freight sales content

Here is an 11 minute clip that was one of our most replayed and watched segments of our podcasts from 2025 with Logan Dyer, founder at Blackbox Logistics. The primary topics are:1) Cold calling shippers2) Tone over the phone and formality3) The "no" customers being ones to not run away fromWe hope you enjoy.--------------------------------If you are a freight broker that prospects shippe...

James Santy is the Founder of The Sales DREAM where he is helping logistics sales teams with sales training powered by AI coaching. James led sales operations and technology at C.H. Robinson, driving major growth by automating sales processes, aligning CRM systems, and creating scalable enablement programs. During his tenure, he helped generate over $1B in incremental revenue, streamlined workflow...

Over the past two years, there's been a lot of freight brokerages exiting the market as we continue on in one of the most challenging freight markets in history. Chris Hinz does not care. He sees opportunity. In this episode, we talk with Chris about why he's starting a brokerage now in 2025.We spoke with Chris on some of the following topics:- Why now to start a brokerage?- His deep backg...

In this episode, we sat down with Chase Carris, VP of Summit Logistics Group, to talk through his unique journey across the logistics industry. Chase has been on the asset side, launched a brokerage from scratch, worked in manufacturing, and now serves as VP of Operations at Summit Logistics Group. He shares the lessons he’s learned along the way and how those experiences shape the way he leads to...

Whether you are a candidate looking for a job in logistics sales, or if you are a hiring team looking to grow your sales organization in freight, Brent Orsuga is probably someone you already follow. If you don't, he is one of the most pulsed-in professionals on the hiring market within the logistics industry. In this podcast, we cover everything from headhunting vs. recruiting, to what the bes...

In this episode, we sat down with Chip Reeves from Enablers to talk about how Shipper SDRs are changing the game for freight brokers. We dive into the role of AI in logistics and freight brokerage, and how Shipper SDRs take over cold calling so brokers can focus on closing deals. Chip breaks down:📞 What a Shipper SDR is and how they’re trained to prospect for brokers🤝 How they set appointments a...

In this episode, Drew and Josh talk about how using a CRM in logistics can make you more efficient when prospecting shippers. Many freight brokers will start their sales journey in spreadsheets. It's an easy place to start. But when does it get too clunky? We discuss the spreadsheet usage, as well as why a lot of freight brokers have historically not loved CRMs. We dive into contact management...

We sat down with Steve Vest, founder at Nationwide Equipment Transportation Inc. Steve has been a freight broker for 20 years, and he still actively sells to this day. You may know him on TikTok, where he's grown a following of close to 50,000 followers where he commonly posts the reality of what it's like being a freight broker working with shippers and carriers. If you're looking to...

Thinking about buying a TMS? This episode with Michael Sternberg, Director of Sales at 3PL Systems, is packed with insights. We dive into: - What to look for when buying a TMS- Common mistakes and overrated features - The build vs. buy debate - How integrations impact your workflow - Freight tech sales strategies - Cold calling tips and refining your sales process Whether you're a freight brok...

John Rivers is a consultant for freight brokerages who has worked at Coyote Logistics in sales and in management, he's been the CEO of a brokerage, and he's worked on the asset side. He's touched just about all things freight brokerage with a primary focus in sales and revenue growth. In this episode, we were fortunate to speak with John about: all the aspects of consulting in freight...

Freight broker sales is challenging. Learn from someone that's done it and repeats it. Logan Dyer is the co-founder at Blackbox Logistics out of Birmingham, AL. Blackbox is a freight brokerage with no assets. The primary hat that he wears for his team is training, which is not common for a co-founder. This episode is packed with unique takes on sales, growing, training in freight brokerage. We...

Do you have dreams of growing your freight brokerage or agency and one day getting acquired? In this video, we were able to speak with someone who has. Tyson Lawrence got his start with C.H. Robinson in 2001. He built a brokerage in 2006 up to $15m and then got stuck. He couldn't surpass $15m. He needed the skills and tools to diversify the business, so he sought out industry experts and was a...

If you have a one or two customers that do 80% of your revenue and profit as a freight broker or as a freight agent, this might be a good listen. We came across a Reddit thread where two individuals shared stories of how they lost their biggest customers. Some were due to controllable things, but more were uncontrollable. The sentiment after the fact? They should have kept prospecting. One of the...

Do you spray and pray down a list of phone numbers to try to win freight from shippers? Or are you spending time to research and connect with them on a deeper level? We work and talk to a lot of freight brokerages, freight agencies, and asset-based trucking companies for their sales efforts. Everyone's got their own sauce. Drew and Josh talk through their perspectives. Leave a comment with you...

In this video, we take a deep dive into key sales strategies that can elevate your business and close more deals. Learn the art of storytelling in sales to build stronger connections, discover how to effectively communicate value to your prospects, and gain insights into the importance of timing when navigating client conversations. Whether you're in B2B sales, freight sales, or any industry where...

It's a Tuesday morning, and you're firing up your CRM or spreadsheets to make some cold calls to shippers to get some new business. You make your first dial, and the call prompt gives you a list of extensions. You roll your eyes and are confused, and maybe even less motivated, to keep making dials. You talk to a gatekeeper who gives you the whole, "they're on another call can I ta...

Josh and Drew sit down to talk about one of the quickest ways to grow revenue as a freight broker.