We're joined by Kary Jablonski, the CEO of Trucker Tools, Kary Jablonski. We discuss going beyond the mechanics of closing a deal. Kerry emphasizes the crucial role of specificity in showcasing value to clients. Through her lens, we gain a clearer understanding of how to pinpoint a client's needs and articulate the direct benefits of our solutions.…

Step into the high-stakes world of freighttech sales strategy with Ryan Sullivan, a pro at creating sales teams. Ryan's sage advice on creating a go-to-market strategy that's as precise as a poker player's calculated bluff. As we shuffle through the deck of scaling intricacies, from constructing the perfect customer profile to navigating the chaoti…

Ever grappled with that nagging feeling of not being good enough, even when you're knocking it out of the park? Unpack the intricacies of imposter syndrome with the wisdom of sales coach Amber Deigert. Amber joins us to turn the tide on self-doubt, teaching us to channel those feelings into a force for growth. Thanks again to your our sponsor, GoPa…

Episode 4 of The Last Sale features sales leader, 6x founder, surfer and lover of sparkling water, Scott Leese. In addition to stories from Scott's career in sales, we touch on how soft skills and restaurant work, Scott's favorite surf spots, and the importance of matching the right personality type to the right sales role. Enjoy! Thanks again to y…

Episode 3 returns to the freight world with one of the industry's most productive and entertaining entrepreneurs, Kevin Nolan. From Nolan Transportation Group to OTR Solutions, Kevin's built and sold some of the marquee names in the industries. Speaking of marquee, Kevin's not done yet and is now working on two more startups, Marquee Insurance and …

In episode 2 of The Last Sale, we explore the importance of the human touch in sales with author, speaker, and accomplished salesperson, Andy Paul. Andy, with his engaging storytelling, highlights the art of listening and empathy that's becoming increasingly more important in how deals are done, even multimillion-dollar ones. From high-stakes negot…

Welcome to The Last Sale where Kevin Hill and Richie Daigle explore the art of sales through sales stories. Episode 1 we welcome Will Jenkins on the show. Will was a co-founder of MoLo and is now off on his next venture, Journey.By Richie Daigle & Kevin Hill

Kevin welcomes the founder and CEO of Tai Software, Walter (Mitch) Mitchell on the show to discuss the role AI will play in freight sales. The key takeaway is that sales will remain the same, but AI will do what we are doing and using now even better, easier, and quicker. What does this mean? It will increase your sales velocity. Follow the Put Tha…

Kevin welcomes the first person he worked for in logistics on this episode. It was 10 years ago and much has changed in the brokerage world. Over the past 10 years technology changed the game. What’s the big trend for the next 10 years? Kevin and Kyle discuss the buzzwords sweeping across the brokerage world. What’s the buzzword? Reshoring and near…

Kevin welcomes Brent Orsuga on the show to discuss some positive signs in the job market. We also cover how you should and shouldn't dress for interviews and sales meetings, and how you should live your life if you care more about your net worth than your Netflix account. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more a…

Bill Hale, CEO and co-founder of FetchGoat joins Kevin to talk about moving from phone calls to dashboards. FetchGoat is on a mission to take the confusing communication networks of LTL networks and move this to a new streamlined dashboard system. We also talk about his career and lessons in freight sales. And yes the goat in FetchGoat stands for g…

Kevin welcomes former co-host Richie Daigle from Tive on the show to talk about the importance of the word “Why” and what is the difference between adversity and enemy and how this matters in sales. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more abo…

Kevin welcomes Ryan Schreiber, CGO, of Metaphora on the show to talk about the latest trends in freight sales. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices…

Kevin is joined by Ilya Preston, co-founder & CEO of Paxafe, on this episode to discuss big data. Whether it’s the internet of things or metadata, the industry is just now getting its arms wrapped around it. The big plus is taking granular data of isolated events and converting it into a predictable macro pattern that helps businesses manage future…

Kevin welcomes Rob Bussey from BWS Logistics onto the show to discuss the importance of being an extension of your customer’s brand. You become the transportation face without the overhead and payroll. If you can tell this narrative and nail down the execution then you have a long-term client on board. Follow the Put That Coffee Down Podcast Other …

Kevin welcomes Josh Lyles, Founder of Salesdash on the show today to talk about notes and organization for freight sales. Josh started out as a freight broker, saw a problem with CRMs and decided to build one from the ground up for the freight industry. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coff…

Kevin welcomes Ash McMillan, Director of Business Development, at Lake Shore Logistics on the show to discuss her LinkedIn short story newsletter series about horror stories in freight called Friday Night Confessionals. Marketing yourself is all about creativity. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put…

Kevin welcomes Jeff Booth from Opendock on the show to talk about the warehouse industry and scheduling trucks. From Kevin and Jeff’s experience it’s a task that shouldn’t be anywhere as complicated as it is today. Learn how many warehouses are out there and whether one day calling facilities to schedule appointments will feel like faxing around ra…

Kevin welcomes Teclo Garcia the CEO of the Mission Economic Development Corporation to the show today. Reshoring and nearshoring are hot topics and we discuss what he’s seeing on the ground at the largest crossing points in South Texas. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast O…

Kevin welcomes Dr. Mark Manera from Supply Chain Fitness to the show to talk about driver health issues. It’s important to understand the dangers of driving a truck day after day. In fact, the life span of drivers is 16 years shorter than the general population. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your …

Kevin drops by Pegasus Logistics in Texas to chat with their SVP of Sales, Hiram Hartnett. It's all about the hybrid world of sales these days. Part video meetings along with the face to face. One of the most important trends discussed is how to use video calls to qualify prospects. It's a much better process than flying around the country hoping y…

Kevin welcomes Matt Perkins, Co-Owner of Business to Business Logistics on the show again this week to talk about listening vs. talking when on a sales call. It’s part of the curse of knowledge and the fear of failure that causes us to vomit information all over the place during presentations, rather than sitting back and asking great questions. #s…

Kevin welcomes Nate Cross and Benjamin Kowalski from Freight 360 to the show to talk about the topic everyone likes to avoid, customer churn. There’s what you can control and there’s what you can’t control. Being proactive about what you can’t control though will help you out in the long run though. Follow the Put That Coffee Down Podcast Other Fre…

Kevin welcomes Senior Researcher here at FreightWaves, Joe Antoshak, to the show to discuss all your questions on the FreightTech 100 process. Plus, we discuss how startups use a placement on the list to drive sales. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Sh…

Kevin welcomes Jim Burke and Alan Levesque from IGL Logistics to discuss trends in nearshoring and reshoring. It’s a trend that all freight sales pros should have in their arsenal. Not only is it top of shippers' minds now, this trend will only accelerate as supply chains readjust to become more resilient to shocks to the system. Follow the Put Tha…

Kevin welcomes Dyrc McLeod from HylanderTek to discuss how your biggest competitor isn’t another company, but the buyer’s aversion to taking any action at all. It’s all how to influence your prospects to take action. Any action at all, beats no action whatsoever. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put…

Kevin welcomes Brad Perling, the managing partner and co-founder of Bitfreighter on the show to discuss how you can use technology as selling point with shippers. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.…

Kevin and Nate continue their discussion on creating your own luck in life and sales in this episode. It’s all about creating and placing yourself where luck can find you. That's just what Nate is doing now, creating an ideal luck factory with his new venture Balast. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about …

Kevin welcomes his former co-host, Richie Daigle from Tive, back on the show to discuss a paradox or two in sales. Then we discuss the pros and cons of using AI in our sales messaging and cold outreach. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices…

Kevin welcomes one of the original content creators in logistics to the show this week to discuss how to start your own content generating machine. It’s none other than Joe Lynch, the founder of The Logistics of Logistics podcast and LinkedIn community and he will share his secrets of creating your own content engine that will drive sales for your …

Kevin welcomes Dan Lindsey from Linkage Logistics on the show to discuss how bringing brokers and carriers together lifts the tides of all boats in logistics. Dan has put his money where his mouth is by creating conferences designed to bring brokers and carriers together to learn about each other and develop those long lasting business relationship…

Kevin welcomes Nate Shutes VP of Fulfillment at Blu Dot and founder of Ballast to the show to discuss how putting yourself in the the right positions is the key to generating luck in life and in sales. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices…

Spencer Tenney, the President and CEO of the Tenney Group drops by the show to discuss how M&A is pure sales in action. We talk about the deals so far in 2023, and what we can expect for the second half of the year. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices…

Andrew Lockwood, Senior Director of Managed Logistics at Suddath Global Logistics joins the show to talk about how using transparency and vulnerability in sales is a game changer. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices.…

Kevin welcomes hedge fund founder Seth Holm from West Brow Capital Management on the show to talk earnings and financials. Seth and I co-hosted, Great Quarter, Guys, back in the day at FreightWaves and we picked up the conversation of how quarterly earnings can give you insights into new sales strategies. #sales #PutThatCoffeeDown #marketing #freig…

Kevin welcomes TJ Knudson, Vice President of Business Development at Packer Transportation & Logistics and host of Hold My Beer We’re Talking Freight to the show to discuss how to handle rejection. Research shows there are four key ways to tell how well you handle rejection. Listen in and test where you land on the rejection scale. #sales #PutThatC…

Kevin welcomes Matthew Leffler, The Armchair Attorney on the show to discuss double brokering and rate transparency. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices…

Paul Estrada drops in on Put That Coffee Down to discuss how the onboarding process to haul for enterprise shippers is much like a new employee onboarding process. It takes quite a bit of time and resources to train new transportation providers and that is one of the main reasons why enterprise shippers are so selective. We go through an example of…

Kevin welcomes David McCoy, the VP of Sales at Bit Freighter on the show to talk about how freight technology has changed the competitive landscape for both small and medium sized freight brokerages. It’s all about leveraging the tools available to you when it comes to adding value to customers. #sales #PutThatCoffeeDown #marketing #freightsales #f…

Kevin welcomes Chris Adams, the VP of Sales at PAM Transport on the show to talk about adding auctioneering skills to your sales game. Make a statement, then a suggestion, followed by asking a question. It creates a story and it is from the time tested closing skills of the auctioneer profession. #sales #PutThatCoffeeDown #marketing #freightsales #…

Kevin drops in on Nicole Glenn at Candor Expedite’s headquarters in Plano, TX this week. For Nicole, it’s all about personal branding for growing her business. Kevin and Nicole discuss how to turn your cold outreach into warm inbound leads. It takes time and activity, but with the right plan and mindset it’s a strategy that all high performing sale…

Kevin welcomes Omar Singh, the founder and president of Surge Transportation back on the show to talk about putting together a suite of offerings. The more you can offer outside of your core offering the more value you’re creating for both you and your clients. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put T…

Kevin welcomes Paul-Bernard Jaroslawski, the founder of FreightCaviar and now ShipperCRM on the show to talk about the journey from memes to a new and improved CRM tool for freight brokers. It’s all about the evolution of building a brand before building a product. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the P…

David Hoffeld drops by Put That Coffee Down once again to teach us all the science that drives sales. David is the founder of the Hoffeld Group along with the author of, The Science of Selling and Sell More With Science, and has spent the past decade researching how sellers sell, but more importantly why buyers buy. We talk about the six why’s of c…

Kevin welcomes Ryan Sullivan,Ryan Sullivan, Advisor for Warehowz, on the show to talk about the next big thing in FreightTech. Is it AI? Is it automation? Is it collaborating with rivals? We explore all the possibilities this hot market has in store for the logistics industry. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar …

Kevin welcomes Jason Rabine from Lowboy industries on the show today to talk about running an apparel company and freight brokerage and how it can create a positive flywheel effect for attracting new business and carriers. From there we discuss double brokering and how and why this problem has exploded since the pandemic. Follow the Put That Coffee…

Kevin welcomes Jack Echeverria, the senior manager of global logistics at Wayfair on the show to talk about how supply chains are now mainstream and a primary driver of a company’s competitive advantage. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn mor…

Kevin sits down with Bart De Muynck from p44 again to discuss the importance of knowing your industries. It’s not enough that you are an expert in transportation, you have to be an expert in the industries your prospects and clients are working within as well. How do you do that? Kevin and Bart discuss these strategies in this episode. Follow the P…

Kevin Welcomes the founder of Vettori, Tom Grandy, on the show to talk about the subtle differences with cross-border freight. We also talk about the sales process for a smaller brokerage, and the adventures of starting the company in the beginning of the pandemic. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the P…

Kevin welcomes back Andy Hedrick from Rocket Sales Pro to the show today to talk about selling on social media. Forming your own narrative can be difficult, but focusing on your story and always giving out nuggets of value is the difference maker. We also talk about the power of calculators and how to build the story around the numbers. Follow the …