Put That Coffee Down

My guest today is Tyler Wiard with Candor Expedite. Tyler spent 10 years working in transportation and logistics for a large ingredients company. One of his many duties included working with carriers and freight brokers. He’s now on the other side as a freight broker. We discuss the three key lessons he’s learned now that he’s been on both sides of the transportation trade.  Learn more about your...

On today’s episode, Kevin welcomes guest co-host Blythe Brumleve on the show. Blythe and Kevin are talking all about emotional intelligence in sales and the power of persuasion during extreme events. We’re joined by FreightWaves’ own EVP of Content, Emily Szink on today’s show. Emily is a former TV news reporter and anchor. Part of her job was to secure interviews with family members, neighbors, a...

On today’s episode, Dooner and Hill are talking all about words that sell and get your prospects to buy. Plus, as it is Dooner's last episode him and Hill reflect on the past year. We’re joined by Paul Ross the author of Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy And Add Top Dollars To Your Bottom Line! For the past 30 years, he’s taught tens of thousands of pe...

On today’s episode, Dooner and Hill are talking all about Salesforce buying Slack, Zoom’s mad gains, and what selling in 2021 will look like.  We’re joined by Blythe Brumleve, Founder, Bruleve Brands LLC.  Plus, listener feedback, advice, and community building! Visit our sponsor Apple Podcasts Spotify Stitcher Watch the video Networking list WHAT THE TRUCK?!? Newsletter Learn more about your ad c...

Kevin Hill sits down with Nick Dangles from Kinetic to discuss what to do when your customer doesn’t realize they have a problem. We frame the discussion around the search for the one screen solution to replace all of those open tabs. What is the solution freight brokerages are really looking for? Is it as simple as buying a third monitor for all those tabs?  You can contact Nick to learn more abo...

On today’s episode, Dooner and Hill are talking all about sales coaching and how teamwork enhances your sales process.  We’re joined by Brad McBride, Founder and CEO of Zero Down Supply Chain Solutions. An Oklahoma Sooner alum, Brad knows all about getting ready for the big game.  Brad McBride is a logistics industry professional with more than 30 years of experience. Brad launched Zero Down Suppl...

Our second bonus audio episode of Put That Coffee Down delves into how buyers of logistics services buy. Kevin sits down with Jim Bierfeldt, President and Founder of Logistics Marketing Advisors to discuss his 2020 report on how to get and keep the attention of logistics buyers. The core of the report is a survey of shippers and logistics buyers. Learn more about how shippers prefer to engage with...

On today’s episode, Dooner and Hill are talking all about how to provide value and land more deals by thinking like a consultant.  We’re joined by Jeff Booth, Head of Product, Opendock. Jeff Booth heads up Product for Opendock. In his role, he not only provides direct industry experience, but also guides design and development. Jeff previously worked with GlobalTranz, a leading third-party logisti...

On today’s episode, Dooner and Hill are talking all about how to get access to fortune 100 marketing on a small business budget. We’re joined by Erik Huberman, Founder and CEO, Hawke Media. Erik Huberman went from making only $350 his first year in business to growing and selling two successful companies.  Sick of seeing that 99% of marketing agencies were useless and the other 1% inaccessible to...

Kevin Hill and Dooner are live from FreightWaves LIVE @HOME with Lean Staffing Solutions' Trey Griggs.   Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm/adchoices

"What I told you was true, from a certain point of view. You're going to find that many of the truths we cling to depend greatly on our own point of view." - Obi Wan Kenobi On today’s episode, Dooner and Hill are talking all about selling from a certain point of view: that of the shipper. How do you go about outlining the needs of your customers and in what ways do you position your pitch to addre...

On today’s episode, Dooner and Hill are talking all about how to win shipping bids.  We’ll cover how to preserve your margins, benchmark the market, pitch the deal and tell the story of your value proposition. Also, what to do when you get ghosted.  They’re joined by special guest Michael Fullam, Executive Vice President, ReedTMS Logistics Plus, listener feedback, advice, and community building! A...

On today’s episode, Kevin Hill is joined by guest co-host, Joe Lynch, founder of The Logistics of Logistics, and special guest Adam Robinson, VP of Marketing for SONAR. It’s all about converting content marketing leads into real sales. All of the hard work, time and effort it takes to create content marketing has to turn into sales at the end of the day. We’ll talk how the sales process is differe...

On today’s episode, Dooner and Hill are talking all about selling data visualization, brand identity, and infographics with the purpose of driving leads and closing sales.  They’re joined by special guest Amy Balliett Co-Founder & CEO, Killer Visual Strategies. If looks could kill, Amy Balliet would be the brand assassin you would want on your team! She went from producing the world's worst infogr...

On today’s episode, Dooner and Hill are talking all about the most common question is supply chain: where’s my freight? In world with disparate systems spread across the globe, visibility hasn’t just become a need - it’s a requirement. But, how do you sell these new systems and who is the buyer?  They’re joined by special guest Robin Jaacks, Chief Commercial Officer, Ocean Insights   Apple Podcast...

On today’s episode, Dooner and Hill are talking all about the bad reputation brokers get and how you can improve your image. Defy expectations, build trust, and keep customers for the long haul with these logical steps.  They’re joined by special guest Liz Wayne, Founder/President of Able Transport Solution. Plus, listener feedback, advice, and community building! Visit our sponsor Apple Podcasts...

On today’s episode, Dooner and Hill are talking all about carrier sales and the art of negotiation. They’ll discuss how to find and select carriers, weed out bad methods for sourcing, and define what matters during negotiations.  They’re joined by special guest Jake McLeod, CCO, RPM. Jake has experience and education on both sides of the bun. A Michigan Wolverine who, like Rodney Dangerfield, went...

On today’s episode, Dooner and Hill are talking all about sales call role playing strategies to prepare your team for the win. Learn how to prepare for calls, write scripts, pick perspectives and scenarios for your next (or first) role play training session.   They’re joined by special guests Carolina Muñoz and Ivan Moreno of HubTek.  Plus, listener feedback, advice, and community building!   Appl...

On today’s episode, Dooner and Hill are talking all about pitch decks. Learn how to empower your PowerPoint with clean, simple, thought provoking design and messaging. Find out why problems and their solutions are the bedrock of any great sales presentation.  They’re joined by special guest Steve Ferriera, Founder and CEO at OceanAudit.  Plus, listener feedback, advice, and community building!   A...

On today’s episode, Dooner and Hill are talking all about when the real work starts: after you land the account. They cover account handling, hand off, up-sell, cross sell, satisfaction, and retention. What model should you use? Cradle to the grave? A land and abandon to CSR Chicago freight style? Or a hybrid and dynamic approach? They’re joined by special guest Chris Jolly, The Freight Coach Plus...

On today’s episode, Dooner and Hill are talking all about social media strategy, marketing, selling, and brand building. Find out how our guest doubled Morning Brew’s twitter following in less than 6 months while creating a strong identity and voice for the company’s brand.  They’re joined by special guest Toby Howell, writer at Morning Brew Plus, listener feedback, advice, and community building!...

On today’s episode, Dooner and Hill are talking all about the selling value vs product and price.  They’re joined by special guest Josh Asbury, Vice President at HubTran. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our sponsor Learn more about your ad choices. Visit megaphone.fm/adchoices

On today's episode, Dooner and Hill are LIVE from the FreightWaves 3PL Summit, and they're talking business with "The Real Wolf of Wall Street," Jordan Belfort, and Lean Staffing's CEO, Robert Cadena, and VP of Lean Sales, Trey Griggs. Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our sponsor Learn more about your ad choices. Visit megaphone.fm/adchoices

On today’s episode, Dooner and Hill are talking all about the power of ‘yes, and-ing’ your way to sales success via the art of Improv.  Find out how this off-the-dome method of acting contains many of the rules you need to think in the moment, become an active listener, and gain insight into your prospects' POV. They’re joined by special guest, Steven Disbrow, Artistic Director of Improv Chattanoo...

On today’s episode, Dooner and Hill are talking all about one woman’s journey from COVID-19 related job loss to starting her own freight business. Plus, not only can cold calling increase business for you but it can also be gamified for good. Find out how.  They’re joined by special guests, Nicole Barrett, President and Owner at Freight By Nicole; and Michael Neme, Supply Chain Management Consulta...