The Journey Podcast

Todd Waldron, Brokerage, Trucking, and Tech All in One Career

will@journeydelivers.com (Todd Waldron, Truckstop) — Thu, 23 Apr 2026 13:00:00 +0000

If you've ever wondered how someone goes from brokering freight to leading tech innovation at one of the industry's biggest platforms, this episode will change how you think about career growth in transportation.

Todd Waldron didn't just work in logistics—he mastered every level of it.

From the high-energy cubicles at CH Robinson, to opening JB Hunt's Minnesota brokerage branch, to transforming a 40-year-old trucking company, to now shaping carrier experience at TruckStop—Todd's 17-year journey proves that great leaders are built through relentless learning and adaptation.

If you've ever thought:

"How do I move from operations to leadership?"
"Can I build tech without being a tech person?"
"How do I create culture when everyone's remote?"
"What does real leadership actually look like?"
"How do I prioritize when everything feels urgent?"

This conversation will give you the blueprint.

Todd shares honest insights about:

Why "motion creates emotion" and how to create energy in any team
How trust is built or destroyed in every single interaction
The difference between managing people and leading them
Why asking questions beats making assumptions every time
What it really takes to transform a decades-old company culture

TAKEAWAYS:

Why the energy at CH Robinson shaped Todd's entire leadership philosophy
The sales manager conversation that forever changed how Todd prioritizes time
What Todd learned opening JB Hunt's Minnesota brokerage branch from scratch
Inside look at building JB Hunt 360 marketplace and the tech lessons learned
How Todd transformed Q Carriers' culture in a 40-year-old trucking company
The moment Todd realized great culture starts with how leaders actually listen
What carriers really want from load boards (it's not what brokers think)
Why TruckStop built a Carrier Advisory Board and how it changes product development
The fraud problem hitting the industry and how technology is solving it
Where AI actually helps carriers vs. where it creates more problems
How authority age filters help new carriers cut through the noise
Why "boost loads" might finally solve the duplicate load nightmare
Todd's time management system that reduced chaos and increased productivity
The leadership frameworks from "Good to Great" and "Five Dysfunctions" that actually work in freight

Whether you're in brokerage, running trucks, building tech, leading a team, or just trying to level up your career, this episode is packed with hard-earned wisdom.

⭐ LOVE THE JOURNEY PODCAST? Help us grow! ⭐

→ Leave a 5-star review on Apple Podcasts or Spotify

→ Subscribe so you never miss an episode

→ Share this episode with someone in freight or logistics

Your support helps others in the industry find these conversations!

CHAPTERS:

0:00 Introduction: Meet Todd Waldron
1:32 Career Journey: From CH Robinson to VP at TruckStop
3:21 Early Brokerage Lessons: Energy, Prioritization & Sales
5:58 Leadership Philosophy: Trust in Every Interaction
12:35 JB Hunt Experience: Building Tech & Opening Minnesota Branch
17:43 Leading Q Carriers: Cultural Transformation of a 40-Year Company
22:08 The Culture Shift: Employee Engagement & Retention
23:32 TruckStop Innovation: Building Products Carriers Want
25:38 Understanding Carrier Needs: The Advisory Board Approach
28:37 Tech Integration Lessons: What Worked at JB Hunt
30:27 Market Insights: Cycles, Trends & What's Coming Next
34:04 Technology Adoption: Getting Carriers to Actually Use It
37:51 What's Next at TruckStop: Authority Filters, Deduplication & AI
39:42 Book Recommendations: Leadership & Time Management

RESOURCES:

Good to Great by Jim Collins

https://www.amazon.com/dp/0066620996

Do More Better by Tim Chalies

https://www.amazon.com/dp/1950523774

Five Dysfunctions of a Team by Patrick Lencioni

https://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756

TruckStop Platform

https://truckstop.com

JB Hunt 360 Marketplace

https://www.jbhunt.com/360/

Q Carriers

https://qcarriers.com

CONNECT WITH TODD WALDRON:

LinkedIn: https://www.linkedin.com/in/todd-w-21897b19/

Website: https://truckstop.com

FOLLOW JOURNEY:

Instagram: @journeydelivers

Twitter/X: @journeydelivers

TikTok: @journeydelivers

LISTEN & SUBSCRIBE:

🎧 Apple Podcasts: https://buff.ly/d9QupIc

🎧 Spotify: https://buff.ly/rm6ZRT0

🎥 YouTube: https://buff.ly/Vf0w739

ABOUT THE JOURNEY PODCAST

Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Hunter Bell, The Power of Relationships in Business Success

will@journeydelivers.com (Hunter Bell, MySavant.AI) — Thu, 16 Apr 2026 12:41:13 +0000

If you've ever wondered how traditional industries can transform into AI-powered innovation engines, this episode will change how you think about entrepreneurship.

Hunter Bell didn't just grow up in the transportation and logistics world, he revolutionized it.

From watching his family run trucking operations to building MySavant.AI, an AI-powered nearshoring platform, Hunter's journey proves that the biggest opportunities often hide in plain sight within the industries we know best.

If you've ever thought:

"I want to start something but don't know what."
"AI feels too complicated for my industry."
"How do I compete with established players?"
"I'm stuck in the family business mindset."

This conversation will give you a roadmap.

Hunter shares raw, honest insights about:

How to spot innovation opportunities in traditional industries
The mindset shift from logistics worker to tech entrepreneur
Building AI solutions when you're not a "tech person"
Leadership lessons learned the hard way
Why nearshoring is the future of workforce optimization

TAKEAWAYS:

The exact moment Hunter realized traditional logistics needed disruption
How AI is solving workforce challenges most companies ignore
Why you don't need a tech background to build tech solutions
The hardest lessons about team building and company culture
Industry trends that will reshape freight and logistics in the next 5 years
Practical advice for entrepreneurs stuck between family expectations and their own vision
The books and mindsets that shaped Hunter's approach (Think and Grow Rich, The Strangest Secret)
How to hold yourself accountable when no one else will
Why "believing it to achieve it" isn't just motivational it's operational Whether you're in logistics, considering a career shift, exploring AI for your business, or just love hearing how people build companies from scratch, this episode delivers.

⭐ LOVE THE JOURNEY PODCAST? HELP US GROW! ⭐

Leave a 5-star review on Apple Podcasts or Spotify
Subscribe so you never miss an episode
Share this episode with someone in freight or logistics

Your support helps others in the industry find these conversations!

CHAPTERS:

0:00 Meet Hunter Bell
1:22 Growing Up in Transportation: The Foundation
6:07 Family Business Lessons and Early Entrepreneurship
9:35 MySavant Explained: AI-Powered Nearshoring Solutions
15:24 Advice for Young Entrepreneurs (What Hunter Wishes He Knew)
18:25 Industry Outlook: Where Freight and Logistics Are Headed
20:18 Building Teams: Leadership Style and Company Culture
22:58 The Future of MySavant: AI Integration and Expansion

EPISODE RESOURCES:

Think and Grow Rich by Napoleon Hill https://www.amazon.com/Think-Grow-Rich-Napoleon-Hill/dp/1934451509

The Strangest Secret by Earl Nightingale https://www.youtube.com/watch?v=7X7X7X7X7X

MySavant AI Platform https://mysavant.ai

CONNECT WITH HUNTER BELL:

LinkedIn: https://www.linkedin.com/in/hunter-bell-0299b4167/

Website: https://mysavant.ai

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Justin Turner, Account Segmentation

will@journeydelivers.com (Will Jenkins) — Thu, 19 Mar 2026 11:00:00 +0000

SUMMARY:

In this episode of the Journey Podcast, Will Jenkins and Justin Turner discuss the critical importance of customer and account segmentation in sales strategy. They explore how different customer segments behave based on size and technical requirements, emphasizing the need for a tailored approach to sales and marketing. The conversation delves into actionable insights for sales leaders, focusing on optimizing for quick wins and aligning brand messaging with target audiences.

TAKEAWAYS:

Customer segmentation is crucial for effective sales strategies.
Different customer sizes have varying technical requirements.
Revenue bands help in identifying customer segments.
Sales cycles can be shorter with SMBs compared to enterprises.
Aligning sales strategies with customer segmentation is essential.
Brand messaging must resonate with the target audience.
Understanding customer requirements is key for sales success.
Focus on quick wins to drive business growth.
Small wins can accumulate into significant success over time.
Sales leaders should prioritize understanding current performance metrics.

CHAPTERS:

00:00 Introduction and Setting the Stage
00:17 Understanding Customer Segmentation
08:35 The Importance of Technical Requirements
11:41 Aligning Sales Strategies with Customer Segmentation
17:21 Actionable Insights for New Sales Leaders

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Will Jenkins and Justin Turner, Black History Month Edition 2026

will@journeydelivers.com (Justin Turner) — Thu, 26 Feb 2026 11:30:00 +0000

SUMMARY:

What does Black History Month mean inside corporate America?

In this episode of The Journey Podcast, Will Jenkins and Justin Turner share personal stories about growing up in the South, navigating executive leadership roles, and building careers in the logistics industry as Black professionals.

They discuss:

• The importance of representation in corporate leadership
• Why diversity in logistics still needs work
• The role of mentorship in creating opportunity
• Resilience, family values, and preparation
• How the freight industry can attract more diverse talent

This is a conversation about progress, responsibility, and building real pathways for the next generation.

If you care about leadership, representation, mentorship, diversity in logistics, or corporate culture, this episode is for you.

TAKEAWAYS:

Black History Month is about reflection, leadership, and responsibility
Representation in executive roles changes career visibility
Mentorship creates opportunity in corporate spaces
Diversity challenges in logistics require intentional action
Success in corporate America requires preparation and resilience
Family and upbringing shape leadership mindset
The freight industry must market itself better to attract diverse professionals
Setting an example for the next generation matters

CHAPTERS:

00:00 Introduction | Leadership in Logistics

00:31 Black History Month Reflection

01:55 Growing Up in the South

04:30 Representation in Executive Roles

06:01 Breaking Stereotypes in Corporate America

09:06 Navigating Logistics as Black Professionals

12:27 Family Values & Leadership Foundations

19:29 Understanding the Corporate Game

23:03 Diversity Challenges in the Freight Industry

28:28 Mentorship & Creating Opportunity

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Justin Turner, The New Revenue Playbook

will@journeydelivers.com (Justin Turner) — Thu, 12 Feb 2026 13:00:00 +0000

SUMMARY:

In this episode of the Journey podcast, Will Jenkins sits down with Justin Turner to unpack how modern revenue teams must operate in today’s market. They break down why precision now matters more than volume, how ideal customer profiles drive faster sales cycles, and why smaller teams are being held to higher revenue expectations than ever before.

The conversation covers top-of-funnel strategy, the role of intent data in warming outreach, and how revenue operations create visibility across the entire sales process. This episode is built for founders, CROs, sales managers, and revenue leaders who want cleaner pipelines, tighter focus, and more predictable outcomes.

TAKEAWAYS:

Why revenue teams are operating in a completely different environment than just a few years ago
How smaller sales teams are expected to hit the same or higher revenue goals
Why top-of-funnel discipline matters more than headcount
How to clearly define and operationalize your ideal customer profile
How historical data reveals which customer segments actually drive revenue
Why warm leads outperform high-volume cold outreach
How intent data shortens sales cycles and improves conversion rates
Where revenue operations fits into forecasting and execution
Why sales leaders should actively audit leads and accounts
How strong brand equity and repeatable processes support long-term sales success

CHAPTERS:

00:00 Introduction and context
01:02 How revenue functions have changed
02:53 Why top-of-funnel focus still drives results
05:21 Defining and validating your ideal customer profile
09:28 Using data to identify strong customer segments
10:49 Warm leads versus cold volume
12:29 Using intent signals to shorten sales cycles
14:16 Lead quality, accounts, and buying roles
17:24 Revenue operations, forecasting, and execution

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Tyler Harper, A Modern Approach to LTL Shipping

will@journeydelivers.com (Will Jenkins) — Thu, 5 Feb 2026 11:00:00 +0000

SUMMARY:

In this episode, host Will Jenkins sits down with Tyler Harper, Co-Founder and Chief Revenue Officer of Pinnacle Logistics Group, to break down a modern approach to LTL shipping, carrier relationships, and building a freight brokerage in a competitive market. Tyler shares how Pinnacle Logistics Group was built from the ground up, lessons from the first year in business, and why trust, consistency, and clear market positioning matter in freight entrepreneurship. The conversation covers LTL freight strategy, complex shipments, carrier sales, marketing fundamentals, and how Pinnacle delivers enterprise-level logistics solutions to mid-market shippers. This episode is packed with real-world insights for freight brokers, logistics professionals, sales leaders, and anyone interested in entrepreneurship within transportation and supply chain.

TAKEAWAYS:

Tyler Harper brings a multi-disciplinary mindset to freight leadership
Trust with carriers is foundational to long-term brokerage success
Pinnacle Logistics Group specializes in complex freight, including furniture and LTL shipments
The first year of entrepreneurship brings both pressure and momentum
Pinnacle expanded from multi-stop consolidation into cross-border logistics
Strong market positioning helps mid-market shippers access enterprise-grade solutions
Consistency matters more than short-term wins in business growth
Team structure and shared ownership drive internal performance
Marketing works best when the ideal customer profile is clearly defined
A recent rebrand helped Pinnacle sharpen its message and presence

CHAPTERS:

00:00 – Introduction

02:59 – Tyler Harper’s Background and Entry Into Freight

06:01 – Building Pinnacle Logistics Group

09:02 – First-Year Challenges and Early Wins

12:06 – LTL and Complex Freight Services

14:57 – Market Positioning and Differentiation

18:12 – Managing Market Volatility

21:06 – Advice for Freight Entrepreneurs

24:03 – Team Structure and Leadership

27:14 – Marketing Strategy in Logistics

29:48 – What’s Next for Pinnacle Logistics Group

WHERE TO LISTEN:

🎥 Watch on YouTube

🎧 Listen on Spotify

🎙️ Listen on Apple Podcasts

Download, subscribe, and leave a review to support the show!

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Robert Bain, Freight Tech

will@journeydelivers.com (Will Jenkins) — Thu, 29 Jan 2026 13:00:00 +0000

SUMMARY:

In this episode of the Journey Podcast, Will Jenkins sits down with Robert Bain to talk through what actually drives success in Freight Tech sales. They break down why deep product knowledge matters, how to sell technology without overselling, and why live demos outperform polished recordings every time. The conversation covers diagnosing real customer pain points, understanding the full business lifecycle of a freight brokerage, and knowing when to walk away from the wrong deal. If you sell FreightTech, logistics software, or consulting solutions, this episode offers practical sales strategies rooted in honesty, preparation, and real-world freight experience.

TAKEAWAYS:

Your solution is not a silver bullet
Know exactly what your product does and what it does not
Live demos build more trust than recorded demos
Ask better questions to diagnose real customer pain
Understand the full business lifecycle of your buyer
Honesty closes more deals than hype
Saying no often leads to better long-term sales
Strong sellers are meticulous about preparation
Deep customer understanding drives better outcomes
FreightTech works best when paired with freight expertise

CHAPTERS:

00:00 FreightTech Sales and Why Product Knowledge Matters
02:36 Understanding FreightTech Solutions and Buyer Fit
06:47 Communication Strategies That Win FreightTech Deals
10:25 Why Craft and Preparation Separate Top Sellers
14:55 Final Takeaways for Selling FreightTech Successfully

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Daniel Solida, Value Based Selling

will@journeydelivers.com (Daniel Solida) — Thu, 22 Jan 2026 14:00:00 +0000

SUMMARY:

In this episode of the Journey Podcast, host Will Jenkins sits down with Daniel Solida to break down value-based selling in the freight and logistics industry. Daniel shares his path from interning at Coyote Logistics to closing deals at MoLo and now working at Journey. The conversation focuses on how strong sales reps win by identifying a buyer’s core needs, listening closely, and aligning their approach to outcomes that actually matter to the customer. This episode gets practical fast, covering how to ask better questions, when to pause during sales calls, and how genuine rapport drives better results. For freight brokers, logistics sales reps, and anyone sharpening their sales skills, this episode offers clear takeaways you can apply right away.

TAKEAWAYS:

Identify and align with the buyer’s core needs
Shift from features to outcomes
Ask sharper questions on sales calls
Silence leads to better answers
Trust drives buying decisions

CHAPTERS:

00:00 Intro
00:31 Daniel Solida’s sales path
05:01 What value-based selling means
08:06 Active listening on sales calls
12:09 Building real rapport
14:11 Final takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Matt Fain, Building PopCapacity: The Warehouse Search Platform

will@journeydelivers.com (Will Jenkins) — Thu, 15 Jan 2026 13:00:00 +0000

SUMMARY:

In this episode of The Journey Podcast, host Will Jenkins sits down with Matt Fain, CEO and founder of Pop Capacity, to talk warehousing, logistics technology, and where the supply chain is headed next. Matt shares how his background in electrical distribution led him into logistics and why he saw a clear gap in how companies source warehouse space. That insight became Pop Capacity, a platform built to simplify warehouse procurement through technology. The conversation covers real startup lessons, early execution decisions, customer experience, and how shifts in freight and trucking directly impact the warehousing market. Matt also breaks down how logistics companies are adapting by expanding services and paying closer attention to buyer behavior. This episode is packed with insights for logistics operators, founders, sales teams, and anyone focused on warehousing, supply chain technology, freight, and market trends.

TAKEAWAYS:

Matt Fain transitioned from electrical distribution into logistics
A clear gap existed in how companies sourced warehouse capacity
Pop Capacity introduced a tech-driven approach to warehouse procurement
The first year of a startup shapes execution and learning
Customer experience drives better logistics outcomes
Warehousing demand is closely tied to trucking and freight cycles
Logistics providers are expanding services to stay competitive
Listening to buyers improves product decisions
Technology reduces friction in warehouse sourcing
Early funding choices influence long-term growth

CHAPTERS:

00:00 – Introduction
02:05 – Matt Fain’s Background and Early Career
05:57 – The Pivot to Pop Capacity
10:03 – Building the Product and Early Challenges
13:50 – Customer Experience and Market Signals
20:05 – The Warehousing Market and Freight Impact
24:08 – Expanding Services in Logistics
28:00 – Target Audience and Inbound Demand
32:08 – Positioning in the Market
36:05 – What’s Next for Pop Capacity

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Cameron Robertson, From Tech Support to CEO

will@journeydelivers.com (Cameron Robertson) — Thu, 8 Jan 2026 07:49:43 +0000

SUMMARY:

In this episode of The Journey Podcast, host Will Jenkins speaks with Cameron Robertson, CEO of 3PL Systems, about his journey from a tech support role to leading a freight technology company. Cameron shares insights into his early life, career decisions, and the importance of curiosity and mentorship in professional growth. He discusses the challenges of rebuilding BrokerWare, navigating the COVID-19 pandemic as a new CEO, and the current trends in freight technology, particularly the role of AI. Cameron also highlights the upcoming projects at 3PL Systems and the company's commitment to innovation and customer satisfaction.

TAKEAWAYS:

Cameron grew up in Southern California and had a passion for technology from a young age.
He initially planned to join the Coast Guard but shifted to a career in IT after meeting his wife.
Cameron joined 3PL Systems in 2011 and quickly took on various roles, showcasing his adaptability and eagerness to learn.
His first role was in technical support, where he learned about the freight industry by engaging directly with clients.
Cameron emphasized the importance of curiosity and mentorship in his career development.
He became CTO in 2015 and led the effort to rebuild BrokerWare from the ground up, focusing on scalability and efficiency.
Cameron became CEO in January 2020, just before the COVID-19 pandemic, which posed significant challenges for the business.
He values company culture and ensures that every employee has a voice, contributing to high employee retention.
Cameron believes that while AI is important, not everything should be automated, and companies need to focus on building strong foundational products.
3PL Systems is launching new projects, including Freight Fusion and Shepherd AI, to enhance their offerings.

CHAPTERS:

00:00 Introduction to the Journey Podcast
02:04 Cameron's Early Life and Education
06:12 Career Beginnings at 3PL Systems
14:33 Career Progression and Growth at 3PL Systems
22:13 Transition to CTO and Rebuilding BrokerWare
31:07 Becoming CEO and Navigating COVID-19
37:03 Current Trends in Freight Tech and AI
39:55 Future Projects and Innovations at 3PL Systems

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Robert Bain, Networking

will@journeydelivers.com (Will Jenkins) — Thu, 18 Dec 2025 06:08:01 +0000

SUMMARY:

In this episode of The Journey Podcast, host Will Jenkins and guest Robert Bain discuss the significance of networking in the logistics industry. They explore how building relationships without expectations can lead to valuable connections and opportunities. Robert shares his experiences and strategies for effective networking, including the importance of listening to understand and leveraging social media to enhance visibility. The conversation highlights memorable moments from networking events and emphasizes the need to build a network before it's needed.

TAKEAWAYS:

Networking is simply making new friends.
Building a network before you need it is crucial.
Approach networking with no expectations.
Successful individuals often have strong connections.
Pre-booking meetings can alleviate pressure at events.
Getting into the 'red zone' increases chances of success.
Listening to understand improves conversations.
Leverage social media to showcase your uniqueness.
Building relationships is more important than transactions.
Memorable networking moments can lead to unexpected opportunities.

CHAPTERS:

00:00 Introduction to the Journey Podcast
01:03 Meet Robert Bain: The Strongest Man in Logistics
03:01 The Importance of Networking
07:00 Building Connections Without Expectations
09:48 Strategizing for Networking Events
11:56 Listening to Understand
13:49 Leveraging Social Media for Networking
15:03 Memorable Networking Moments

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Special Edition, Two Years In

will@journeydelivers.com (Erin Sweeney) — Thu, 4 Dec 2025 06:00:00 +0000

SUMMARY:

In this episode of The Journey Podcast, hosts Will Jenkins and Erin Sweeney reflect on the two-year journey of their company, Journey. They discuss the evolution of their services from recruiting to consulting, the importance of building relationships with clients, and the impact they have made in the industry. They also share success stories, celebrate their team dynamics, and outline their vision for future growth and partnerships.

TAKEAWAYS:

The journey of starting a business often begins with a leap of faith.
Traveling can provide clarity and inspiration for new ideas.
Understanding the needs of clients is crucial for success.
Building strong relationships is at the core of Journey's business model.
Success stories highlight the real impact of their services.
Future growth will focus on strategic partnerships and collaborations.
Team dynamics play a significant role in the company's success.
Quality of work leads to referrals and long-term clients.
The importance of understanding the market and positioning.
Celebrating team contributions fosters a positive work environment.

CHAPTERS:

00:00 The Journey Begins: Founding Story
02:51 Evolution of Services: From Recruiting to Consulting
05:51 Building Relationships: The Heart of Journey
08:55 Success Stories: Real Impact on Clients
11:59 Looking Ahead: Future Growth and Partnerships
14:58 Team Dynamics: Celebrating Contributions
17:52 Strategic Positioning: Understanding the Market
20:49 Reflections: Two Years of Journey
23:45 The Road Ahead: Vision for the Future

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Megan Masud & Sarah Hanna, Mental Health and Compliance

will@journeydelivers.com (Megan Masud, Sarah Hanna) — Thu, 4 Dec 2025 00:20:29 +0000

SUMMARY:

In this episode, host Will Jenkins sits down with Megan Masud and Sarah Hanna, Co-Founders of Competum Collective LLC, to share their entrepreneurial story and mission to improve the lives of drivers in the logistics industry.

They break down how Competum Collective is tackling critical gaps with mental health support, compliance education, affordable healthcare options, and substance abuse resources. From navigating the healthcare side of trucking to creating safe, judgment-free spaces for carriers, Megan and Sarah discuss the lessons they’ve learned, the resilience required to build a business, and their vision for expanding nationwide.

This conversation is packed with insights for anyone in logistics, trucking, compliance, or entrepreneurship.

TAKEAWAYS:

Megan Masud and Sarah Hanna met unexpectedly and founded Competum Collective LLC to transform driver support.
Mental health programs for drivers are at the center of their mission.
Compliance education helps carriers avoid preventable issues.
Their services include affordable healthcare and substance abuse resources.
Strong industry relationships have fueled their growth.
Competum Collective creates safe spaces for drivers to seek help without judgment.
They pivoted their model based on market research and feedback.
Entrepreneurship requires grit, adaptability, and persistence.
Their expansion plan will bring essential services to drivers nationwide.

CHAPTERS:

00:00 – Introduction and Backgrounds
10:16 – Career Insights and Lessons Learned
13:48 – The Birth of Competum Collective
18:21 – Services Offered by Competum Collective
19:54 – Navigating Compliance for Independent Contractors
21:38 – The Impact of Substance Abuse Programs
23:09 – Proactive Measures for Driver Safety
26:43 – Building Relationships in the Industry
29:57 – Leveraging Subscription Services for Drivers
32:41 – Overcoming Challenges in Business Development
37:14 – Personal Growth Through Reading and Reflection

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

CJ Johnson, No Shortcuts in This Game

will@journeydelivers.com (Will Jenkins) — Thu, 4 Dec 2025 00:17:49 +0000

SUMMARY:

In this episode of Choppin’ It Up, Will Jenkins sits down with CJ Johnson, founder of BWS Logistics, a 3PL known for handling the tough stuff, like fragile freight, complex consolidation, last-minute loads, with ease.

CJ shares how growing up in Chicago and handing out pizza flyers laid the groundwork for his entrepreneurial grit. From switching majors in college to honing his sales game at Sears, every step helped prepare him to launch BWS after a failed partnership deal.

They dig into how BWS built its reputation on trust, relationships, and proactive communication—and why CJ still believes human connection will always outperform automation in freight.

TAKEAWAYS:

The best training ground is real-world sales
Relationships still win in logistics
BWS makes the complex simple for shippers
You only need one door to open to build something big

CHAPTERS:

00:00 – Intro
02:06 – Growing Up in Chicago
04:00 – Pizza Flyers and Early Hustle
06:49 – College Pivot: Biology to Tech
11:15 – Sales at Sears: Real-World Education
13:42 – Getting into Freight
18:05 – When a Deal Fails, a Business Begins
20:37 – Building BWS Logistics from the Ground Up
23:56 – What Makes BWS Stand Out in 3PL
28:02 – Lessons in Leadership and Entrepreneurship
35:46 – Freight Market Insights and Advice

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Elizabeth Moscoso, A Second-Gen Freight Story

will@journeydelivers.com (Elizabeth Moscoso) — Thu, 4 Dec 2025 00:15:36 +0000

SUMMARY:

In this episode of Choppin' It Up, Will Jenkins interviews Elizabeth Moscoso, President of Moscoso Express, a trucking company specializing in air freight. Elizabeth shares her journey from childhood involvement in the family business to leading the second generation of the company. The conversation explores the evolution of the trucking industry, the importance of technology, and the challenges of leadership. Elizabeth emphasizes the significance of team retention, problem-solving, and building personal relationships in the business. She also offers valuable insights on maintaining quality customer service and the importance of believing in oneself.

TAKEAWAYS:

Moscoso Express started with humble beginnings and has evolved over 20 years.
Technology has significantly changed the logistics and air freight industry.
Building personal relationships is crucial in the trucking business.
Team retention is key to maintaining quality service.
Problem-solving is emphasized over strict adherence to SOPs.
Transparency within the team fosters a positive work culture.
Understanding cash flow is essential for business success.
Delegation is important for entrepreneurial growth.
The air freight niche requires attention to detail and adaptability.
Believing in oneself is fundamental to achieving entrepreneurial dreams.

CHAPTERS:

00:00 Introduction to the Journey
02:31 Overview of Moscoso Express
03:03 The Roots of Moscoso Express
06:20 Evolution of the Business
09:10 Air Freight and Technology
11:57 Staying Nimble in Business
14:33 Team Retention Strategies
17:53 Corporate Experience and Its Impact
21:12 Challenges in Leadership
24:01 Building Relationships in the Industry
27:25 Quality Support and Customer Service
28:28 Advice for the Younger Self

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Kevin McMaster, The Long Game In Freight

will@journeydelivers.com (Kevin McMaster) — Thu, 4 Dec 2025 00:09:56 +0000

SUMMARY:

In this episode of Choppin' It Up, host Will Jenkins sits down with Kevin McMaster, SVP of Sales and Operations at Flock Freight. Kevin shares his story of immigrating to the U.S. and building a standout career in freight, from his early days at Coyote to leading teams at Flock. He opens up about the challenges he faced, the mentors who shaped him, and the mindset that helped him grow into a top performer. Will and Kevin dig into the competitive nature of sales in logistics, the shift from individual contributor to leader, and what it takes to build and scale a freight organization. They also talk about the power of relationships, leadership lessons learned the hard way, and the books that helped shape their perspectives.

TAKEAWAYS:

Kevin immigrated to the U.S. at 13, an experience that helped build his resilience and independence.
He started his career in transportation in 2007 and quickly learned the value of hard work.
The competitive, high-performance culture at Coyote played a major role in shaping his career.
Mentorship was a key factor in Kevin’s growth—from carrier sales to leadership roles.
His time in Europe gave him an early sense of independence and problem-solving.
Struggles in school taught him grit and how to push through challenges.
Prioritizing customer service became a cornerstone of his sales approach.
Kevin’s competitive mindset was clear: “I wanted to emulate number one—and beat number one.”
He believes you need to do the job you want before you get the job you want.
Building strong, authentic relationships is essential in leadership.
Success comes from organizing and executing around what the business truly needs.
Some challenges—like the infamous "$10 books"—still persist in the freight world.
"If you go and book the volume, the money will come."
He was scared to leave Real Time Freight for Coyote, but believed in himself and took the leap.
Mistakes are part of the process: “It’s okay to not get it right.”
Flock’s success isn’t about one person—it’s about the team and the mission.
Belief in himself was a driving force throughout his career.

CHAPTERS:

00:00 Introduction to Kevin McMaster

02:53 Kevin's Early Life and Immigration Story

11:26 Educational Journey and Career Beginnings

14:09 Joining Coyote: The Early Days

18:59 Roles and Responsibilities at Coyote

25:25 Transitioning to Leadership and Career Growth

25:53 The Competitive Spirit: Emulating Success

26:43 Leadership Lessons from Coyote

32:57 Transitioning to Flock Freight

41:14 Building a New Organization: The Flock Experience

51:27 Key Takeaways and Influential Books Start your Journey at www.journeydelivers.com

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Rob Skelton, Drop the Ego Pick Up the Freight

will@journeydelivers.com (Rob Skelton) — Thu, 4 Dec 2025 00:06:33 +0000

SUMMARY:

Rob Skelton, CEO of Third Coast Logistics, shares his journey from the military to the freight industry. He discusses the challenges he faced while starting his business, the importance of leadership and team building, and how he navigated financial management during tough market cycles. Rob emphasizes the significance of building strong relationships in the freight industry and offers valuable advice for new brokerages. He also shares insights on personal development and the impact of mentorship on success.

TAKEAWAYS:

Rob's journey began with a passion for the freight business.
Starting Third Coast Logistics was a pivotal moment in his career.
Financial discipline is crucial for long-term success.
Building a strong company culture is essential for employee retention.
Mentorship can significantly impact business growth.
Understanding the unique nature of freight is key to success.
Hiring the right people is critical for a small business.
Rob emphasizes the importance of personal goals in employees.
Navigating market cycles requires strategic financial management.
Continuous learning and adaptation are vital in the logistics industry.

CHAPTERS:

00:00 Introduction to Rob Skelton and His Journey
02:56 Early Career and Military Background
06:02 Transition to Freight and Starting Third Coast Logistics
09:11 Challenges and Lessons Learned in Business
12:05 Leadership and Team Building in a Small Business
14:54 Financial Management and Navigating Market Cycles
17:52 The Unique Nature of Freight and Building Relationships
20:58 Advice for New Brokerages and Personal Development
23:57 Favorite Books and Closing Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Women's History Month #NoGatekeeping

will@journeydelivers.com (Erin Sweeney, Maya Quijada) — Thu, 4 Dec 2025 00:04:40 +0000

SUMMARY:

In this special Women's History Month edition, the conversation revolves around the importance of mentorship, the challenges women face in a male-dominated industry, and the leadership lessons learned throughout their careers. Erin Sweeney, Maya Quijada and Nicki Bottan share personal stories with Will Jenkins of how mentorship has shaped their professional journeys, the significance of advocating for one another, and the trends they hope to see in the freight industry. They celebrate the achievements of women leaders and discuss the unique experiences of working in a fast-paced startup environment, emphasizing the value of community and support among women in the workplace.

TAKEAWAYS:

Mentorship plays a crucial role in career development.
Women supporting women is essential in male-dominated industries.
Leadership requires vulnerability and the ability to ask for help.
Authenticity is key to personal and professional growth.
Advocacy is a powerful tool for empowering others.
Creating a supportive community enhances workplace dynamics.
Women in leadership positions can inspire future generations.
Embracing failure is part of the growth process.
Diversity in leadership leads to better business outcomes.
The journey of entrepreneurship is about the people you impact.

CHAPTERS:

00:00 Introduction to Women's History Month Special
01:33 The Impact of Mentorship on Career Growth
06:13 Navigating a Male-Dominated Industry
10:12 Leadership Lessons Learned
15:26 Trends and Changes for Women in Freight
18:38 Celebrating Women Leaders in Freight
22:45 Working in a Fast-Paced Startup Environment
27:43 Unexpected Gratifying Moments in Careers
31:44 The Importance of Advocacy in Mentorship
36:12 Closing Thoughts and Community Building

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

David Bell & Alfonso Quijano, CloneOps at Manifest 2025

will@journeydelivers.com (David Bell, Alfonso Quijano) — Thu, 4 Dec 2025 00:02:29 +0000

SUMMARY:

In this episode of Choppin' It Up, host Will Jenkins joins David Bell, CEO & Founder of CloneOps.ai, and Alfonso Quijano, CTO of Lean Solutions Group, to discuss their experiences in the logistics industry, focusing on the integration of AI and technology in business operations. They emphasize the importance of building relationships, understanding the logistics space, and the evolving nature of sales strategies. The conversation highlights the need for businesses to adapt to technological advancements while maintaining strong customer relationships and delivering value. Both guests share insights on their journeys, the challenges they faced, and their vision for the future of logistics and AI.

TAKEAWAYS:

Experience is everything in business.
Building relationships is key to success.
AI will transform logistics operations.
Customer acquisition costs can be reduced through partnerships.
Understanding the logistics space is crucial for tech companies.
Sales in logistics are becoming more sophisticated.
Long-term strategies are essential for business sustainability.
The speed of technology is accelerating rapidly.
AI will help businesses scale and manage attrition.
Fundamentals of business must not be overlooked in the AI era.

CHAPTERS:

00:00 Introduction to the Journey
01:05 Innovations in Logistics and AI
03:57 Building Relationships in Business
08:10 The Importance of Experience in Logistics
11:58 Customer Acquisition Strategies
15:51 The Evolution of Sales in Logistics
20:05 The Role of AI in Business
24:10 Long-Term Business Strategies
27:59 Final Thoughts and Recommendations

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

The Men of Journey, Black History Month Edition

will@journeydelivers.com (Will Jenkins) — Thu, 4 Dec 2025 00:00:24 +0000

SUMMARY:

In this special edition of Choppin' It Up for Black History Month 2025, host Will Jenkins is joined by Justin Turner and Calvin Blackmon to discuss their personal journeys, the importance of advocacy in professional spaces, and the ongoing challenges faced by professionals of color. They share insights on mentorship, the freight industry, and the impact of racism in today's society, emphasizing the need for community support and understanding. In this conversation, the speakers discuss the challenges they face as Black professionals in business, the importance of representation, and the legacy of their ancestors. They share personal experiences of dealing with racism and the impact it has on their motivation and drive. The discussion also delves into the complexities of parenting in a racially diverse world, emphasizing the need for open conversations about race with their children. Finally, they reflect on their achievements and the pride they take in their journeys as successful Black entrepreneurs and executives.

TAKEAWAYS:

Advocacy is crucial for career advancement.
Personal journeys often involve unexpected turns.
Excellence is required every day for professionals of color.
Mentorship differs from advocacy in its approach.
Community support can change career trajectories.
Racism still exists and impacts professional experiences.
Perception can influence opportunities in the workplace.
It's important to pay it forward for future generations.
Understanding challenges requires empathy and awareness.
Professional success often involves navigating biases.
Representation is crucial for advancement in business.
Racism can manifest in unexpected ways, even online.
The legacy of our ancestors fuels our motivation.
Parenting requires navigating difficult conversations about race.
Children need to understand their unique experiences in society.
It's important to control what you can control in life.
Success is often a result of perseverance and hard work.
Integrity and reputation are vital in professional spaces.
Embracing diversity enriches personal and professional environments.
Pride in achievements can inspire future generations.

CHAPTERS:

00:00 Introduction and Team Dynamics
01:42 Personal Journeys and Career Paths
09:29 The Importance of Advocacy in Professional Spaces
15:01 Understanding the Challenges Faced by Professionals of Color
23:11 The Ongoing Reality of Racism and Its Impact
24:50 Facing Racial Challenges in Business
28:20 The Legacy of Our Ancestors
29:47 Navigating Conversations About Race with Children
32:20 The Balancing Act of Parenting in a Diverse World
39:47 Pride in Achievements as Black Professionals

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Marcus Cooksey, DUKE.ai - Automated Freight Invoicing

will@journeydelivers.com (Marcus Cooksey) — Wed, 3 Dec 2025 23:57:48 +0000

SUMMARY:

In this episode of Choppin' It Up , Marcus Cooksey, CEO and founder of DUKE.ai, shares his journey with Will Jenkins from a challenging upbringing to becoming a successful entrepreneur. He discusses his early education, cultural influences, and the pivotal moments that shaped his career. Marcus reflects on his experiences at Texas Instruments, his entrepreneurial ventures in the trucking industry, and the development of DUKE.ai, which aims to revolutionize document processing through AI technology. The conversation highlights the importance of resilience, adaptability, and the drive to innovate in the face of challenges. In this conversation, Marcus Cooksey discusses the journey of DUKE.ai, a company focused on automating document processing in the freight industry. He shares insights on the challenges faced during the initial years, the impact of COVID-19, and the evolution of their product offerings, including the introduction of SLIM, a specialized AI for freight document processing. The discussion also covers real-world applications for carriers and factoring companies, emphasizing the importance of adaptability and innovation in the face of industry challenges.

TAKEAWAYS:

Education plays a crucial role in shaping career paths.
Entrepreneurship often stems from a desire for independence.
Financial management is key to sustaining a business.
Combining skills and technology can lead to innovative solutions.
Networking and relationships can open doors to opportunities.
Resilience is essential in overcoming business challenges.
Identifying market inefficiencies can lead to successful ventures.
Mentorship and influence can inspire future generations. The inception of DUKE.ai began with a vision in 2017.
Initial R&D focused on creating a web application for document processing.
The introduction of automated invoicing was a significant milestone.
DUKE.ai serves both carriers and factoring companies effectively.
Automation helps streamline back office processes for carriers.
The importance of adaptability in the freight industry was emphasized.
Advice for young entrepreneurs includes embracing the journey and starting early.

CHAPTERS:

00:00 Introduction and Background
02:53 Cultural Influences and Early Education
06:10 Career Beginnings and Early Projects
08:57 Transition to Texas Instruments and Key Projects
11:55 Entrepreneurial Journey and Trucking Business
15:00 Challenges in Business and Financial Management
17:56 Development of DUKE.ai and Future Aspirations
25:37 The Genesis of DUKE.ai
27:47 Building the Product: Challenges and Iterations
29:21 Navigating COVID-19: Adaptation and Growth
32:12 Expanding Use Cases: From Invoicing to Back Office Automation
34:12 Introducing SLIM: A New Era in Document Processing
38:22 Real-World Applications: Serving Carriers and Factoring Companies
40:16 Streamlining Processes: The Carrier's Journey
42:53 The Factoring Side: Automation and Fraud Prevention
47:25 Advice for Young Entrepreneurs: Embrace the Journey
49:50 Final Thoughts: The Future of DUKE.ai and Industry Insights

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Shannon Breen, From Finance to Freight: Building FreightVana

will@journeydelivers.com (Will Jenkins) — Wed, 3 Dec 2025 23:54:36 +0000

SUMMARY:

In this episode of Choppin' It Up, Will Jenkins interviews Shannon Breen, Co-CEO and Founder of FreightVana. They discuss Shannon's journey from growing up in Oregon to his career in finance and ultimately to the freight industry. Shannon shares insights on the importance of relationships in freight, lessons learned from his time in transportation, and the challenges faced during the mergers. He also talks about the founding of FreightVana and the vision behind creating a differentiated logistics brand. In this conversation, Will Jenkins shares the journey of building FreightVana, a unique freight brokerage that combines technology and equipment to create a differentiated experience in the logistics industry. He discusses the challenges faced in the first year, the importance of customer engagement, and the lessons learned as an entrepreneur. Jenkins emphasizes the significance of authenticity and fulfillment in the workplace, and he looks ahead to future growth and opportunities for the company.

TAKEAWAYS:

Shannon grew up in a competitive environment, influencing his entrepreneurial spirit.
His transition to freight was driven by a friend's opportunity at Knight Transportation.
Building relationships in freight is crucial for success.
Discipline learned at Knight Transportation has been vital in his entrepreneurial journey.
The merger with Swift provided valuable lessons in leadership and collaboration.
Shannon's experience in managing large teams helped him understand business scalability.
He emphasizes the importance of having the right people around to succeed at scale.
FreightVana was founded with a focus on creating a differentiated brand in logistics.
Shannon's past experiences shaped his vision for FreightVana.
The journey of building FreightVana is seen as a return to the 'league' of logistics. Building from the ground up allows for unique differentiation.
The first year of a startup is filled with uncertainty and challenges.
Customer engagement is crucial for growth and validation.
Authenticity in business fosters strong connections with clients.
Fulfillment in work is more important than financial success.
Embracing challenges is essential for entrepreneurial growth.
Team dynamics can shift, and it's important to celebrate individual successes.
Reflecting on milestones helps maintain motivation and perspective.
Investing in technology and equipment can unlock new opportunities.
The science of grit is vital for assessing potential and success.

CHAPTERS:

00:00 Introduction to the Journey
02:41 Background and Early Influences
04:53 Transitioning to Freight
07:07 Building Relationships in Freight
11:43 Lessons from Knight Transportation
14:07 Navigating the Merger
18:31 The Birth of FreightVana
25:10 Building FreightVana from the Ground Up
28:23 The First Year: Challenges and Triumphs
35:16 Turning Points and Customer Engagement
41:15 Lessons Learned as an Entrepreneur
45:30 Looking Ahead: Future Plans and Growth

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Special Edition: Journey Turns 1

will@journeydelivers.com (Erin Sweeney) — Wed, 3 Dec 2025 23:51:21 +0000

SUMMARY:

Will Jenkins and Erin Sweeney reflect on the first year of Journey, discussing their personal and professional journeys that led to the founding of the company. They explore the importance of mentorship, the evolution of their brand, the significance of training, and the key hires that have shaped their team. The conversation highlights their commitment to authenticity, diversity, and delivering high-quality services to their clients, while also expressing gratitude for the support they've received along the way.

TAKEAWAYS:

The journey of entrepreneurship often begins with personal connections.
Mentorship plays a crucial role in navigating career transitions.
Training and development are essential for success in sales.
Building a strong team is key to a company's growth.
Authenticity and creativity are vital in branding and marketing.
Diversity and inclusion should be prioritized in the workplace.
Continuous improvement and adaptation are necessary for success.
Gratitude for clients and team members fosters a positive work environment.
Setting high standards is essential for delivering quality services.
Reflecting on past experiences helps shape future goals.

CHAPTERS:

00:00 Celebrating One Year of Journey
03:14 The Foundational Stories Behind Journey
06:05 The Importance of Training and Mentorship
08:50 Building the Team: Key Hires and Their Impact
12:08 The Evolution of the Brand and Its Values
15:01 Looking Ahead: Future Plans and Growth
18:09 Gratitude and Reflections on the Journey

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Journey & Shipper CRM, Elevating Freight Sales with Tech

will@journeydelivers.com (Shipper CRM, Krystian Gebis) — Wed, 3 Dec 2025 23:49:10 +0000

SUMMARY:

In this special edition of Choppin' It Up, Will Jenkins interviews Krystian Gebis, CEO & Co-Founder of Shipper CRM and Co-Founder of FreightCaviar. They discuss Krystian's Journey from computer engineering to building self-driving trucks and eventually creating Shipper CRM. The conversation covers the evolution of Shipper CRM, its current state, and future aspirations, including the importance of customer feedback and the new investment from Will, and partnership with Journey's sales training offerings. They also delve into the significance of competitive drive in entrepreneurship and the value of training for sales teams. This is an episode you won't want to miss!

TAKEAWAYS:

- Krystian Gebis has a background in computer engineering and robotics.

- He built self-driving trucks before founding Shipper CRM.

- Shipper CRM started as a CRM for freight brokerage.

- The product evolved into a sales enablement platform.

- Customer feedback is crucial for product development.

- The importance of having a comprehensive database for shippers.

- Competitive drive is essential for entrepreneurs.

- Partnerships can enhance customer training and success.

- Investing in freight tech requires understanding the market.

- Continuous improvement is key to startup success.

CHAPTERS:

- 00:00 Introduction to Choppin' It Up Podcast

- 00:19 Krystian Gebis: Background and Journey

- 02:52 The Genesis of Shipper CRM

- 10:09 Current State of Shipper CRM

- 15:02 Evolution of Shipper CRM: From CRM to Sales Platform

- 19:58 Building a Comprehensive Database for Shippers

- 24:49 Future Aspirations for Shipper CRM

- 30:00 Learning from Customers and Building Relationships

- 34:48 The Importance of Competitive Drive in Entrepreneurship

- 40:01 Partnerships and Training Opportunities

- 42:56 Conclusion and Future Events

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Chadd Olesen, The Power of Automation: AVRL’s Impact on Logistics

will@journeydelivers.com (Chadd Olesen) — Wed, 3 Dec 2025 23:46:46 +0000

SUMMARY:

In this episode of Choppin' It Up, Will Jenkins interviews Chadd Olesen, CEO of AVRL, discussing his journey from a small-town upbringing to launching a successful voice technology company. Chadd shares insights on work ethic, the evolution of AVRL, and the importance of customer relationships and implementation in the tech industry. He emphasizes the need for innovation and collaboration in transportation technology, highlighting the challenges and successes faced along the way.

TAKEAWAYS:

Chadd has traveled to 72 countries, showcasing his adventurous spirit.
His upbringing on a family farm instilled a strong work ethic.
Education was not a primary focus for Chadd until later in life.
AVRL was launched in January 2017 after years of development.
The first customer for AVRL was BMW, marking a significant milestone.
AVRL automates around 25 million transactions a month for 3PLs.
Customer implementation is crucial for technology adoption and success.
Chadd believes in building trust within the transportation industry.
The future of AVRL includes becoming a market intelligence company.
Chadd values the friendships formed with customers through collaboration.

CHAPTERS:

00:00 Introduction to Chadd Olesen and AVRL
02:47 Chadd's Early Life and Work Ethic
06:03 Education and Early Career
08:53 The Birth of AVRL
12:04 Initial Success and Pivoting Strategies
15:14 Expanding into Transportation
18:02 Building Trust in the Industry
20:51 Innovating for Customer Success
23:50 Navigating Challenges and Growth
27:09 The Importance of Customer Implementation
29:48 Future of AVRL and Industry Insights
33:02 Personal Reflections and Closing Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Michael Horvath, Building Revenova: A Cloud-Based TMS

will@journeydelivers.com (Michael Horvath) — Wed, 3 Dec 2025 23:44:23 +0000

SUMMARY:

In this episode of Choppin' It Up, host Will Jenkins interviews Michael Horvath, Co-Founder and COO of Revenova. Mike shares his journey from a musician to a successful entrepreneur in the tech industry, detailing his experiences in various roles, the founding of Forseva, and the subsequent creation of Revenova. The conversation explores themes of innovation, collaboration, and the importance of maintaining a profitable business model while navigating the challenges of the tech landscape. In this conversation, Will Jenkins shares insights from his entrepreneurial journey, detailing the success of his companies, the impact of cloud technology, and the importance of customer engagement. He discusses the innovations in real-time rating and AI integration, the challenges faced during the early days of building a product, and the key lessons learned for startups. Jenkins emphasizes the need for hard work, ethical practices, and staying focused on customer needs as essential components for success in the tech industry.

TAKEAWAYS:

Music and software share a blend of structure and creativity.
Early career experiences shaped Mike's approach to tech.
Transitioning roles in tech provided valuable insights.
Founding Forceiva was a collaborative effort with strong mentorship.
The importance of a unique brand name in business.
Revenova aims to innovate rather than integrate.
Customer feedback is crucial in product development.
Maintaining profitability is key to sustainable growth.
Strong partnerships can drive business success.
Navigating the tech industry requires focus and discipline. Building a successful business requires a strong resale channel.
Cloud technology became crucial during the COVID-19 pandemic.
Real-time data access is a game changer in logistics.
Early customer collaboration is vital for product development.
Marketing should only begin once the product is ready.
Understanding customer needs is essential for product success.
Ethical practices are fundamental in business relationships.
Startups must be prepared for long hours and hard work.
Customer engagement drives product evolution and innovation.
Focus on your mission and listen to your customers.

CHAPTERS:

00:00 - Introduction to Mike Horvath and His Journey
02:09 - Early Life and Career Beginnings
04:31 - Transitioning Through Tech Roles
07:49 - Founding Forceiva and Its Success
10:41 - The Birth of Revenova
22:35 - Growth and Investment in Revenova
27:24 - The Journey of Building a Successful Business
30:10 - The Impact of Cloud Technology and COVID-19
33:01 - Innovations in Real-Time Rating and AI Integration
33:59 - Early Days: Building the Product and Gaining Customers
40:00 - Growth and Customer Engagement Strategies
47:01 - Key Lessons for Startups and Future Outlook

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Amado Cruz, National Truck Driver Appreciation Week Edition

will@journeydelivers.com (Amado Cruz) — Wed, 3 Dec 2025 23:40:34 +0000

SUMMARY:

In this episode of Chopping It Up, host Will Jenkins interviews Amado Cruz, CEO and Founder of Limitless Carriers. Amado shares his journey from being a truck driver to becoming a successful trucking company owner. He discusses the importance of understanding the trucking industry, the challenges faced by drivers, and the strategies he employed to grow his business. Amado emphasizes the significance of customer service, building relationships, and creating a positive company culture to retain drivers. He also shares his aspirations for the future and the lessons learned along the way.

TAKEWAYS:

Trucking is a vital industry, moving 73% of America's freight.
Amado got his CDL at 18, influenced by a neighbor's success.
Driving a truck comes with significant stress and responsibility.
Education and self-improvement are crucial for career growth.
Sales and customer service are key to business success.
Building a strong team is essential for scaling a business.
Understanding drivers' needs leads to better retention.
Creating a family-like culture improves employee satisfaction.
Flexibility and adaptability are important in business planning.
Future aspirations include growing the fleet to 100 trucks.

CHAPTERS:

00:00 - Introduction to Amado Cruz and Trucking Industry Insights
02:14 - Amado's Journey into Trucking: Early Years and Influences
06:14 - Experiences as a Driver: Lessons Learned on the Road
11:56 - Transitioning to Over-the-Road Driving and Gaining Knowledge
18:11 - Building a Trucking Business: From Driver to Owner
23:50 - Scaling Limitless Carriers: Growth and Challenges
29:51 - Sales Strategies and Customer Relationships in Trucking
35:58 - Driver Retention and Company Culture at Limitless Carriers
38:50 - Future Aspirations and Closing Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Steve Zambo, Growing Up In Freight

will@journeydelivers.com (Steve Zambo) — Wed, 3 Dec 2025 23:36:51 +0000

SUMMARY:

Steve Zambo, CEO and founder of AGL, shares his background and journey in the freight industry. He grew up in a logistics household and interned at a freight forwarding company before exploring other industries like marketing and telecom. Eventually, he decided to start his own company and moved to Los Angeles to open a branch for an IT recruiting organization. During this time, he learned the importance of effective communication and building relationships. He successfully grew the branch from zero to a million dollars in gross profit by selling to major companies like Disney and Paramount. Steve shares his experience of starting and growing AGL, a logistics company, and navigating challenges such as bankruptcies and the COVID-19 pandemic. He emphasizes the importance of founder-led sales and the need to continuously generate revenue to sustain and scale a business. Steve discusses the expansion of AGL's services, including domestic brokerage and customs brokerage, to provide a comprehensive supply chain solution for clients. He also highlights the value of building a strong team and fostering a collaborative and supportive work environment. Steve's future ambitions include scaling AGL and making a positive impact through charitable donations.

TAKEAWAYS:

Growing up in a logistics household shaped Steve's perspective and priorities in life.
Internships in different industries helped Steve gain valuable experience and insights.
Moving to a new city and starting a branch for an organization taught Steve the importance of effective communication and building relationships.
Steve's ability to adapt and learn quickly contributed to his success in growing the branch and selling to major companies. Founder-led sales are crucial for sustaining and growing a business
Continuous revenue generation is essential for business sustainability and scalability
Diversifying services can provide more value to clients and increase business opportunities
Building a strong team and fostering a collaborative work environment are key to success
Navigating challenges and learning from them is crucial for personal and professional growth
Future ambitions include scaling the business and making a positive impact through charitable donations

CHAPTERS

00:00 Introduction and Background
02:11 Early Life and Internship Experiences
08:05 Starting a Company and Opening a Branch
14:32 The Power of Effective Communication and Building Relationships
27:38 Starting and Growing AGL
33:04 The Value of Founder-Led Sales
38:16 Building a Strong Team
44:05 Navigating Challenges
49:07 Diversifying Services and Future Ambitions

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Kristy Knichel, Building Confidence as a CEO

will@journeydelivers.com (Kristy Knichel) — Wed, 3 Dec 2025 23:33:14 +0000

SUMMARY:

In this episode of Choppin' It Up, Will Jenkins interviews Kristy Knichel, President and CEO of Knichel Logistics. Kristy shares her career journey and the growth of her company from a two million dollar business to a hundred million dollar company. She discusses the importance of having a niche and being really good at a few modes and commodities. Kristy also emphasizes the significance of being engaged at the owner and executive level in the sales process. She talks about the challenges she faced in taking on a leadership role early on and the importance of learning every aspect of the business. In this conversation, the guest shares her journey of taking over her family's transportation business at a young age and the challenges she faced. She talks about the process of learning and gaining confidence in her role as a leader. The guest also emphasizes the importance of focusing on a niche market and building a strong team. She highlights her leadership style, which is open, transparent, and focused on taking care of her employees. Additionally, she discusses the importance of supporting and mentoring women entrepreneurs in the industry.

TAKEAWAYS:

Having a niche and being really good at a few modes and commodities can help a company stand out in a competitive market.
Being engaged at the owner and executive level in the sales process is crucial for business growth.
Taking on a leadership role early on can be challenging, but it is important to learn every aspect of the business.
Decisions made by leaders can have a significant impact on employees' lives, so it is important to make thoughtful and responsible decisions.
Taking over a family business at a young age comes with challenges and the need to prove oneself.
Learning and gaining confidence as a leader takes time and requires reaching out to others for guidance.
Focusing on a niche market and building a strong team are key to business growth and success.
Being an open, transparent, and supportive leader fosters a positive work environment and employee loyalty.
Supporting and mentoring women entrepreneurs is important for creating a more inclusive and diverse industry.

CHAPTERS:

00:00 Introduction
03:37 Early Life and Career Beginnings
04:02 Getting Involved in the Family Business
09:32 Scaling the Business
12:54 Expanding Services and Customer Base
16:12 The Importance of Sales Engagement
20:00 Challenges of Leadership
23:45 Making Difficult Decisions
24:42 Taking Over a Family Business
25:41 Learning and Gaining Confidence
29:23 Focusing on a Niche Market
36:22 Building a Strong Team and Leadership Style
42:25 Supporting Women Entrepreneurs

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Kary Jablonski, Lessons Learned as a Leader

will@journeydelivers.com (Kary Jablonski) — Wed, 3 Dec 2025 23:29:34 +0000

SUMMARY:

Kary Jablonski, CEO of Trucker Tools, shares her background and career journey in this conversation. She discusses her experience as a certified archery instructor, growing up in Boston with two brothers, and the impact of attending an all-girls summer camp. Kary talks about her college years at Georgetown, where she studied economics and government, and her time working at Deloitte as a consultant. She then shares her transition to Uber, where she worked in various roles, including launching and growing markets in the US and internationally. Kary emphasizes the importance of embracing uncertainty and having a global perspective. Kary Jablonski shares her career journey, from working as a consultant to becoming the CEO of Trucker Tools. She discusses the importance of learning from different experiences and challenges, and how they contribute to personal growth and resilience. Kary emphasizes the value of building strong relationships, being a supportive leader, and making decisions with confidence. She also shares her future ambitions, including helping others with career development and continuing to grow Trucker Tools.

TAKEAWAYS

Kary Jablonski was a certified archery instructor in another life and values the skills she learned, such as control, focus, and calmness.
Growing up in Boston with two brothers and attending an all-girls summer camp shaped her personality and ability to manage different personalities in group settings.
Kary studied economics and government at Georgetown and worked as a consultant at Deloitte, where she learned problem-solving and project management skills.
Kary joined Uber and had various roles, including launching and growing markets in the US and internationally, which taught her the importance of embracing uncertainty and having a global perspective.
Living abroad in Indonesia and Mexico City provided her with valuable experiences, including learning about different cultures, working with diverse teams, and gaining a deeper understanding of the world. Learning from different experiences and challenges contributes to personal growth and resilience.
Building strong relationships and being a supportive leader are key to success.
Confidence in decision-making is crucial for leadership.
Future ambitions include helping others with career development and continuing to grow the company.

CHAPTERS:

00:00 Introduction and Background
03:11 Growing Up in Boston and the Impact of an All-Girls Summer Camp
08:23 Studying Economics and Government at Georgetown
13:47 Lessons Learned as a Consultant at Deloitte
21:31 Embracing Uncertainty and Having a Global Perspective
25:55 Confidence in decision-making as a leader
35:35 Future ambitions: Helping others and growing the company
45:05 Trucker Tools' upcoming projects
49:19 How to reach Kary

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Morgan MacDermaid, Life On Your Own Terms

will@journeydelivers.com (Morgan MacDermaid) — Wed, 3 Dec 2025 23:26:40 +0000

SUMMARY:

Will Jenkins interviews Morgan MacDermaid, previously Sr. Recruiting Advisor at Journey. Morgan shares her career journey, which includes working at Disney World, backpacking around the world, and working odd jobs in different countries. She eventually found her way into the transportation industry and became a successful recruiter. Morgan discusses the importance of taking risks, learning from mistakes, and finding a balance between work and personal life. She also shares her dreams for the future, including travel plans and building a successful company with Journey.

TAKEAWAYS:

Taking risks and embracing new experiences can lead to unexpected career opportunities.
Learning from mistakes and being open to feedback are essential for personal and professional growth.
Finding a balance between work and personal life is crucial for overall well-being and happiness.
Having a supportive network and mentors can greatly impact one's career trajectory.
Dreaming big and setting goals can drive motivation and success.

CHAPTERS:

00:00 Introduction and Background
03:08 Morgan's Unconventional Career Journey
11:05 From Traveling the World to Working in Transportation
25:12 Challenges and Growth in the Recruiting Role
30:50 The Impact of Journey and Future Aspirations

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Sebastian Pedraza, Entrepreneurship, Ambition, & Automation

will@journeydelivers.com (Will Jenkins) — Wed, 3 Dec 2025 23:21:07 +0000

SUMMARY:

Sebastian Pedraza, Co-Founder and Chief Revenue officer of Oko, takes us on a journey through his career journey. From his formative years in Colombia, where his fascination with math & science took root, to his collegiate days balancing football & school, Sebastian shares how these experiences instilled in him crucial skills like discipline and time management.

Sebastian recounts his early career days through internships and sales roles, culminating in a pivotal position in chemical trading. He shares his achievements in spearheading a thriving division for chemical trading across Central and South America, later extending into water treatment solutions.

Sebastian introduces Oko, the brainchild he co-founded, dedicated to crafting sustainable and eco-friendly chemical solutions. Oko's flagship offering, stands as an ingenious automation tool tailored for drayage companies, brokerage firms, and 3PLs in the logistics sector. By streamlining data entry processes into transport management systems (TMS), it aims to revolutionize operational efficiency, liberating resources and driving organizational growth.

Originally conceived as a chemical exchange platform, Oko's founders pivoted towards addressing automation needs in logistics. Through strategic partnerships with TMS systems and a steadfast focus on customer acquisition, they have witnessed remarkable success in ushering in a new era of efficiency and innovation.

TAKEAWAYS:

Sebastian's passion for chemistry and math shaped his career path in the chemical trading industry.
Playing football in college taught Sebastian discipline and time management skills.
Sebastian's experience in sales and cold calling prepared him for success in the chemical trading industry.
He successfully built a division for trading chemicals in Central and South America and later expanded into the water treatment industry.
Sebastian co-founded Oko, a company that focuses on sustainable and environmentally friendly chemical solutions.
An automation tool that eliminates the need for manual data entry in the logistics industry
The founders pivoted from their original idea of a chemical exchange to focus on automation in the logistics sector
OCO sits in the user's email inbox, extracts information from PDF documents, and creates shipments in the TMS system
Partnerships with TMS systems and customer acquisition have been key to success

CHAPTERS:

00:00 Introduction and Fun Fact
02:13 Early Years and Introduction to Football
06:01 College Years and Focus on Math and Science
13:49 Career Path: Internships and Sales Roles
25:00 Expanding into Water Treatment
26:55 Introduction to Oko: Sustainable Chemical Solutions
27:25 The Problem of Manual Data Entry in Logistics
30:45 The Original Idea: A Chemical Exchange
35:02 Key Turning Points
39:08 The Personal and Professional Dynamic of the Founders
41:58 The Impact on Clients' Efficiency
44:39 The Unique Approach: Fully Backend Integration
47:27 Future Ambitions and Giving Back to the Community
50:17 Growth and Partnerships
53:27 Getting in Touch

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Joy Stephens, Finding Your Authentic Path to Success

will@journeydelivers.com (Will Jenkins) — Wed, 3 Dec 2025 23:16:51 +0000

SUMMARY:

Joy Stephens, Chief Consultant at New Heights Academic and Leadership Consulting, shares her career journey and the pivotal moments that led her to her current role. She discusses her early aspirations to be an actress, her background in engineering, and her transition into sales and leadership consulting. Joy emphasizes the importance of knowing oneself and being authentic in order to build trust and successful relationships. She also mentions upcoming events and her YouTube channel, 'A Moment of Joy,' where she shares insights on diversity and inclusion.

TAKEAWAYS:

Know who you are and be authentic in order to build trust and successful relationships.
Take the time to understand your own values and what truly matters to you.
Don't be afraid to take risks and make sacrifices to pursue your passion.
Seek opportunities for personal and professional growth, and be open to learning from others.
Invest in building a strong network and surround yourself with supportive and like-minded individuals.

CHAPTERS:

00:00 Introduction and Background
08:26 Transition to Sales and Leadership Consulting
23:15 Moving to Atlanta and Building a Network
29:18 Advice for Young Professionals

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

The Women of Journey, Women's History Month Edition

will@journeydelivers.com (Erin Sweeney, Maya Quijada) — Wed, 3 Dec 2025 23:16:16 +0000

SUMMARY:

Erin Sweeney, Maya Quijada, Nicki Childers and Morgan MacDermaid discuss their career journeys as women in & out of the transportation industry in honor of Women's History Month. They share their experiences of being the only woman in the room, facing stereotypes and objectification, and the challenges of being a woman in a male-dominated industry. They also talk about the importance of female leaders who have supported and empowered them, the need for transparency and allyship, and the triumphs they have achieved in their careers. The team emphasizes the importance of being true to oneself, taking risks, and creating opportunities for others.

TAKEAWAYS

Being a woman in a male-dominated industry can be challenging, with experiences of being the only woman in the room and facing stereotypes and objectification.
Having female leaders who support and empower women is crucial for success and growth in the industry.
Transparency and allyship are important in creating a supportive and inclusive work environment.
Triumphs in one's career can come from taking risks, being true to oneself, and creating opportunities for others.
It is important to challenge stereotypes, stand up for oneself, and demand equal treatment and respect in the workplace.

CHAPTERS

00:00 Introduction and Team Introductions
09:04 Setting Boundaries and Challenging Stereotypes
29:26 Triumphs in Career and Taking Risks
36:09 Being True to Yourself and Creating Opportunities

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Liz Wayne, Building a Successful Brokerage with Resilience & Adaptability

will@journeydelivers.com (Liz Wayne) — Wed, 3 Dec 2025 23:06:00 +0000

SUMMARY:

In this episode, Will Jenkins interviews Liz Wayne, Founder & CEO of Able Transport Solutions. Liz shares her career journey in the logistics industry, starting from her early days as a receptionist at a trucking company to eventually starting her own brokerage. She discusses the challenges and successes she faced along the way, including building a sales team and navigating organizational changes. Liz also highlights her involvement in the Women in Logistics Committee and upcoming events in the industry.

TAKEAWAYS:

Starting a career in logistics can happen by chance and lead to unexpected opportunities.
Building a successful business requires resilience, adaptability, and the ability to delegate.
Authenticity and core values are important in building a strong team and company culture.
Taking risks and not waiting for perfection are key to personal and professional growth.
Involvement in industry organizations and events can provide valuable networking and learning opportunities.

CHAPTERS:

00:00 Introduction and Background
03:02 Starting in Logistics
08:13 Joining a Startup
13:44 Starting Able Transport Solutions
21:25 Challenges and Lessons Learned
26:38 Organizational Changes
29:34 Growth and Team Expansion
31:57 Advice for Young Professionals
33:47 Favorite Book and Women in Logistics
35:38 Upcoming Events and Contact Information

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Germaine Harris & Walter Hughes, Black History Month Edition

will@journeydelivers.com (Germaine Harris, Walter Hughes) — Wed, 3 Dec 2025 23:01:37 +0000

TAKEAWAYS:

Representation on social media is important for black professionals to celebrate their success and inspire others.
Sponsorship is crucial for black professionals to advance in their careers and gain access to opportunities.
Sharing knowledge and helping others is a powerful way to create change and support the success of black individuals.
Education and self-advocacy are key for young black professionals to thrive in their careers.

CHAPTERS:

00:00 Introduction and Career Backgrounds
03:06 Impact and Representation in Corporate Settings
09:07 The Importance of Black History Month and Personal Influences
13:18 Navigating the Game and Creating Opportunities
22:19 The Importance of Representation on Social Media
23:16 Creating a Community of Successful Black Men
24:15 Challenges in the Private Wealth Space
25:43 The Importance of Sponsorship
26:43 The Difference Between Sponsorship and Mentorship
28:11 The Power of Sharing Knowledge and Helping Others
29:36 The Role of Tight-Knit Communities in Advancement
30:36 Advocating for Yourself and Focusing on Impact
32:05 Advice for Young Black Professionals
39:55 Legacy and Impact as Black Leaders

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Adrian Dodds, A Career In Sales & Transportation

will@journeydelivers.com (Adrian Dodds) — Wed, 3 Dec 2025 22:52:59 +0000

SUMMARY:

On this episode, Adrian Dodds shares his career journey in the supply chain industry. He discusses leaving Coyote for a new opportunity and the lessons he learned. Adrian emphasizes the importance of culture and leadership access, highlighting the value of working at Arrive Logistics. He also talks about his approach to sales and sales management, focusing on building confidence and making customers look good. Adrian shares his experience working at Amazon Freight and navigating a large corporate culture. Stay tuned until the end to hear his favorite books!

TAKEAWAYS:

The grass isn't always greener on the other side. It's important to consider the culture and leadership access when making career decisions.
Learning from a poorly run organization can provide valuable insights into what a good organization should be.
Building confidence and making customers look good are key aspects of successful sales and sales management.
Giving credit to the team and fostering their success is crucial for building a strong and motivated workforce.
Navigating a large corporate culture requires adaptability and learning how to sell through objections and resistance.

CHAPTERS:

00:00 Leaving Coyote for a New Opportunity
34:45 Learning from a Poorly Run Organization
35:36 Realizing the Importance of Culture and Leadership Access
36:10 Gaining Perspective and Learning from Mistakes
36:53 Connecting with Carrie Wainwright and Joining Arrive Logistics
38:19 Experiencing the Coyote Feel at Arrive Logistics
39:00 Contributing to Arrive's Growth and Success
40:10 Carving Out a Niche in Sales and Sales Management
41:12 Balancing Sales and Management Skills
43:14 Building Confidence and Making Customers Look Good
44:06 Giving Credit to the Team and Fostering Success
45:01 Working at Amazon Freight and Navigating a Large Corporate Culture
46:03 Selling to Various Types of Customers at Amazon Freight
47:18 Overcoming Objections and Selling Through Resistance
48:12 Favorite Books: Can't Hurt Me, Michael Crichton, To Sell Is Human

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Kevin Miles, Tackling The Complex Pricing Problem

will@journeydelivers.com (Kevin Miles) — Wed, 3 Dec 2025 22:49:17 +0000

SUMMARY:

Kevin Miles, co-founder and CEO of Eureka BI, shares his journey in the logistics industry and the development of his company. He discusses his background, education, and early experiences working at UPS and a retail grocery chain. Kevin explains the pain points in the bidding process for brokers and how Eureka BI aims to solve them. He highlights the importance of customer feedback and collaboration in product development. Kevin also emphasizes the significance of sales skills and personal development for entrepreneurs. He shares his future ambitions and recommends the book 'Challenger Sale' for understanding customer needs and positioning products effectively. In this episode, Will Jenkins interviews Kevin Myles, co-founder and CEO of Eureka BI, about the importance of data analytics in driving business growth. They discuss the challenges of implementing data analytics, the role of data analytics in decision making, and how to become a strategic advisor to clients.

TAKEAWAYS:

Data analytics is crucial for businesses to gain insights and make informed decisions.
Implementing data analytics can be challenging due to data quality issues, lack of expertise, and resistance to change.
Data analytics should be integrated into the decision-making process to drive business growth.
To become a strategic advisor, data analysts need to provide valuable insights and position themselves as trusted advisors.

CHAPTERS:

00:00 Introduction and Background
03:00 Early Experiences and Education
06:38 Working in the Logistics Industry
10:18 Starting Eureka BI
19:45 Challenges in Product Development
22:56 Building the Eureka BI Team
27:02 Customer Feedback and Product Improvement
29:39 Upcoming Product Release
32:51 Personal Development and Sales Skills
35:59 Future Ambitions
36:48 Favorite Book
05:12 The Importance of Data Analytics
15:40 Challenges in Implementing Data Analytics
25:18 The Role of Data Analytics in Decision Making
37:58 Becoming a Strategic Advisor

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Dan Solida, Building Trust & Rapport

will@journeydelivers.com (Dan Solida) — Thu, 20 Nov 2025 06:14:01 +0000

SUMMARY:

In this Sales Bites episode, Will Jenkins sits down with Dan Solida to talk about what really builds strong customer relationships. It is not scripts or canned lines. It is trust. It is rapport. It is the ability to connect with someone on a real level. Dan explains why personal connection is the foundation of every long-term business relationship. He shares the customers he still talks to years later and how simple conversations about life, sports, and everyday things created trust that outlasted any single deal. If you want to strengthen your customer relationships and build a book of business that lasts, this conversation is essential.

TAKEAWAYS:

You have to build relationships on a personal level.
The best customer relationships extend beyond the transaction.
Checking in through texts, calls, and quick chats keeps the relationship alive.
Talking about life and interests matters.
People want to work with people they like.
Rapport building is a real skill in business.
Trust is the foundation of every strong professional relationship.
Personal connection strengthens communication and long-term business outcomes.

CHAPTERS:

00:00 Introduction to Sales Bites and Guest Background
00:31 Active Listening and Emotional Intelligence in Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Robert Bain, Partnerships

will@journeydelivers.com (Robert Bain) — Thu, 13 Nov 2025 13:09:04 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins and guest Robert Bain discuss the critical role of partnerships in the logistics industry. They explore how effective partnerships can reduce customer acquisition costs, build trust, and enhance service delivery. The conversation emphasizes the importance of vetting potential partners and developing relationships that can lead to mutual success. They also introduce the 'Crawl, Walk, Run' approach to building partnerships, highlighting that not every partnership needs to be monetized, but should focus on long-term relationship building.

TAKEAWAYS:

Partnerships are essential for business success in logistics.
Finding the right partners enhances service delivery.
Customer acquisition costs can be reduced through partnerships.
Trust is a foundational element in the logistics industry.
Not every partnership needs to be monetized for it to be valuable.
Building everything for everyone is financially impossible.
Effective partnerships can lead to faster customer acquisition.
Vetting partners is crucial for successful collaborations.
The 'Crawl, Walk, Run' approach helps in developing partnerships.
Long-term relationship building is key to business growth.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Background
02:55 The Importance of Partnerships in Logistics
05:12 Customer Acquisition Costs and Trust in Partnerships
09:28 Vetting Partners and Building Relationships
13:59 Crawl, Walk, Run: Developing Partnerships

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Krystian Gebis, Mental Alignment

Thu, 30 Oct 2025 11:30:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Krystian Gebis to talk about mental alignment in sales and why mindset matters just as much as skill. They unpack how to stay consistent through rejection, build genuine customer relationships, and separate personal goals from customer needs. The conversation dives into the power of persistence in follow-ups, qualifying opportunities effectively, and creating long-term trust instead of chasing short-term wins. If you’ve ever struggled with staying motivated in sales or knowing when to push and when to pause, this episode breaks down practical strategies to stay mentally sharp, build trust, and win more deals by helping.

TAKEAWAYS:

Separate your needs from your customer’s needs.
Detaching from the outcome leads to stronger relationships.
Trust is the foundation of every great sale.
Consistent follow-ups are key to closing more deals.
Learn to qualify and disqualify opportunities early.
Focus on being helpful and valuable to your customers.
Forecasts fluctuate. Control your inputs, not the results.
Build rapport to understand true buyer intent.
Authenticity and transparency drive trust.
Sales success starts with the right mindset.

CHAPTERS:

00:00 Introduction
02:52 What Mental Alignment Means in Sales
05:52 Building Relationships and Trust
08:52 Qualifying and Disqualifying Opportunities
11:56 Why Persistence Pays Off
14:55 Balancing Sales Goals and Customer Needs

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Daniel Solida, Professional Persistence

will@journeydelivers.com (Daniel Solida) — Thu, 23 Oct 2025 12:30:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Daniel Solida to unpack what professional persistencereally looks like in sales.

They discuss why many reps give up too soon, how to stay consistent with outreach strategies, and the mindset needed to build long-term success in a sales organization. Daniel shares lessons from his own experience managing teams and improving customer engagement, including how to write relevant emails, stay organized, and follow up with purpose.

If you’re trying to strengthen your sales performance, sharpen your process, and stay positive through rejection, this episode gives you actionable tools to help you improve your communication, organization, and consistency.

You’ll learn how to:

Stay focused and persistent after rejection
Write short, relevant outreach messages that get replies
Structure your day for consistent outreach
Use CRM tools to organize your sales tasks
Strengthen customer engagement with follow-up strategies

TAKEAWAYS:

Professional persistence is crucial for sales success.
Most sales reps give up too soon after initial rejections.
Staying positive and focused is essential in sales.
Every outreach should have a clear purpose and ask.
Short, relevant emails yield better responses.
Organizational skills are key to managing sales tasks.
Set aside dedicated time for outreach every day.
Use CRM tools to track customer interactions effectively.
Research is vital for providing value in communications.
Effort is the most controllable factor in sales.

CHAPTERS:

00:00 – Introduction to Sales Bites and Guest Introduction
05:07 – The Importance of Professional Persistence in Sales
12:15 – Strategies for Effective Outreach and Communication
15:37 – Organizational Skills for Sales Success

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Michael Sternberg, Referrals

will@journeydelivers.com (Michael Sternberg) — Thu, 9 Oct 2025 12:30:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Michael Sternberg, Director of Sales at 3PL Systems, to unpack the power of referrals in driving real sales growth. They explore how trust and consistency turn customers into your strongest advocates, why incentives matter, and how to earn the right to ask for referrals. Michael shares proven referral strategies from his experience in sales and logistics, highlighting why your most loyal customers often make the best salespeople. From networking and business development to building long-term trust, this episode delivers actionable insights for anyone in sales, freight brokerage, or 3PL looking to grow faster through authentic customer relationships.

🎧 Available on YouTube, Apple Podcasts, and Spotify.

TAKEAWAYS:

Referrals close faster and more consistently than cold leads.
You must earn the right to ask for referrals.
Trust fuels every great referral.
Incentives can help motivate customers to share your brand.
Consistency creates credibility and repeat business.
Your happiest customers are your best sales reps.
Networking within your industry can open new doors.
Trust is easy to lose, protect it.
Always ask new customers for referrals.
Good service creates good karma, and more business.

CHAPTERS:

00:00 — Introduction to Sales and Referrals

02:23 — Why Referrals Drive Stronger Sales Growth

06:10 — How to Build Trust That Converts

10:20 — Incentivizing Referrals and Rewarding Customers

13:32 — The Karma of Sales and Final Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Krystian Gebis, The Art of Email Communication

will@journeydelivers.com (Krystian Gebis, Shipper CRM, FreightCaviar) — Thu, 2 Oct 2025 05:05:29 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Krystian Gebis, Co-Founder of FreightCaviar and CEO of ShipperCRM, to unpack the art of writing sales emails that actually get responses. They discuss why most emails go unread, how brevity and personalization change the game, and why authenticity always beats fluff. Krystian shares tactics on crafting short, impactful outreach, the role of open-ended questions, and how to use social proof to build credibility. This episode is packed with actionable strategies for sales reps looking to boost engagement and close more deals.

TAKEAWAYS:

Most people don’t like emails, keep them short and valuable.
Open-ended questions drive conversation and responses.
Personalization increases engagement rates.
Authenticity builds trust in sales communication.
Social proof strengthens credibility.
Tailor emails to the recipient, not yourself.
Avoid self-boasting—show proof instead.
Provide clear value in every message.
Focus on solving the customer’s problems.

CHAPTERS:

00:00 – Introduction: Sales backgrounds and context

02:53 – The art of writing effective sales emails

05:44 – Why shorter, direct emails perform better

08:46 – Personalization and relevance in outreach

11:50 – Building credibility through authenticity

14:56 – Key takeaways and closing thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Kyle Richards, Difference Between Brokerage & Freight Tech Sales

will@journeydelivers.com (Kyle Richards, CloneOps) — Thu, 25 Sep 2025 12:30:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what drives success in freight tech sales. From moving out of brokerage and into tech, to navigating enterprise buying groups, Kyle shares firsthand insights on the sales process, adoption, and relationship building.

They also break down how AI in logistics is shaping the future of sales, why implementation and adoption make or break deals, and what sales leaders should focus on to build trust and deliver results.

If you’re in freight, logistics, or sales leadership, this episode of Sales Bites is packed with strategies you can apply today.

TAKEAWAYS:

Kyle Richards’ path from brokerage to freight tech sales.
How CloneOps powers logistics teams with an AI-driven communication platform.
Why relationship building is critical in sales.
The role of AI in logistics and how it enhances sales efficiency.
Key differences between selling freight tech vs. traditional brokerage.
Best practices for implementation and adoption of new tech.
Navigating enterprise buying groups in sales deals.
Using customer feedback to drive product development.
Why a phased approach works best for implementation.
Sales leadership lessons: managing expectations and building trust.

CHAPTERS:

00:00 – Intro to Sales Bites with Will Jenkins & Kyle Richards of CloneOps

03:01 – Kyle Richards’ sales career: from logistics to freight tech

05:55 – What is CloneOps? Inside their customizable AI communication platform

09:01 – Sales strategies: Brokerage vs. Freight Tech

11:42 – Relationship building in freight sales

14:49 – Implementation & adoption: Keys to freight tech success

17:40 – Navigating the enterprise buying group in sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Gabe Riberio, Building Real Relationships In A World Filled with AI

will@journeydelivers.com (Gabe Riberio, Hey Bubba) — Thu, 18 Sep 2025 12:30:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins sits down with Gabe Ribeiro to discuss why authentic relationships remain the foundation of successful sales, even in an age dominated by AI and automation. They share proven sales strategies that combine technology with genuine human interaction, focusing on active listening, authenticity, and personal development. From subtle relationship cues to avoiding shortcuts that feel inauthentic, this conversation explores how sales professionals can use AI to streamline tasks while keeping relationships at the center.

TAKEAWAYS:

Why real human connection is your competitive advantage in sales
How to balance AI and automation with authenticity
Sales strategies focused on long-term trust over short-term gains
The role of active listening in building credibility and networking
How past experiences can shape stronger future interactions

CHAPTERS:

00:00 – Introduction to Sales Bites and Guest Introduction
02:53 – The Importance of Authentic Relationships in Sales
05:41 – Navigating AI in Sales: Balancing Technology and Human Connection
09:01 – Building Relationships: The Human Element in Sales
11:53 – Learning from Experience: The Role of Past Interactions
14:46 – Final Thoughts on Relationships and Sales Strategies

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Michael Sternberg, Pipeline Management

will@journeydelivers.com (Will Jenkins) — Thu, 11 Sep 2025 09:20:43 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins and guest Michael Sternberg discuss the intricacies of pipeline management in sales. They explore the importance of understanding where prospects are in the sales funnel, the need for creating value, and the significance of building relationships. The conversation delves into strategies for moving prospects through the funnel, the role of internal events in driving sales, and the importance of effective communication throughout the sales process. The episode concludes with insights on how to close deals effectively by focusing on the sales process rather than just the act of closing.

TAKEAWAYS:

Pipeline management is crucial for sales success.
Understanding where prospects are in the funnel is key.
Creating value is essential for moving prospects forward.
Inciting events can drive sales opportunities.
Building relationships is vital for closing deals.
Co-designing solutions can help in large deals.
Closing is a result of a well-executed process.
Communication cadence should vary by funnel stage.
Bottom of funnel issues often stem from earlier stages.
Sales reps must adapt to the communication style of prospects.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Background
02:52 Understanding Pipeline Management
05:56 Creating Value and Identifying Inciting Events
08:52 Building Relationships and Co-Designing Solutions
11:51 Closing Deals: The Importance of Process
15:04 Communication Cadence in Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Kyle Richards, Selling At A Start-Up

will@journeydelivers.com (CloneOps, Kyle Richards) — Thu, 28 Aug 2025 12:00:00 +0000

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 scratch. They break down how sales pitches evolve alongside the product and market, what to focus on to actually drive revenue, and how to maintain work-life balance in the chaos of startup life.

TAKEAWAYS:

Sales drives survival and growth, especially in startups.
Prioritize revenue-generating activities over busy work.
Building sales from scratch requires adaptability.
Team dynamics and accountability shape success—avoid the blame game.
Sales pitches evolve as the product and market change.
Startup culture is chaotic but rewarding.
Balance is essential to avoid burnout.
A strong leadership team sets the tone.

CHAPTERS:

00:00 – Introduction to Sales Bites and Guest Background

03:01 – Kyle's Journey in Sales and CloneOps

05:55 – Understanding CloneOps and Its Market Position

08:59 – Selling at a Startup vs. Established Organizations

11:59 – The Evolution of Sales Pitches

14:55 – Adapting to Startup Chaos and Team Dynamics

18:01 – Work-Life Balance in Startup Culture

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Gabe Ribeiro, Pivoting with Go-To-Market Trends

will@journeydelivers.com (Gabe Ribeiro, Hey Bubba) — Thu, 21 Aug 2025 12:00:00 +0000

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 competitive.

The conversation digs into why buyers are more educated than ever, how to leverage data for smarter decisions, and why personal relationships and referrals are still unmatched for driving revenue.

If you’re in sales, partnerships, or marketing and looking for ways to adapt your strategy to today’s environment, this episode is packed with insights.

TAKEAWAYS:

Sales, marketing, and partnerships must operate as one team.
Funnels are evolving into flywheels that fuel growth.
Partnership selling drives long-term revenue generation.
Understanding personas behind accounts is essential.
Today’s buyers have more knowledge and data at their fingertips.
Change management is one of the hardest parts of modern sales.
Referrals from satisfied customers remain a growth engine.
Data-driven insights sharpen go-to-market strategies.
Personal relationships and unique differentiators give teams an edge.
Sales professionals must adapt or risk falling behind.

CHAPTERS:

00:00 – Introduction to Sales Bites and Guest Background
02:26 – Evolving Sales Trends and Go-to-Market Strategies
07:37 – The Importance of Relationship and Partnership Selling
11:39 – Navigating Change Management in Sales
14:38 – Key Takeaways and Closing Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Michael Sternberg, Cold Calling

will@journeydelivers.com (3PL Systems, Michael Sternberg) — Thu, 14 Aug 2025 05:46:02 +0000

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. Michael emphasizes that cold calling is not just about making sales but about learning and understanding potential clients, and he shares valuable insights for both new and experienced sales professionals.

TAKEAWAYS:

Cold calling is about learning something new about your ICP.
It's important to manage your pipeline effectively through cold calling.
Fear in cold calling is often self-imposed and can be overcome.
Researching your prospects before calling can lead to more meaningful conversations.
Time management is crucial; block out time specifically for cold calling.
Consistency in cold calling builds a habit and improves skills over time.
Sales reps should not take rejection personally; it's part of the process.
Understanding your ideal customer profile (ICP) is essential for effective cold calling.
Cold calling should be approached as a conversation, not a script.
Practice and repetition are key to becoming proficient in cold calling.

CHAPTERS:

00:00 Introduction to Sales and Cold Calling
02:42 Understanding Cold Calling: Purpose and Strategy
05:31 Overcoming Fear in Cold Calling
08:21 Research and Preparation for Cold Calls
10:55 Time Management and Consistency in Cold Calling
13:54 Final Thoughts and Key Takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Kyle Richards, Selling to Execs

will@journeydelivers.com (Kyle Richards, CloneOps) — Thu, 7 Aug 2025 12:30:00 +0000

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 trust with C-suite buyers, this conversation is packed with real-world insight on how to improve your sales process and win deals at the highest level.

TAKEAWAYS:

Executive selling techniques that work
Building real, long-term relationships
Navigating buying committees and internal politics
The power of transparency in the sales process
Why under-promising and over-delivering matters
Multi-channel follow-ups and in-person value
Kyle’s personal sales lessons from CloneOps and beyond

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Background
02:53 Kyle Richards' Sales Journey and CloneOps Overview
05:36 The Importance of Building Relationships in Sales
08:37 Navigating the Sales Process with Executives
11:08 Understanding the Buying Committee
14:17 Transparency and Patience in Sales
16:59 Final Thoughts on Effective Selling Strategies

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Vincent Lamia, Networking & Conferences

will@journeydelivers.com (Vincent Lamia) — Thu, 31 Jul 2025 12:00:00 +0000

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 logistics or leading sales for a growing company, this conversation is packed with value for anyone attending conferences to grow their business.

TAKEAWAYS:

Networking is a cornerstone of effective sales.
Conferences are costly, secure at least one deal to make it worth it.
Building real friendships can unlock business opportunities.
Don’t pitch, connect. Lead with curiosity, not your deck.
Flexibility is your superpower at events.
Rejection is expected. Keep going.
Patience pays off in relationship-driven sales.
Unique business cards can help you stand out.
Collaborate with sales teams to uncover logistics pain points.
Focus on long-term partnerships over one-off wins.

CHAPTERS:

00:00 - Introduction to Sales and Networking
02:47- Strategies for Successful Networking at Conferences
05:40 - Building Genuine Relationships in Sales
08:32 - The Importance of Patience in Sales
11:32 - Planning and Flexibility for Conference Success
14:10 - Leveraging Relationships with Sales Teams

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Gabe Ribeiro, We're Talking About Practice

will@journeydelivers.com (Hey Bubba) — Thu, 17 Jul 2025 05:24:58 +0000

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 approach to coaching teams, handling objections, and building long-term client relationships. Whether you're running sales for a growing brokerage or mentoring new reps, this one is packed with real takeaways you can bring to your team today.

TAKEAWAYS:

Practice is essential for improving sales skills
Role playing provides a safe space to get better
Finding your own voice takes repetition
Sales training should be built into the culture
Active listening builds trust with clients
Objection handling starts before the objection
Peer feedback accelerates growth
Visualization preps you to perform under pressure
Sales isn’t solo. it’s a team game

CHAPTERS:

00:00 – Intro to Gabe Ribeiro and Hey Bubba
02:19 – Why Practice Matters in Sales
04:59 – Role Playing: What It Looks Like and Why It Works
07:58 – Finding Your Voice and Handling Pushback
10:51 – Building a Culture of Daily Training
14:04 – Listening Skills and Long-Term Relationships

SPONSORED BY:

‪@RevenovaTMS‬

Learn more at https://revenova.com/

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Jordan Reber, Organization Skills & Discipline

will@journeydelivers.com (Jordan Reber) — Thu, 10 Jul 2025 06:08:02 +0000

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 organization and accountability, emphasizing that every day should be approached with a 'day one' mentality. The conversation wraps up with key takeaways on the necessity of follow-up and maintaining customer relationships.

TAKEAWAYS:

Most good salespeople are not organized.
Being organized can make you more efficient.
Make customers feel like their priority number one.
Sales day starts the night before.
Discipline separates the best sales professionals.
Every day is day one; come in ready to work.
Have a plan to avoid winging it.
Follow up even if you don't have an update.
Use your support system to stay on track.
Accountability is key to success in sales.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Background
03:01 The Importance of Organizational Skills in Sales
06:08 Strategies for Individual Contributors to Stay Organized
09:33 Leadership and Organizational Discipline
10:59 The Role of Discipline in Sales Success
13:46 Recap and Key Takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Vincent Lamia, Selling Within Your Niche

will@journeydelivers.com (Will Jenkins) — Thu, 3 Jul 2025 12:00:00 +0000

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 advantages of focusing on challenging freight, and the long-term commitment required to become an expert in a niche. The conversation highlights the value of case studies and recommendations in the sales process, as well as the importance of persistence and dedication in achieving success in sales.

TAKEAWAYS:

Niche selling allows for deeper understanding of client needs.
Building credibility is essential for successful sales.
Focusing on challenging freight can lead to less competition.
Long-term commitment to a niche is crucial for growth.
Case studies and recommendations enhance credibility.
Expertise in a niche elevates sales conversations.
Networking within a niche can open new opportunities.
Understanding industry-specific lingo is vital for rapport.
Persistence is key in mastering a niche.
Video testimonials can significantly impact credibility.

CHAPTERS:

00:00 Introduction to Sales and Guest Background
02:36 The Importance of Niche Selling
05:33 Building Credibility in Sales
08:22 Finding and Mastering Your Niche
11:13 Long-Term Commitment to Niche Expertise
13:50 Conclusion and Key Takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Justin Reber, What Sets You Apart From Others

will@journeydelivers.com (Jordan Reber, ARL Network) — Thu, 26 Jun 2025 10:04:32 +0000

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 reputation, and why integrity is everything in freight sales.

TAKEAWAYS:

Why clearly stating what you don’t offer helps build trust with freight customers
How long-term customer relationships drive sustainable sales growth
The role of audience understanding in high-conversion freight sales strategies
Why persistence and active listening matter when training new freight brokers
How to protect your sales reputation, because integrity is easy to lose and hard to rebuild
Ways to differentiate your freight services in a competitive logistics market
How collaboration with experienced sales reps improves team performance
Why customer-first positioning wins more freight contracts
The impact of transparency on building loyalty in freight sales
How consistent communication helps reinforce your brand’s reputation

CHAPTERS:

00:00 – Introduction to Sales Bites and Jordan Reber’s background

02:48 – What differentiation really means in freight sales

05:31 – How to tailor your pitch for different freight audiences

08:48 – Strategies for training new sales reps in logistics

11:31 – Why reputation and integrity matter in freight brokerage

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Vincent Lamia, Building Warm Lead Funnels

will@journeydelivers.com (Vincent Lamia, Pinnacle Logistics) — Thu, 12 Jun 2025 11:00:00 +0000

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 operations to maximize efficiency and effectiveness in sales. The conversation emphasizes the value of referrals over cold calling and the need for active management of referral programs to ensure success.

TAKEAWAYS:

Cold calling alternatives work, referral-based sales delivers stronger results.
Referrals outperform cold leads by a wide margin in B2B sales.
A strategic referral program became the core of lead generation.
The system now drives 1 to 10 warm inbound leads every day.
Scaling sales doesn’t require more reps, it requires more referral partners.
Inbound lead generation replaced outdated outbound tactics.
The sales role shifted from chasing leads to closing them.
Consistent management is essential for referral program success.
The playbook: start small, perfect the process, then scale up.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Introduction

03:00 Vincent's Sales Journey and Background 06:05 Building Warm Lead Funnels

08:55 Referral Program Strategy

12:01 Managing Inbound Leads and Daily Operations

15:04 Key Takeaways and Final Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Jordan Reber, Building Relationships

will@journeydelivers.com (Jordan Reber, ARL Network, ARL) — Thu, 5 Jun 2025 12:30:00 +0000

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 others miss. Whether you’re new to sales or looking to sharpen your edge, this episode delivers practical, real-world insights you can use right away.

TAKEAWAYS:

Sales is a long game, quick wins don’t build real trust.
Curiosity opens doors that pushy tactics can’t.
The best reps provide value without expecting anything in return.
Small wins matter, celebrate them to stay motivated.
Patience isn't optional; it's a sales skill.
Networking isn’t just about who you know, it’s about staying top of mind.
Know your industry inside and out, it builds instant credibility.
Strong relationships require ongoing attention, not one-time effort.
Selfless reps win more in the long run.
Redefine success: it’s not just the close, it’s the connection.

CHAPTERS:

00:00 – Introduction to Sales and Relationships Will and Jordan set the stage: why relationships are the backbone of sales success

03:00 – Building Relationships in Sales The mindset shift from transactional to relationship-driven selling.

06:11 – The Long Game in Sales Why patience pays off, and how to stay consistent when results take time.

09:01 – Nurturing Long-Term Relationships Tactics for keeping connections strong after the first deal is done.

12:13 – Expertise and Networking in Sales How industry knowledge and smart networking create compounding returns.

14:49 – Final Thoughts on Relationship Building Jordan’s closing advice for sales pros who want to win the right way.

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Lars Ward, AI Impact

will@journeydelivers.com (Lars Ward, Transflo) — Thu, 29 May 2025 06:51:52 +0000

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 works now.

TAKEAWAYS:

AI is changing the game, but not how most people think.
Automate the boring stuff: repetitive, low-impact tasks.
Know what today’s tech can do, not just what it promises.
The future’s unclear, but automation is a must now.
Focus on outcomes, not features.
Smart tech makes perfect inventory and planning possible.
Manual work is draining your team and your margins.
Actionable results keep customers coming back.
AI chatter is loud, look for what cuts through.
Measure tech by what it does today, not someday.

CHAPTERS:

00:00 – Meet the Guest: Lars Ward and the Sales Bites kickoff
03:31 – Cutting Through the Hype: AI’s real impact on logistics
10:55 – Automate Smarter: How to boost efficiency with the right tools
14:11 – What’s Next: The future of AI, and final takeaways

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Mike Beckwith, Setting the Tone for the Day

will@journeydelivers.com (Will Jenkins) — Thu, 15 May 2025 12:00:00 +0000

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 edge, this one’s full of practical advice that sticks.

TAKEAWAYS:

He didn’t plan on logistics, but it worked out.
Mindset matters, especially when cold calling.
One good call in the morning can flip your whole day.
The 3 C’s: confidence, clarity, and consciousness.
It’s not about how many calls, it’s about how good they are.
Do your homework. Know the customer’s business.
Real sales come from real relationships.
Be yourself. People can tell when you’re not.
New reps: ask the question. Don’t hold back.
You’re not just selling freight, you’re selling you.

CHAPTERS:

00:00 – Intro to Sales Bites + Meet Mike Beckwith

03:02 – How Mike Accidentally Got Into Freight

06:04 – Why Your First Call of the Day Matters

09:10 – Mindset + Prep: A New Rep’s Cheat Code

12:10 – Sales That Stick: Building Trust + Being Real

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Justin Turner, Good leads vs. Bad Leads

will@journeydelivers.com (Justin Turner) — Thu, 8 May 2025 12:00:00 +0000

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 potential, when to step away from low-value accounts, and what it really takes to improve your sales performance. If you’re looking to close more deals and stop wasting time on bad leads, this episode is a must.

TAKEAWAYS:

Great salespeople know how to spot a good lead early, and when to walk from a bad one.
Locking in the right buyer persona from the start saves time, budget, and energy.
For SMB reps, long sales cycles aren’t always worth the squeeze.
Real relationships come from solving real problems, not just pitching products.
Winning deals takes strong internal alignment between sales, ops, and leadership.
Low engagement? Low response? Probably not worth chasing.
Know when it’s a personality clash, not a pipeline problem.
Time is your most valuable resource, spend it on accounts that show real return.
Great client relationships work both ways: honest feedback, shared goals, real trust.
Long-term sales success is built on partnerships, not one-off transactions.

CHAPTERS:

00:00 – Welcome to Sales Bites: Quick, sharp sales advice that actually helps you close.

00:58 – Good Leads vs. Time-Wasters: How to tell if a lead is worth your time—and why most reps wait too long to walk.

04:08 – Find the Right Buyer Fast: Tips for identifying the decision-maker early and avoiding dead-end convos.

06:57 – Build Relationships That Last: Why solving real problems beats a slick pitch every time.

10:12 – Know Your Customer’s Potential: What signals to look for—and when to stop forcing a fit.

14:01 – Get Your Team in the Game: The role internal alignment plays in closing bigger, better deals.

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Madison Santo, EQ & Sales Skills

will@journeydelivers.com (Madison Santo, AVRL) — Thu, 1 May 2025 12:00:00 +0000

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 professionals.

TAKEAWAYS:

Exhibiting emotional intelligence is crucial for sales success.
Salespeople should not compromise their processes for prospects.
Transparency in communication builds trust with prospects.
Change management is a significant challenge in tech sales.
Understanding your buyer's perspective is essential for effective selling.
Sales is a give-and-take process; both parties must engage.
Protecting your time is as important as protecting the prospect's time.
Sales professionals should be straightforward about their capabilities.
Career transitions in sales require understanding new buyer personas.
Emotional intelligence can help navigate complex sales situations.

CHAPTERS:

00:00 Introduction to Sales Bytes
03:02 The Journey of Madison Santo
05:53 Emotional Intelligence in Sales
09:01 Transparency and Honesty in Sales
11:46 Navigating Career Transitions in Sales
14:56 Understanding Your Buyer
17:58 Key Takeaways and Conclusion

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Lars Ward, Gap On Ops and Sales

will@journeydelivers.com (Transflo, Lars Ward) — Thu, 17 Apr 2025 13:48:16 +0000

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 business excellence. The conversation emphasizes that bridging the gap between sales and operations is essential for long-term success in logistics.

TAKEAWAYS:

You can't sell something you don't understand.
Salespeople need to think like operators.
Fostering a culture of collaboration is essential.
Empathy is key in sales and operations.
Accountability is crucial for growth.
Understanding operations enhances sales effectiveness.
Sales and operations should share a common goal.
Proactive communication is vital in logistics.
Individual accountability drives organizational success.
Bridging the gap requires effort from both sides.

CHAPTERS:

00:00 Introduction to Sales Bites and Guest Introduction
03:30 The Importance of Understanding Operations in Sales
08:00 Bridging the Gap Between Sales and Operations
10:38 Fostering a Culture of Collaboration and Accountability
15:21 Key Takeaways and Conclusion

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Mike Beckwith, Sell Solutions Not Service

will@journeydelivers.com (Mike Beckwith) — Thu, 10 Apr 2025 11:00:00 +0000

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 on how to create value for customers and the significance of long-term partnerships in sales.

TAKEAWAYS:

Authenticity is key in sales interactions.
Sales is about listening, not just talking.
Consultative selling focuses on creating value, not just pitching services.
Asking open-ended questions leads to deeper conversations.
Building rapport is essential for trust in sales.
Sales strategies should adapt to the unique challenges of the freight industry.
Long-term relationships are more valuable than one-off transactions.
Understanding the customer's pain points is crucial for effective selling.
Sales reps should position themselves as partners, not just service providers.
Effective sales require ongoing learning and adaptation.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Background
05:23 Transitioning from Pitching to Consultative Selling
12:18 The Art of Asking Consultative Questions
18:57 Building Long-Term Partnerships in Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Justin Turner, Sales Day to Day

will@journeydelivers.com (Justin Turner) — Thu, 3 Apr 2025 12:00:00 +0000

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 effectively and the value of finding one's unique voice in sales. Throughout the discussion, practical tips and insights are shared to help sales professionals enhance their performance and build meaningful relationships with clients.

TAKEAWAYS:

Preparation is key to success in sales.
Sales reps should avoid winging it and have a plan.
Pre-call planning can significantly improve cold call success.
Finding commonality with leads can ease anxiety during calls.
Active customer engagement is crucial for sales growth.
Salespeople should prioritize their active clients.
Understanding customer sentiment is vital for maintaining relationships.
Proactive planning helps prevent potential issues with clients.
Sales reps should work in focused sprints rather than long hours of calling.
Finding and embracing your unique sales voice is essential.

CHAPTERS:

00:00 Introduction to Sales Bytes
01:50 The Importance of Preparation in Sales
06:02 Effective Cold Calling Strategies
08:01 Planning Your Day as a Sales Rep
12:05 Understanding Customer Relationships
14:49 Finding Your Unique Sales Voice

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Will Hopkins, Selling Open Deck Freight

will@journeydelivers.com (Will Hopkins, BlackBox Logistics, Revenova) — Thu, 20 Mar 2025 07:33:39 +0000

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 resources for learning about open deck freight. He emphasizes the need for new reps to embrace challenges and learn from their experiences in this specialized field.

TAKEAWAYS:

Understanding accessorials is crucial for open deck sales.
Knowledge of dimensions and specifics is essential.
Creative solutions can win business in open deck freight.
Vetting carrier partners is vital for success.
Look for less competitive leads in specialized markets.
Open deck drivers often have more hands-on experience.
Utilize the internet for learning resources.
Critical thinking is key in open deck freight.
Embrace challenges and learn from mistakes.
There's significant opportunity in the open-deck market.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Introduction
01:57 Journey into Open Deck Freight
02:45 Understanding Open Deck Sales Basics
06:08 Creative Approaches to Open Deck Opportunities
09:22 Vetting Carrier Partners in Open Deck Freight
10:55 Learning Resources for Open Deck Freight
12:13 Advice for New Reps in Open Deck Freight

SPONSOR:

This episode is brought to you by @RevenovaTMS !

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Lars Ward, Freight Sales in 2025

will@journeydelivers.com (Lars Ward, Transflo) — Thu, 13 Mar 2025 06:30:17 +0000

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 emphasizes the importance of clarity and transparency in communication. The conversation highlights the need for a long-term mindset in sales, focusing on the process rather than just the outcomes.

TAKEAWAYS:

Understanding shipper needs is crucial for sales success.
Market dynamics are unpredictable and require adaptability.
Building long-term relationships is key in freight sales.
Tailoring value propositions to specific shippers is essential.
Sales success often comes from clarity and transparency in communication.
A long-term mindset is necessary for navigating sales challenges.
Control the controllables in the sales process.
The best relationships take time to develop.
Sales strategies should evolve with market conditions.
Commitment to the craft of selling is vital for success.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Background
03:31 Navigating Freight Sales in 2025
11:30 Understanding Shipper Needs and Market Dynamics
15:00 Building Long-Term Relationships in Freight Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Madison Santo, Striving to be an Independent Seller

will@journeydelivers.com (Will Jenkins) — Thu, 20 Feb 2025 14:00:00 +0000

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, where personal responsibility and expertise are crucial for success.

TAKEAWAYS:

Becoming an independent seller starts with a mindset.
Sales is the closest thing to entrepreneurship.
You are responsible for your own numbers and success.
Understanding your industry is key to independence.
Surround yourself with successful industry experts.
Invest time in learning your product thoroughly.
Take action today; don't procrastinate.
Confidence in your abilities drives sales success.
Mastering demos can accelerate the sales process.
Continuous learning is essential for growth.

CHAPTERS:

00:00 Introduction to Sales and Guest Overview
03:07 Becoming an Independent Seller: Mindset and Responsibility
05:49 Mastering Industry Knowledge and Product Expertise
08:56 The Importance of Action and Continuous Learning

KEYWORDS: sales, independent seller, mindset, industry knowledge, product expertise, continuous learning, sales process, entrepreneurship, sales strategies, personal growth,

This episode of Sales Bites is sponsored by Revenova: https://revenova.com/

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Mike Beckwith, Know the Industry Inside-Out

will@journeydelivers.com (Mike Beckwith, FreightPlus) — Thu, 13 Feb 2025 14:00:00 +0000

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 interest in the logistics sector to drive success.

TAKEAWAYS:

Mike Beckwith's journey into logistics began unexpectedly.
Understanding supply and demand is crucial in logistics.
Being a student of the industry involves continuous learning.
Utilizing various sources for market insights is essential.
Teaching others reinforces your own understanding.
Engaging with entertaining content can stimulate learning.
Data is often underutilized in decision-making processes.
Leadership involves fostering genuine intrigue in the subject matter.
Recognizing both internal and external market dynamics is key.
Curiosity and fascination drive success in logistics.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Background
04:00 Mike Beckwith's Journey in Logistics
07:47 Becoming a Student of the Industry
13:51 Teaching and Leading in Logistics

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Madison Santo, Effective Cold Calling

will@journeydelivers.com (AVRL) — Thu, 30 Jan 2025 14:00:00 +0000

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 qualifying opportunities quickly. The conversation wraps up with encouragement for sales professionals to take action and learn through experience.

TAKEAWAYS:

Understanding that people are inherently lazy is crucial for cold calling.
Consistency, repetition, and a defined process are key to success.
Sound casual and friendly to engage prospects effectively.
Start cold calls with a monetary value to grab attention.
Your best salespeople are often your best customers.
Avoid sounding overly salesy; keep your tone neutral.
Respond directly to objections like 'send me an email' to maintain control of the conversation.
Qualify or disqualify opportunities quickly to save time.
Sales professionals should prioritize cold calling every day.
Just get out there and start making calls to learn and improve.

CHAPTERS:

00:00 Introduction to Sales and Guest Background
02:36 The Art of Cold Calling
08:31 Effective Cold Calling Techniques
11:48 Handling Objections and Closing the Deal
17:32 Final Thoughts and Encouragement

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Dushawn Falls, Building Sales Funnels

will@journeydelivers.com (Dushawn Falls, Tenacity Express) — Thu, 23 Jan 2025 13:47:27 +0000

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 metrics that matter in tracking sales performance. The discussion emphasizes the relationship aspect of sales and the need for a structured approach to both lead generation and customer retention.

TAKEAWAYS:

Niche down to target specific types of companies.
Utilize lead generation tools for efficiency.
Build a sales sequence that aligns with the sales cycle.
Qualify opportunities based on shipment volume and spend.
Personalize communication based on engagement metrics.
Nurture customer relationships through consistent follow-ups.
Track the number of calls made to measure effort.
Understand the importance of positive call interactions.
Maintain relationships to ensure customer retention.
Sales is a process that requires patience and strategy.

CHAPTERS:

00:00 Introduction and Background
02:53 Building Sales Funnels
08:29 Qualifying Opportunities
12:32 Nurturing Customer Relationships
17:01 Understanding Sales Metrics

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Will Hopkins, Getting Creative With Outreach

will@journeydelivers.com (BlackBox Logistics, Will Hopkins, Revenova) — Thu, 16 Jan 2025 14:00:00 +0000

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 the need for sales professionals to differentiate themselves and be memorable in a crowded market.

TAKEAWAYS:

You want to be anything but forgettable.
Building relationships is key to retaining customers.
Humor can be an effective tool in outreach.
Utilizing multiple channels enhances visibility.
Being human and relatable fosters connections.
Don't be afraid to take risks in outreach.
Memes can be a fun way to engage prospects.
Get in the mix and learn from experiences.
Every market cycle presents new opportunities.
Start small to build confidence in creative outreach.

CHAPTERS:

00:00 Introduction to Creative Outreach

00:30 About Our Sponsor - Revenova

02:51 Building Relationships in Sales

06:08 Innovative Outreach Strategies

09:00 Embracing Humor and Authenticity

11:50 Overcoming Apprehension in Sales Outreach

SPONSORED BY:

Revenova

https://revenova.com/

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Chad Vos, Building a Strong Culture

will@journeydelivers.com (Fifth Wheel Freight, Chad Vos) — Thu, 9 Jan 2025 13:00:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins and guest Chad Vos discuss the critical elements of building a strong sales culture. They explore the importance of hiring the right people, providing clarity and resources, recognizing successes, and holding team members accountable. The conversation emphasizes that character is a key differentiator in sales success, and that competition among team members can drive performance. The episode concludes with a focus on the need for leaders to model the behaviors they wish to see in their teams.

TAKEAWAYS:

Company culture is defined by who you hire, fire, and promote.
Hiring for character is more important than hiring for experience.
Top performers thrive in competitive environments.
Recognition and accountability are crucial for team success.
A strong culture is about how work is done, not perks.
Leaders must model the behaviors they want to see.
Training can teach skills, but character and integrity are innate.
A players want to be surrounded by other A players.
Clear processes for promotions help maintain accountability.
Creating a supportive environment fosters growth and collaboration.

CHAPTERS:

00:00 Building a Strong Sales Culture
10:31 The Importance of Character in Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Sherman Barnes, Staying Persistent with Large Opportunities

will@journeydelivers.com (Bennett Motor Express, Sherman Barnes) — Thu, 19 Dec 2024 14:00:00 +0000

SUMMARY:

In this episode of Sales Bites, Will Jenkins interviews Sherman Barnes, RVP of Sales at Bennett Motor Express. They discuss the importance of persistence in sales, especially when dealing with larger opportunities. Sherman shares his strategies for maintaining momentum by closing smaller accounts while pursuing larger ones, emphasizing the significance of building relationships and staying mentally resilient throughout the sales process. The conversation highlights the need for sales professionals to act human, avoid desperation, and remain passionate about their work.Takeaways

TAKEAWAYS:

Close small to medium accounts while pursuing larger ones.
Persistence is key; timelines can be long.
Building relationships is crucial for future opportunities.
Act human and avoid being overly aggressive.
Desperation can repel potential clients.
Stay mentally resilient through ups and downs.
Engage with clients by sharing meaningful market information.
Self-reflection is important to assess your passion for sales.
Use current market challenges to sharpen your skills.
Commit fully to your sales journey and growth.

CHAPTERS:

00:00 Introduction to Sales Strategies
03:06 Persistence in Sales: The Long Game
06:13 Building Relationships Over Time
09:04 Mental Resilience in Sales
11:56 Key Takeaways and Conclusion

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Ben Bar-Lev, Relationship Driven Freight Sales

will@journeydelivers.com (Will Jenkins) — Thu, 12 Dec 2024 14:00:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins and guest Ben Bar-Lev, Sr. Business Development Executive of Strategic Accounts at Echo Global Logistics, discuss the critical role of relationships in freight sales. They emphasize the importance of trust and credibility, the necessity of team selling, and how to navigate challenges to build resilience. The conversation highlights the value of partnerships and the need for transparency in building long-lasting client relationships.

TAKEAWAYS:

Building trust is essential in sales.
Genuine interactions foster stronger relationships.
Team selling enhances client trust and service.
Transparency in pricing builds credibility.
Navigating challenges can strengthen partnerships.
Treat every opportunity, no matter how small, with importance.
Escalations can be opportunities for growth.
Understanding client needs is key to service.
Maintaining credibility is crucial for long-term success.
Partnerships should be mutually beneficial.

CHAPTERS:

00:00 Introduction to Relationship Driven Freight Sales
02:03 Building Trust and Credibility in Sales
05:51 The Importance of Team Selling
10:11 Navigating Challenges and Building Resilience
13:54 Creating Value Through Partnership

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Will Hopkins, Cradle to Grave Sales

will@journeydelivers.com (Will Hopkins, BlackBox Logisitics) — Thu, 5 Dec 2024 13:00:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins interviews Will Hopkins, founder of BlackBox Logistics. They discuss the cradle to grave sales strategy, emphasizing the importance of relationship building over price competition. Hopkins shares insights on managing operations while maintaining a full sales pipeline, the significance of listening in sales, and effective management techniques for cradle to grave sellers. He also provides valuable tips for new sellers, highlighting the need for specialization and accountability in the sales process.

TAKEAWAYS:

Building relationships is key in sales.
Focus on customers who value service over price.
Keep your sales pipeline full to avoid scrambling.
Listening is more important than talking in sales.
Not all freight is good freight; evaluate your customers.
Accountability helps sales reps stay motivated.
Specialize in one industry to become an expert.
Track progress and set benchmarks for your team.
Sales is a continuous learning process.
Developing trust with customers takes time and effort.

CHAPTERS:

00:00 Introduction to Sales Bytes and Guest Introduction
02:05 The Journey of Will Hopkins and Black Box Logistics
04:54 Cradle to Grave Sales Strategy
07:47 Managing Operations and Sales Simultaneously
09:15 Effective Management for Cradle to Grave Sellers
11:07 Tips for New Cradle to Grave Sellers

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Cassie Quien, Internal Relationships

will@journeydelivers.com (Cassie Quien, REPOWR) — Thu, 21 Nov 2024 07:26:16 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Cassie Quien, VP of Commercial at REPOWR, about the critical importance of building internal relationships in sales. They discuss how these relationships directly impact customer service and the overall success of sales efforts. Cassie emphasizes the need for recognition and communication within teams, especially in a remote work environment, and shares insights on how to foster these connections effectively. The conversation highlights the significance of soft skills in sales and the necessity of treating colleagues with respect to enhance collaboration and customer satisfaction.

TAKEAWAYS:

Building internal relationships is crucial for sales success.
Sales professionals must recognize the contributions of their internal teams.
Positive internal relationships lead to better customer experiences.
Communication and recognition are key in remote work environments.
Soft skills are essential for effective sales and teamwork.
Intentional efforts are needed to build relationships remotely.
Taking a pause before responding can improve relationships.
How you treat people affects customer service outcomes.
Celebrating small successes fosters a positive team culture.
Trust and collaboration are built through consistent communication.

CHAPTERS:

00:00 Building Internal Relationships in Sales

09:47 The Importance of Recognition and Communication

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Abby Hafenbredl, Video Outreach For Sales

will@journeydelivers.com (Lean Solutions Group, Abby Hafenbredl) — Thu, 31 Oct 2024 13:44:47 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins interviews Abby Hafenbredl, an Account Development Manager at Lean Solutions Group. Abby shares her extensive experience in the freight and transportation industry, detailing her career journey and the evolution of her sales strategies. The conversation focuses on the innovative use of video outreach in sales, emphasizing its effectiveness in cutting through the noise of traditional email and phone outreach. Abby provides practical tips for creating engaging video content that resonates with prospects, highlighting the importance of personalization and creativity in sales efforts.

TAKEAWAYS:

- Abby has a diverse background in freight and transportation sales.

- Video outreach can significantly enhance engagement with prospects.

- Personalization in video messages helps cut through the noise.

- Using props like a whiteboard can make videos more engaging.

- Quality of outreach is more important than quantity.

- Understanding your audience's preferences is crucial for effective outreach.

- Combining different outreach methods increases chances of success.

- Creativity in outreach can lead to memorable interactions.

- Scripts can help ease the discomfort of creating video content.

- Sales is about building relationships, not just transactions.

CHAPTERS:

- 00:00 Introduction to Sales Bytes and Guest Background

- 02:31 Abby's Journey in Freight and Transportation

- 06:45 The Power of Video Outreach in Sales

-12:55 Effective Strategies for Video Outreach

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Chad Vos, Gaining Advantage on Competition

will@journeydelivers.com (Chad Vos) — Thu, 24 Oct 2024 13:00:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Chad Vos, VP of Sales at Fifth Wheel Freight (FWF), about the competitive landscape of sales, particularly in the logistics industry. They discuss strategies for gaining a competitive advantage, the importance of effective outreach, and how to differentiate oneself in a crowded market. Chad shares personal anecdotes and insights on building trust with clients, the significance of going above and beyond in service, and the necessity of continuous improvement in sales techniques.

TAKEAWAYS:

Sales is a competitive field, requiring hard work and consistency.
Effective outreach is about getting better at the little things.
Building trust with clients can lead to better business relationships.
Going above and beyond in service can differentiate you from competitors.
Understanding client needs and anticipating them is crucial for success.
Sales professionals should focus on their core competencies to succeed.
Utilizing resources and experienced colleagues can enhance your approach.
Niche specialization can create opportunities in competitive markets.
The cumulative effect of small improvements can lead to significant results.
Sales success often comes from doing what others are unwilling to do.

CHAPTERS:

00:00 - Introduction to Sales Bytes and Guest Background
03:07 - Gaining Competitive Advantage in Sales
12:10 - Strategies for Differentiating in a Competitive Market

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Ben Bar-Lev, How To Create A Team-Selling Approach

will@journeydelivers.com (Ben Bar-Lev, Echo Global Logistics) — Thu, 10 Oct 2024 13:00:00 +0000

SUMMARY:

In this episode of Sales Bites, host Will Jenkins speaks with Ben Bar-Lev, a National Sales Representative at Echo Global Logistics, about the importance of team selling in the logistics and freight industry. They discuss Ben's journey in sales, the significance of collaboration, and how to build effective client relationships. Ben emphasizes the need for a positive attitude, checking egos at the door, and leveraging internal resources to provide comprehensive solutions for clients. The conversation also highlights the importance of understanding client pain points and building mutually beneficial partnerships.

TAKEAWAYS:

Team selling starts with attitude.
Your job's not to know every answer, but to know who does.
Check your ego at the door to foster collaboration.
Building relationships is key to successful sales.
You have to find clients that understand what you're building.
It's a we, not an I; teamwork is essential.
Bring options to the client, not just demands.
Taking notes during meetings shows commitment to the client.
Mutually beneficial programs are where everyone wins.
Sales reps should be comfortable asking for help.

CHAPTERS:

00:00 - Introduction to Sales Bytes and Guest Introduction
02:03 - Ben Bar-Lev's Journey in Freight and Sales
05:53 - The Importance of Team Selling
11:59 - Building a Collaborative Sales Environment
18:05 - External Team Selling and Client Relationships

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Jeff Parisi, Building from Start-Up to Scale

will@journeydelivers.com (Jeff Parisi, Revenova) — Thu, 3 Oct 2024 13:00:00 +0000

SUMMARY:

In this conversation, Will Jenkins and Jeff Parisi, VP of Sales at Revenova, to discuss the evolution of sales strategies from startup to established organization, focusing on the importance of selling a vision, building trust with early customers, and maintaining a high level of customer satisfaction. They explore the unique challenges faced by startups in selling their products and how these challenges evolve as the organization grows. The discussion highlights the significance of collaboration, flexibility, and the need for a strong customer relationship throughout the sales process.

TAKEAWAYS:

Sales as a startup requires selling a vision, not just a product.
Early customers must be overjoyed, not just satisfied.
Building trust is crucial in the early stages of sales.
Flexibility in the sales process helps build customer confidence.
Maintaining high customer satisfaction is key for long-term success.
The sales mentality should remain consistent as the organization grows.
Understanding customer needs is essential for effective selling.
Integration partners can significantly enhance sales opportunities.
Collaboration with customers leads to product improvements.
Confidence in the product grows with successful customer relationships.

CHAPTERS:

00:00 - Introduction to Revenova and Its Vision
02:06 - Sales Dynamics: Startups vs. Established Organizations
09:57 - Building Trust in Sales: Early Days vs. Now
14:47 - Key Takeaways: Selling the Vision and Customer Collaboration

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Sherman Barnes, Selling Via Email

Thu, 26 Sep 2024 13:00:00 +0000

SUMMARY:

In this episode of Sales Bites, Will Jenkins interviews Sherman Barnes, Regional Vice President of Bennett Family of Companies, discussing effective email sales strategies. Sherman shares his extensive experience in email marketing, emphasizing the importance of consistency, persistence, and the balance between personalization and mass outreach. He highlights the use of tools like MailChimp and CRM systems to manage customer relationships and maintain engagement. The conversation also touches on using email as a market awareness tool, sharing valuable information without being overly salesy, and the significance of developing relationships with clients.

TAKEAWAYS:

Selling via email requires consistency and persistence.
Utilizing tools like MailChimp can streamline email outreach.
It's important to balance personalization with mass email strategies.
Don't give up too soon; follow up regularly with leads.
Using CRM systems helps manage customer interactions effectively.
Email can be used for market awareness, not just sales pitches.
Sharing valuable information fosters better customer relationships.
Understanding market trends can enhance email effectiveness.
Tailored emails can lead to better engagement than generic ones.
Developing relationships through various communication channels is crucial.

CHAPTERS:

00:00 Introduction to Sales Strategies
01:11 Mastering Email Sales Techniques
06:02 Balancing Personalization and Mass Outreach
10:07 Using Email for Market Awareness and Engagement

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Cassie Quien, Importance of Patience in Sales

will@journeydelivers.com (Cassie Quien, REPOWR) — Thu, 12 Sep 2024 13:14:02 +0000

SUMMARY:

In this episode of Sales Bites by Journey, Will Jenkins interviews Cassie Quien, VP of Commercial at REPWR, about the importance of patience in sales. Cassie shares her experience in the startup sector and emphasizes the need for patience when coaching prospects on a brand and building relationships. She discusses the balance between consistent follow-ups and being spammy, highlighting the importance of staying relevant and providing value to prospects. Cassie also talks about the mindset required to stay patient in sales, including intentional thoughts and belief in one's capabilities. Overall, the conversation provides valuable insights into the role of patience in successful sales strategies.

TAKEWAYS:

Patience is crucial in sales, especially in the startup sector where prospects may need to be coached on the brand and its offerings.
Consistent follow-ups are important, but it's essential to avoid being spammy and instead focus on staying relevant and providing value to prospects.
Having the right mindset is key to staying patient in sales, including intentional thoughts, belief in one's capabilities, and a focus on the big picture.
Removing the personal element from sales rejections and understanding that it's just business can help maintain patience and resilience.

CHAPTERS:

00:00 - Introduction
04:01 - The Importance of Patience in Sales
07:21 - Balancing Consistent Follow-ups and Relevance
09:43 - The Mindset for Patience in Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Carlos Reyes, Selling Dedicated Lanes

will@journeydelivers.com (Carlos Reyes) — Thu, 22 Aug 2024 12:00:00 +0000

SUMMARY:

In this episode of Sales Bytes, Will Jenkins interviews Carlos Reyes, a Senior Contract Specialist at Emerge, about selling dedicated lanes. Carlos explains that selling dedicated lanes involves solving network inefficiencies for fleets and finding the right customer to fit their network. He emphasizes the importance of understanding the fleet's operations, customer needs, facility hours, and commodity requirements. Carlos also discusses common mistakes in selling dedicated lanes, such as not providing accurate information about drop trailer solutions and detention times. He advises sales reps to do their homework, ask the right questions, and focus on helping the carrier achieve their goals.

TAKEAWAYS:

Selling dedicated lanes involves solving network inefficiencies for fleets and finding the right customer to fit their network.
Understanding the fleet's operations, customer needs, facility hours, and commodity requirements is crucial in selling dedicated lanes.
Common mistakes in selling dedicated lanes include not providing accurate information about drop trailer solutions and detention times.
Sales reps should do their homework, ask the right questions, and focus on helping the carrier achieve their goals.

CHAPTERS:

00:00 Introduction
00:38 Selling Dedicated Lanes and Network Inefficiencies
02:03 Understanding Fleet Operations and Customer Needs
04:01 Providing Accurate Information and Building Relationships
06:51 Common Mistakes in Selling Dedicated Lanes
09:16 Doing Your Homework and Asking the Right Questions
10:13 Closing Thoughts

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Chad Vos, Importance of Strong Internal Relationships

will@journeydelivers.com (Chad Vos, Fifth Wheel Freight) — Thu, 15 Aug 2024 12:30:00 +0000

SUMMARY:

In this episode of Sales Bytes by Journey, host Will Jenkins interviews Chad Vos, VP of Sales at Fifth Wheel Freight, about the importance of strong internal relationships in sales. Chad shares his career journey and emphasizes the need for sales professionals to build relationships with their colleagues in operations, account management, and carrier sales. He highlights the value of getting to know top performers, being respectful and helpful, and asking for help when needed. Chad also emphasizes the importance of being a high-integrity person and building personal connections outside of work.

TAKEAWAYS:

Building strong internal relationships is crucial in sales as it requires collaboration with colleagues in operations, account management, and carrier sales.
Getting to know top performers and learning from them can be valuable in improving sales skills and understanding the organization.
Being respectful, helpful, and willing to go the extra mile for others builds trust and fosters strong internal relationships.
Asking for help when needed and being a high-integrity person are important qualities in building successful internal relationships.
Building personal connections outside of work, such as going for drinks or catching a game, can strengthen relationships and create a more enjoyable work environment.

CHAPTERS:

00:00 Introduction and Career Overview
02:31 The Importance of Strong Internal Relationships
06:22 Building Strong Internal Relationships: Best Practices
09:42 Reaching Out to Top Performers and Being Valuable to Others
12:11 Avoiding Office Politics and Building Personal Connections

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Ben Bar-Lev, How To Find Fresh Leads

will@journeydelivers.com (Ben Bar-Lev, Echo Global Logistics) — Thu, 1 Aug 2024 12:30:00 +0000

SUMMARY:

In this episode, Will Jenkins and Ben Bar-Lev discuss how to find fresh leads in the sales industry. They emphasize that there are leads everywhere, and the best leads are often accounts that no one has heard of. They suggest using personal hobbies and interests to find genuine leads, as well as utilizing tools like AI and chat GPT. They also recommend looking at big box retailers and current shippers for potential leads. Overall, they provide valuable insights and strategies for finding new sales leads.

TAKEAWAYS:

There are leads everywhere, and the best leads are often accounts that no one has heard of.
Use personal hobbies and interests to find genuine leads.
Utilize tools like AI and chat GPT to search for companies and leads. - Look at big box retailers and current shippers for potential leads.

CHAPTERS:

00:00 - Introduction and Overview
01:07 - Finding Fresh Leads: Strategies and Tips
02:34 - The Power of Personal Hobbies in Lead Generation
09:57 - Utilizing AI and Chat GPT for Lead Search
10:28 - Exploring Opportunities in Big Box Retailers
12:19 - Leveraging Current Shippers for New Leads

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Carlos Reyes, Fleet Sales

will@journeydelivers.com (Carlos Reyes) — Thu, 27 Jun 2024 08:26:16 +0000

SUMMARY:

In this episode of Sales Bites by Journey, Will Jenkins interviews Carlos Reyes, a Senior Contract Specialist at Emerge, about developing business with larger carriers in fleet sales. Carlos shares his insights on how to approach cold calls and emails, the importance of research and preparation, and how to differentiate yourself as a sales rep. He also discusses the nuances of managing relationships with larger fleets and meeting their expectations. The key takeaways from this conversation include the significance of having a plan and a reason for reaching out, the value of building rapport and finding common ground, the importance of research and understanding the carrier's background, and the need for consistent follow-up and effective communication to maintain relationships.

TAKEAWAYS:

Have a plan and a reason for reaching out to larger carriers
Build rapport and find common ground with the person you're talking to
Conduct research and understand the carrier's background
Consistently follow up and communicate effectively to maintain relationships

CHAPTERS:

00:00 Introduction and Overview
01:10 Developing Business with Larger Carriers
06:55 Building Relationships and Managing Expectations
08:51 Strategies for Success in Fleet Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Abby Hafenbredl, Building Relationships

will@journeydelivers.com (Abby Hafenbredl) — Thu, 13 Jun 2024 10:54:43 +0000

SUMMARY:

Abby Hafenbredl, Account Development Manager at Lean Solutions Group, joins as for an episode of Sales Bites with a focus on Relationship Building.

She shares her career journey in the freight transportation industry and discusses the importance of building relationships in sales. She emphasizes that trust is the key to building long-lasting relationships with customers and advises against viewing customers as one-time transactions. Abby also highlights the significance of personal branding in establishing credibility and gaining trust. She concludes by emphasizing the importance of caring and authenticity in sales.

TAKEAWAYS:

Trust is the foundation of building long-lasting relationships with customers.
Viewing customers as long-term partners rather than one-time transactions is crucial.
Personal branding helps establish credibility and gain trust in the industry.
Caring and authenticity are essential in sales.

CHAPTERS:

00:00 Introduction
00:12 Abby's Career Journey in Freight Transportation
03:01 The Importance of Trust in Building Relationships
08:41 Personal Branding for Credibility and Trust
11:07 Caring and Authenticity in Sales

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Sherman Barnes, Enterprise Sales

Thu, 30 May 2024 10:00:00 +0000

SUMMARY:

Sherman Barnes, RVP of Sales at Bennett Motor Express, shares his insights on enterprise sales. He emphasizes the importance of consistently prospecting and leveraging buyer personas to understand the decision-makers and their incentives. Sherman also highlights the differences between selling to enterprise customers versus mid-market or SMB customers, including the sophistication of the procurement process and the need for internal resources. He advises new sales professionals to educate themselves on the customer's business and partner with seasoned sellers or leaders within their organization.

TAKEAWAYS:

Consistently prospect and leverage buyer personas to understand the decision-makers and their incentives.
Enterprise sales require navigating a sophisticated procurement process and using internal resources effectively.
Educate yourself on the customer's business and partner with seasoned sellers or leaders within your organization.
Bring in operations, legal, and other teams as needed to move deals forward and create solutions.

CHAPTERS:

00:00 Introduction and Fun Fact
01:01 Overview of Sherman Barnes' Career
03:39 Prospecting and Buyer Personas
04:03 Using Buyer Personas in Enterprise Sales
06:11 Differences in Sales Process: Enterprise vs. Mid-Market/SMB
09:15 Advice for Selling to Enterprise Customers
11:48 Utilizing Internal Resources in Enterprise Sales
13:42 Bringing Teams Together for Success
14:09 Closing Remarks

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Cassie Quien, Emotional Intelligence

will@journeydelivers.com (Will Jenkins) — Thu, 16 May 2024 13:00:00 +0000

SUMMARY:

In this episode of Sales Bites, Will Jenkins interviews Cassie Quien, VP of Commercial at REPOWR, about the importance of emotional intelligence in sales. Cassie shares her background in the transportation industry and how she developed her emotional intelligence skills. They discuss the value of the salesperson's initial experience with the buyer, the importance of listening and adaptability, and the need to maintain composure and lead with facts. Cassie emphasizes the importance of being authentic and true to oneself in sales. Overall, the conversation highlights the role of emotional intelligence in building strong relationships and driving sales success.

TAKEAWAYS:

The buyer values the salesperson's experience as much as the product or service being sold.
Listening and adaptability are key skills for sales professionals with high emotional intelligence.
Maintaining composure and leading with facts, not feelings, are important in sales interactions.
Being authentic and true to oneself is crucial in building strong relationships with customers.
Emotional intelligence plays a role in both sales conversations and leadership positions.

CHAPTERS:

00:00 Introduction and Background
03:31 The Value of the Salesperson's Experience
05:00 Listening and Adaptability in Sales
06:28 Maintaining Composure and Leading with Facts
08:24 Authenticity and Building Strong Relationships
10:19 Emotional Intelligence in Sales and Leadership

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Carlos Reyes, Building Relationships in Carrier Sales

will@journeydelivers.com (Will Jenkins) — Thu, 2 May 2024 12:30:00 +0000

SUMMARY:

In this episode of Sales Bites by Journey, Will Jenkins interviews Carlos Reyes, Senior Contract Specialist at Emerge, about the fundamentals of carrier sales. Carlos shares his experiences and insights on building trust with carrier partners, asking the right questions, and making the transition from covering loads to covering trucks. He emphasizes the importance of treating carriers as people, being transparent, and showing empathy and compassion. Carlos also highlights the significance of understanding the needs and goals of carriers and helping them grow their business. Overall, the conversation provides valuable tips and strategies for success in carrier sales.

TAKEAWAYS:

Building trust and relationships with carrier partners is crucial in carrier sales.
Transparency and empathy are key in building successful partnerships.
Understanding the needs and goals of carriers is essential for effective sales.
Helping carriers grow their business can lead to long-term success.
Treating carriers as people and showing compassion can make a significant impact.

CHAPTERS:

00:00 Introduction and Overview of Carlos Reyes' Experiences
03:04 Building Trust and Relationships in Carrier Sales
09:43 The Power of Transparency and Empathy
11:34 Understanding the Needs and Goals of Carriers
13:32 Helping Carriers Grow Their Business
14:02 Treating Carriers as People: The Impact of Compassion

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST:

Abby Hafenbredl, Networking

will@journeydelivers.com (Will Jenkins) — Thu, 18 Apr 2024 12:00:00 +0000

SUMMARY:

Abby Hafenbretl, Account Development Manager at Lean Solutions Group, shares her insights on networking and conferences in the sales industry. She emphasizes the importance of networking events and conferences as opportunities to connect with potential clients and build relationships.

Abby provides tips on effective networking strategies, such as making introductions, adding value to others, and connecting like-minded individuals. She also highlights the need for clear goals and preparation before attending conferences.

Overall, Abby emphasizes the significance of building relationships and adding value in the sales industry.

TAKEAWAYS:

Networking events and conferences are valuable opportunities to connect with potential clients and build relationships.
Making introductions and adding value to others can help establish trust and credibility.
Clear goals and preparation are essential for maximizing the ROI of conferences.
Building a community of like-minded individuals can lead to referrals and business opportunities.
Relationship building and adding value are key components of successful networking.

CHAPTERS:

00:00 Introduction and Overview of Abby's Sales Career
07:00 Maximizing ROI and Setting Clear Goals for Conferences
14:14 Adding Value and Building Relationships

EPISODE CREDITS:

Host, Will Jenkins

Creative Director, Erin Sweeney

Edited and mixed by Keenan McCarthy

Music licensed through Envato

LINKS:

Be sure to follow and tag @JourneyDelivers on

ABOUT THE JOURNEY PODCAST: