Warm vs. cold leads, qualified vs. unqualified leads, etc. are in the mix.  We welcome the COO of zembles, Greg Johnson, as our guest for this episode. Greg will help us define qualified leads, and give us his tips on reaching prospects when many are still working from home. Plus, listener feedback, advice,...

Kevin’s guest today on this special bonus episode of Put That Coffee Down is Ryan Mize, Director of Truckload Solutions at HNRY Logistics. Ryan brings his three tips for sourcing carriers and it is well worth the price of admission. It’s all about having multiple strategies. That is to say one strategy for sourcing carriers for your spot loads and other for contract and consistent freight.  Apple...

On today’s episode, Kevin and guest co-host Chris Jolly discuss why you should pay attention to the top 1% of the sales profession and not the person sitting across from you reading ESPN all day.  How do you study the one percenters? You find the person that has created a business of studying the subject. We’ve done that for you, and Scott Ingram, the founder of Sales Success Media.   Scott is als...

On today’s episode, Kevin and guest co-host Chris Jolly discuss how important carrier sales is in freight brokerage. The best freight brokers often have access to the best carrier relationships. Remember, you can’t move a load and make that gross margin without a truck to pick it up and deliver. That’s why your book of carriers is as important as your book of shippers. Plus, listener feedback, adv...

LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Ryan Mann, Director, Lean Marketing, Lean Solutions.   Apple Podcast Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices

LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Mark McWatters, VP of Sales at Ambition.   Apple Podcast Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices

LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Toby Howell, Writer, Social Media Lead, Morning Brew. Apple Podcast Spotify More FreightWaves Podcasts Watch Learn more about your ad choices. Visit megaphone.fm/adchoices

Reunited LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Zembles COO Greg Johnson   Apple Podcast Spotify More FreightWaves Podcasts Watch Learn more about your ad choices. Visit megaphone.fm/adchoices

On today’s episode, Kevin and guest co-host Chris Jolly discuss how the word “no” should always be viewed as a good sign in sales. Day in and day out hearing the word no can leads to burnout and turnover in freight sales. Don’t let the word “no” drive you out of freight sales though. It’s actually a good sign. Our guest Rachael Heaps from Transportation Impact is just finishing up her rookie seaso...

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss setting up your email and communications sequencing. We are going to focus on how to set up email campaigns. What are your objectives and goals? Hopefully, we all learn some new techniques during the show. Plus, listener feedback, advice, and community building! Apple Podcast Spotify More FreightWaves Podcasts Learn more about you...

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss how to set the hook when you are reaching out to prospects and customers. Why should they speak with you?  We don’t have a guest, so we are going to focus on how our viewers set the hook when they are out prospecting. Hopefully, we all learn some new techniques during the show.  Plus, listener feedback, advice, and community build...

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss your 2021 marketing plans. We’re joined by Kyle MacNaught, Director of Marketing at FreightPlus (Formerly Aborn & Co.) to talk about your 2021 marketing plan. Both Kyle and Blythe are marketing pros who will be discussing goal settings and understanding the differences between marketing strategies and tactics.  Plus, listener feed...

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss the art and science of forecasting sales. We’re joined by Mr. Supply Chain, aka Daniel Stanton. Mr. Supply Chain is the author of the bestselling, Supply Chain for Dummies. He is also a Udemy and LinkedIn Learning instructor. Kevin, Blythe, and Mr. Supply Chain will discuss how shippers forecast and budget sales revenue and logist...