The Journey Podcast

SUMMARY:  In this episode of Sales Bites, host Will Jenkins sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what it takes to build sales from the ground up at a startup. Kyle shares his journey in sales, how sales strategies shift in fast-moving startup culture compared to larger organizations, and why adaptability and teamwork matter most when everything is being built from s...

SUMMARY:  In this episode of Sales Bites, host Will Jenkins sits down with Gabe Ribeiro, Senior Director of Partnerships & Marketing at Hey Bubba, to talk about how sales leaders can pivot with today’s go-to-market trends. They cover the shift from the traditional sales funnel to the flywheel model, the rise of partnership and relationship selling, and the role of change management in staying comp...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Michael Sternberg, Director of Sales at 3PL Systems, about the intricacies of cold calling in sales. They discuss the purpose of cold calling, strategies for effective outreach, overcoming fear, the importance of research and preparation, and the necessity of time management in maintaining a successful cold calling routine. Mic...

SUMMARY: In this episode of Sales Bites, host Will Jenkins sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what it really takes to sell to executives. From understanding the buying committee to mastering relationship building, Kyle shares how patience, transparency, and the right sales strategies can set reps apart. Whether you’re managing long sales cycles or trying to build...

SUMMARY: In this episode of Sales Bites, host Will Jenkins sits down with Vincent Lamia, President of Business Development at Pinnacle Logistics, to explore smart sales strategies and networking tips for conferences. From building authentic relationships to navigating rejection, Vincent shares actionable insights on how to turn conversations into long-term business opportunities. Whether you're in...

SUMMARY:  In this episode of Sales Bites, we’re joined by Gabe Ribeiro, Senior Director of Partnerships & Marketing at Hey Bubba, to talk about something that’s too often overlooked: practice. We cover why role playing, active listening, and creating a culture of continuous sales training are must-haves, not nice-to-haves. Gabe shares how his background in freight tech and marketing has shaped his...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Jordan Reber about the critical importance of organizational skills and discipline in sales. They discuss how being organized can enhance efficiency, the significance of preparation, and the role of discipline in achieving sales success. Jordan shares strategies for individual contributors and sales leaders to maintain organiza...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Vincent Lamia, President of Business Development at Pinnacle Logistics. They discuss the significance of niche selling in the logistics industry, emphasizing the importance of understanding the specific needs and pain points of clients within a niche. Vincent shares his experiences and insights on building credibility, the adva...

SUMMARY: In Episode 37 of Sales Bites, host Will Jenkins talks with Jordan Reber, Executive Vice President at ARL Network, about what sets top freight brokers apart. They dig into how to differentiate in a crowded logistics market, adapt your sales pitch to different audiences, and train new reps the right way. Jordan shares hard-won lessons on building lasting relationships, maintaining a strong...

SUMMARY:  In this episode of Sales Bites, host Will Jenkins interviews Vincent Lamia, President of Business Development at Pinnacle Logistics. They discuss Vincent's journey in sales, focusing on the importance of building warm lead funnels through a referral program. Vincent shares his strategies for generating inbound leads, managing relationships with referral reps, and optimizing daily operati...

SUMMARY: In this episode, Will Jenkins and Jordan Reber break down what it really takes to build long-term success in freight sales. From mastering the art of relationship-building to staying curious and patient, they share strategies that go far beyond scripts. Jordan taps into his decades of experience to explain how value-first selling, industry expertise, and genuine networking can open doors...

SUMMARY: Will Jenkins sits down with Lars Ward, VP of Automation Solutions at Transflo, to cut through the AI noise. They talk about what’s actually working today, where automation is driving real results, and why it’s time to stop chasing buzzwords and start solving real problems. Lars brings hard-won insights from across the logistics world, and makes the case for smarter, simpler tech that work...

SUMMARY:  In this episode of Sales Bites, Will Jenkins sits down with Mike Beckwith, VP of Brokerage at FreightPlus, to talk mindset, prep, and why authenticity still wins in sales. Mike shares how he stumbled into logistics and built a career by focusing on real relationships, asking smarter questions, and showing up with confidence and clarity. Whether you’re just starting out or sharpening your...

SUMMARY: In this episode of Sales Bites , Will Jenkins sits down with Justin Turner, Managing Partner at Journey, to unpack the sales strategies that separate high-performing reps from the rest. They explore how to qualify leads effectively, the role of buyer personas in B2B sales, and the importance of collaboration between sales and operations. Justin also shares how to evaluate customer potenti...

SUMMARY:  In this episode of Sales Bites, host Will Jenkins speaks with Madison Santo about the importance of emotional intelligence in sales, the journey of her career in the logistics industry, and the significance of transparency and honesty in the sales process. They discuss how to navigate career transitions, the importance of understanding your buyer, and key takeaways for sales professional...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Lars Ward, VP of Automation Solutions at Transflo, about the critical relationship between sales and operations in the freight industry. They discuss the importance of understanding operations for sales success, the need for empathy and collaboration between teams, and how fostering a culture of accountability can lead to busin...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Mike Beckwith, VP of Brokerage at Freight Plus, about the evolution of sales strategies in the freight industry. They discuss the importance of transitioning from traditional pitching to a more consultative approach, emphasizing authenticity, relationship building, and the art of asking the right questions. Mike shares insights...

SUMMARY: In this episode of Sales Bites, host Will Jenkins and guest and Managing Partner of Journey, Justin Turner, discuss the essential elements of successful sales strategies. They emphasize the importance of preparation, effective cold calling techniques, and the need for sales reps to understand their customers deeply. The conversation also covers the significance of planning one's day effec...

SUMMARY: In this episode of Sales Bites, host Will Jenkins interviews Will Hopkins, Founder of Black Box Logistics, discussing the intricacies of open deck freight sales. They explore the importance of understanding accessorials, dimensions, and the vocabulary specific to open deck freight. Hopkins shares insights on creative approaches to sales, the significance of vetting carrier partners, and r...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Lars Ward, VP of Automation Solutions at Transflo, about the evolving landscape of freight sales in 2025. They discuss the importance of understanding shipper needs, market dynamics, and the necessity of building long-term relationships in sales. Lars shares insights on how to tailor value propositions to different shippers and...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Madison Santo, Growth at AVRL, about the journey to becoming an independent seller in the logistics industry. They discuss the importance of mindset, the need for industry and product knowledge, and the significance of taking action and continuous learning in sales. Madison emphasizes that sales is akin to entrepreneurship, whe...

SUMMARY: In this episode of Sales Bites, host Will Jenkins speaks with Mike Beckwith, VP of Brokerage at FreightPlus, about his unconventional journey into the logistics industry, the importance of becoming a student of the industry, and how to effectively lead and teach others in the field. They discuss the significance of understanding market dynamics, leveraging data, and fostering a genuine in...

SUMMARY:  In this episode of Sales Bites, host Will Jenkins speaks with Madison Santo, Growth at AVRL, about effective cold calling strategies. They discuss the importance of consistency, the need to sound casual rather than salesy, and techniques for grabbing attention in the first few seconds of a call. Madison emphasizes the significance of handling objections directly and the necessity of qual...

SUMMARY: In this conversation, Will Jenkins and Dushawn Falls, CEO of Tenacity Express, discuss the intricacies of building effective sales funnels, the importance of qualifying opportunities, nurturing customer relationships, and understanding key sales metrics. Dushawn shares his insights on how to effectively engage with prospects, the significance of personalizing communication, and the metric...

SUMMARY: In this episode of Sales Bites sponsored by Revenova, host Will Jenkins engages with Will Hopkins, Founder of BlackBox Logistics, to explore creative outreach strategies in sales. They discuss the importance of building genuine relationships, the effectiveness of humor and authenticity in outreach, and practical tips for overcoming apprehension in sales roles. The conversation emphasizes...