Shows
Sales BitesKrystian Gebis, Mental AlignmentSUMMARY: 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...
2025-10-3019 minSales BitesDaniel Solida, Professional PersistenceSUMMARY: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 th...
2025-10-2317 minSales BitesMichael Sternberg, ReferralsSUMMARY: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...
2025-10-0914 minSales BitesKrystian Gebis, The Art of Email CommunicationSUMMARY: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.
2025-10-0217 minSales BitesKyle Richards, Difference Between Brokerage & Freight Tech SalesSUMMARY: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...
2025-09-2518 minSales BitesGabe Riberio, Building Real Relationships In A World Filled with AISUMMARY: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...
2025-09-1817 minSales BitesMichael Sternberg, Pipeline ManagementSUMMARY: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...
2025-09-1115 min
Choppin' It UpMegan Masud & Sarah Hanna, Mental Health and ComplianceSUMMARY: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 na...
2025-09-0439 minSales BitesKyle Richards, Selling At A Start-UpSUMMARY: 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 o...
2025-08-2819 minSales BitesGabe Ribeiro, Pivoting with Go-To-Market TrendsSUMMARY: 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.
2025-08-2116 minSales BitesMichael Sternberg, Cold CallingSUMMARY: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 i...
2025-08-1416 minSales BitesKyle Richards, Selling to ExecsSUMMARY: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...
2025-08-0721 minSales BitesVincent Lamia, Networking & ConferencesSUMMARY: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 mak...
2025-07-3117 minChoppin' It UpCJ Johnson, No Shortcuts in This GameSUMMARY: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 co...
2025-07-2442 minSales BitesGabe Ribeiro, We're Talking About PracticeSUMMARY: 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...
2025-07-1716 minSales BitesJordan Reber, Organization Skills & DisciplineSUMMARY: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 o...
2025-07-1015 minSales BitesVincent Lamia, Selling Within Your NicheSUMMARY: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...
2025-07-0315 minSales BitesJustin Reber, What Sets You Apart From OthersSUMMARY: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 r...
2025-06-2615 minChoppin' It UpElizabeth Moscoso, A Second-Gen Freight StorySUMMARY: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. T...
2025-06-1930 minSales BitesVincent Lamia, Building Warm Lead FunnelsSUMMARY: 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 de...
2025-06-1216 minSales BitesJordan Reber, Building RelationshipsSUMMARY: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, qui...
2025-06-0515 minSales BitesLars Ward, AI ImpactSUMMARY: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...
2025-05-2914 minChoppin' It UpKevin McMaster, The Long Game In FreightSUMMARY: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...
2025-05-2254 minSales BitesMike Beckwith, Setting the Tone for the DaySUMMARY: 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 cal...
2025-05-1521 minSales BitesJustin Turner, Good leads vs. Bad LeadsSUMMARY: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...
2025-05-0817 minSales BitesMadison Santo, EQ & Sales SkillsSUMMARY: 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. Underst...
2025-05-0119 minChoppin' It UpRob Skelton, Drop the Ego Pick Up the FreightSUMMARY:In this episode of Choppin' It Up, 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 fr...
2025-04-2431 minSales BitesLars Ward, Gap On Ops and SalesSUMMARY: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 l...
2025-04-1717 minSales BitesMike Beckwith, Sell Solutions Not ServiceSUMMARY: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 crea...
2025-04-1020 minSales BitesJustin Turner, Sales Day to DaySUMMARY: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:P...
2025-04-0316 minChoppin' It UpWomen's History Month #NoGatekeepingSUMMARY:In this special Women's History Month edition of Choppin' It Up, 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...
2025-03-2738 minSales BitesWill Hopkins, Selling Open Deck FreightSUMMARY: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.K...
2025-03-2014 minSales BitesLars Ward, Freight Sales in 2025SUMMARY: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 n...
2025-03-1319 minChoppin' It UpDavid Bell & Alfonso Quijano, CloneOps at Manifest 2025SUMMARY: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...
2025-03-0630 min
Beyond Fulfillment PodcastMaster Sales Skills with AI: Will Jenkin's JourneyToday on another Special "Live from Manifest" episode, we're thrilled to welcome back Will Jenkins, the CEO of Journey, who shares his insights and experiences from the Manifest conference. Will delves into an exciting sales competition featuring an AI role-playing tool designed to challenge participants and identify top sales talent. He also gives us a glimpse into Journey's innovative approach to sales training, consulting, and recruiting, built on the foundations of his previous success with the company Molo. We explore the impact of technology and training in the freight industry, the evolution of Jenkins's entrepreneurial journey, and what the...
2025-02-2310 minSales BitesMadison Santo, Striving to be an Independent SellerSUMMARY: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 succ...
2025-02-2014 minSales BitesMike Beckwith, Know the Industry Inside-OutSUMMARY: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 c...
2025-02-1317 minChoppin' It UpMarcus Cooksey, DUKE.ai - Automated Freight InvoicingSUMMARY: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...
2025-02-0653 min
Bridge the Gap™ by Revenue ReimaginedEpisode #82 BILLION Dollar Sales Leader Shares How to Get Customers to Notice You in a Crowded Market ft. Will JenkinsWhat does it take to scale a business to $1 billion in revenue and sell it for $235M? Will Jenkins, founder and CEO of Journey, has done it—twice! In this episode of Bridge the Gap, Will shares his incredible journey from selling Cutco knives to co-founding MoLo Solutions, which was acquired for a staggering $235 million.🔹 How did Will break into the ultra-competitive freight brokerage industry?🔹 What are the secrets to winning customers in a crowded market?🔹 Why do most B2B founders fail at go-to-market (and how to fix it)?🔹 Is LinkedIn good for generating bus...
2025-02-0531 minSales BitesMadison Santo, Effective Cold CallingSUMMARY: 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, an...
2025-01-3019 minSales BitesDushawn Falls, Building Sales FunnelsSUMMARY: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 g...
2025-01-2316 minSales BitesWill Hopkins, Getting Creative With OutreachSUMMARY: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 i...
2025-01-1613 minSales BitesChad Vos, Building a Strong CultureSUMMARY: 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 w...
2025-01-0911 minChoppin' It UpShannon Breen, From Finance to Freight: Building FreightVanaSUMMARY: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...
2025-01-0250 minBeyond Fulfillment PodcastFrom Cutco Sales to a Nine Figure Exit, Will Jenkins Journey to SuccessToday on the Beyond Fulfillment Podcast, we dive deep into the world of logistics and entrepreneurship with our guest, Will Jenkins. As the CEO and founder of Journey, Will has a remarkable backstory that took him from selling Cutco knives straight out of high school to co-founding the multi-million dollar freight brokerage firm, MoLo Solutions.Join us as we explore Will's journey through the world of logistics — from his early days in B2B sales with Kimberly Clark Professional to his influential role at Coyote and the eventual founding and rapid growth of MoLo Solutions. You'll hear fa...
2024-12-2630 minSales BitesSherman Barnes, Staying Persistent with Large OpportunitiesSUMMARY: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.P...
2024-12-1913 minSales BitesBen Bar-Lev, Relationship Driven Freight SalesSUMMARY: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...
2024-12-1217 minSales BitesWill Hopkins, Cradle to Grave SalesSUMMARY: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 s...
2024-12-0513 minChoppin' It UpSpecial Edition: Journey Turns 1SUMMARY:In this special episode of Choppin' It Up, 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 b...
2024-11-2740 minSales BitesCassie Quien, Internal RelationshipsSUMMARY: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.
2024-11-2110 minChoppin' It UpJourney & Shipper CRM, Elevating Freight Sales with TechSUMMARY: 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 w...
2024-11-1444 minChoppin' It UpChadd Olesen, The Power of Automation: AVRL’s Impact on LogisticsSUMMARY: 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 eth...
2024-11-0741 minSales BitesAbby Hafenbredl, Video Outreach For SalesSUMMARY: 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:
2024-10-3114 minSales BitesChad Vos, Gaining Advantage on CompetitionSUMMARY: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 w...
2024-10-2414 minChoppin' It UpMichael Horvath, Building Revenova: A Cloud-Based TMSSUMMARY: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...
2024-10-1754 minSales BitesBen Bar-Lev, How To Create A Team-Selling ApproachSUMMARY: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 s...
2024-10-1021 minSales BitesJeff Parisi, Building from Start-Up to ScaleSUMMARY: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 s...
2024-10-0316 minSales BitesSherman Barnes, Selling Via EmailSUMMARY: 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: Se...
2024-09-2613 minChoppin' It UpAmado Cruz, National Truck Driver Appreciation Week EditionSUMMARY: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:
2024-09-1941 minSales BitesCassie Quien, Importance of Patience in SalesSUMMARY: 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 t...
2024-09-1212 minChoppin' It UpSteve Zambo, Growing Up In FreightSUMMARY: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...
2024-08-2956 minSales BitesCarlos Reyes, Selling Dedicated LanesSUMMARY: 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 t...
2024-08-2211 minSales BitesChad Vos, Importance of Strong Internal RelationshipsSUMMARY: 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. TA...
2024-08-1514 minSales BitesBen Bar-Lev, How To Find Fresh LeadsSUMMARY: 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...
2024-08-0113 minChoppin' It UpKristy Knichel, Building Confidence as a CEOSUMMARY: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...
2024-07-2548 minSales BitesCarlos Reyes, Fleet SalesSUMMARY: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...
2024-06-2715 minChoppin' It UpKary Jablonski, Lessons Learned as a LeaderSUMMARY: 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 g...
2024-06-2049 minSales BitesAbby Hafenbredl, Building RelationshipsSUMMARY: 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:...
2024-06-1312 minSales BitesSherman Barnes, Enterprise SalesSUMMARY: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 un...
2024-05-3014 minChoppin' It UpMorgan MacDermaid, Life On Your Own TermsSUMMARY: In this episode of Choppin' It Up, Will Jenkins interviews Morgan MacDermaid, 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:Tak...
2024-05-2339 minSales BitesCassie Quien, Emotional IntelligenceSUMMARY: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...
2024-05-1613 minChoppin' It UpSebastian Pedraza, Entrepreneurship, Ambition, & AutomationSUMMARY: 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 tr...
2024-05-0954 minSales BitesCarlos Reyes, Building Relationships in Carrier SalesSUMMARY: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...
2024-05-0214 minChoppin' It UpJoy Stephens, Finding Your Authentic Path to SuccessSUMMARY: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 a...
2024-04-2535 min
Sales BitesAbby Hafenbredl, NetworkingSUMMARY: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:Net...
2024-04-1815 minChoppin' It UpThe Women of Journey, Women's History Month EditionSUMMARY:Join the women of Journey for this special edition of Chopping It Up!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...
2024-04-1140 minChoppin' It UpLiz Wayne, Building a Successful Brokerage with Resilience & AdaptabilitySUMMARY:In this episode of Chopping It Up, 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...
2024-03-2136 min
Truck N’ Hustle#219: How To Sell Your Freight Brokerage for $235,000,000! | Truck | Business#business #TruckNHustle #logistics #transportationindustry
FREIGHTFEST 2024 EARLY BIRD TICKETS!!:
www.freightfest.com
FOR MERCH:
http://www.trucknhustle.store
FOR EXCLUSIVE CONTENT & MORE VISIT:
https://www.trucknhustle.com/
_________
#trucknhustlepodcast
GET IN CONTACT WITH OUR GUEST WILL JENKINS OF JOURNEY:
https://www.instagram.com/willjenkinswcj
https://www.linkedin.com/in/willjenkinswcj
https://www.linkedin.com/company/journeydelivers
https://www.instagram.com/journeydelivers/
https://www.facebo...
2024-03-071h 21Choppin' It UpGermaine Harris & Walter Hughes, Black History Month EditionSUMMARY:In this special of Choppin' It Up, Journey celebrates Black History Month. Will is joined by guests, Germaine Harris of BMO Private Wealth Management and Walter Hughes of Transform VC. The group discusses their career backgrounds, challenges in corporate settings, and the importance of representation. They emphasize collaboration, wealth building, and sponsorship within the black community. Topics include social media visibility, navigating private wealth spaces, and mentorship for career advancement. The conversation highlights the power of knowledge-sharing, community support, and self-empowerment for black professionals, offering advice for future generations. TAKEAWAYS:Representation o...
2024-02-2944 minChoppin' It UpAdrian Dodds, A Career In Sales & TransportationSUMMARY: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...
2024-02-2249 min
Choppin' It UpKevin Miles, Tackling The Complex Pricing ProblemSUMMARY: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...
2024-02-0839 min
Truck N' HustleEntrepreneur Sold Company After 4 years for $235M, Talks How To Sell, Entrepreneurship & More! - Will Jenkins#business #TruckNHustle #logistics #transportationindustryFREIGHTFEST 2024 EARLY BIRD TICKETS!!:www.freightfest.comFOR MERCH:http://www.trucknhustle.storeFOR EXCLUSIVE CONTENT & MORE VISIT:https://www.trucknhustle.com/_________#trucknhustlepodcastGET IN CONTACT WITH OUR GUEST WILL JENKINS OF JOURNEY:https://www.instagram.com/willjenkinswcjhttps://www.linkedin.com/in/willjenkinswcjhttps://www.linkedin.com/company/journeydelivershttps...
2024-01-161h 19
ThinkFreightEpisode #28: The Will Jenkins Story: From CutCo to Cargo, Unveiling JourneyJoin me as I sit down with the incredible Will Jenkins, Founder of Journey, in a conversation that spans from his early sales career with CUTCO to the groundbreaking venture of co-founding MoLo Solutions (acquired by ArcBest in 2021).In this episode of the ThinkFreight Podcast, Will takes us on a journey through his career, sharing insights from his beginnings at CUTCO to entering the world of freight brokering with Coyote, ultimately leading to the co-founding of MoLo Solutions in 2017. Discover the pivotal moments that signaled to Will and his team that they were building something truly special...
2024-01-0355 min