In today's episode, Kevin and Richie welcome Lee Salz back to discuss his new book, Sell Different!Plus, listener feedback, advice, and community building!Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Put That Coffee Down

Closing sales is all about differentiation

In today's episode, Kevin and Richie answer audience questions and provide some interesting answers.  Plus, listener feedback, advice, and community building!Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Audience question and answer time

In today's episode, Kevin and Richie discuss the importance of qualifying prospects. Like all steps in the sales cycle qualifying and discovery needs to happen on every call. Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Your questions are the key to your sales success

In today's episode, Kevin and Richie discuss how we can all sell differently by focusing on how we differentiate ourselves from our competitors. We also have the master of differentiation and author Sales Differentiation and the just released book Sale Different, Lee Salz in house to share his tips and tricks.Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

In today's episode, Kevin and Richie discuss the phrases and answers from prospects and customers that make all salespeople roll their eyes. Plus, we lay-out the self-defeating phrases that salespeople use when they’ve given up on the sale.#sales #SurgeTransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Most dangerous phrases in sales are transactional

In today's episode, Kevin and Richie discuss the pros and cons of both a transactional and consultative sales approach with Justin Smith, VP of Sales at Concept Logistics.  Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Are you using a transactional or consultative sales approach?

In today's episode, Kevin and Richie discuss what words you shouldn’t use with your customers, prospects and colleagues with Connor Miller, CO-Founder of ArdentX.  Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

What to say and not to say in sales

Kevin talks with Nate Cross and Benjamin Kowalski of the Freight360 podcast about going out on you own. What's the best option? Is it as an agent or getting your own authority? What do you need to know and what are the biggest mistakes freight brokers make? You'll get answers to these questions, plus much, much more. Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts  

So, you want to run your own brokerage?

In today's episode, Kevin and Richie talk with Omar Singh, President and Founder of Surge Transportation, about how to use pricing and relationships to your advantage in your sales game.Follow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

How to use pricing to your advantage

In today's episode, Kevin and Richie talk about the creative process and how important it is to your sales. It’s also about channeling your creativity in positive ways and we talk with Joe Ferreira, the author of Uncomfortable Inclusion: How To Build A Culture Of High Performance In Life And Work on how to put this concept into action.  Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Sales is all about creativity

In today's episode, Kevin and Richie talk about efficient markets and how information flows are a two way street when it comes to sales. Ryan Schreiber from CarrierDirect joins us to talk about how to use this strategy to build carrier networks.Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Sales is all about information flows

In today's episode, Richie Daigle and Michael Vincent discuss supply chain resiliency with Ed Jennings, CEO of Quickbase.Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Every crisis should feel like an opportunity

In today's episode, we talk to Nate Cross, host of the Freight360 podcast and agent recruiter about all the ins and outs of striking out on your own to become a freight agent. This includes non-competes, the real meaning of a 1099, and what it takes to start your own book of business. Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

So you want to run your own freight agency?

In today's episode, we talk to Steve Ferreira about his new book and then Omar Singh from Surge Transportation about how to use technology to identify profitable sales opportunities.Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

Selling freight brokerage in a digital world

In today's episode, Kaylee Nix stands in for Kevin Hill… She and Richie discuss what some are calling the “The Great Resignation”. According to the latest surveys, up to 95% of employees are wanting to switch jobs right now. We talk to logistics recruiting guru Charlie Saffro, president and founder of CS Recruiting to find out what she’s seeing in the logistics job market.Plus, listener feedback, advice, and community building!#sales #PutThatCoffeeDown #surgetransportationFollow Put That Coffee Down on Apple PodcastsFollow Put That Coffee Down on SpotifyMore FreightWaves Podcasts

A job seekers world

Dooner and Hill take you to freight sales school as they discuss pipelines, funnels, margin, psychology, social selling, and marketing with the top leaders in 3PL freight.

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Put That Coffee Down

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