Put That Coffee Down

What exactly can you do with AI in freight sales?

14 Sep 2023

Contributed by Lukas

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 tak...

When your niche goes mainstream with Kyle Gholston

13 Sep 2023

Contributed by Lukas

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 ...

Caring more about your net worth than Netflix with Brent Orsuga

08 Sep 2023

Contributed by Lukas

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 intervi...

Moving freight from phone calls to dashboards with Bill Hale

07 Sep 2023

Contributed by Lukas

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 conf...

The Richie Daigle Update

29 Aug 2023

Contributed by Lukas

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 betwee...

Where does freight sales go from here?

22 Aug 2023

Contributed by Lukas

Kevin welcomes Ryan Schreiber, CGO, of Metaphora on the show to talk about the latest trends in freight sales. #sales #PutThatCoffeeDown #marketing #f...

Taking freight data to a higher level with Ilya Preston

21 Aug 2023

Contributed by Lukas

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, t...

Being an extension of your customer’s brand with Rob Bussey

18 Aug 2023

Contributed by Lukas

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 ...

Taking notes and being organized in sales

15 Aug 2023

Contributed by Lukas

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 freigh...

Freight horror stories with Ash McMillan

08 Aug 2023

Contributed by Lukas

Kevin welcomes Ash McMillan, Director of Business Development, at Lake Shore Logistics on the show to discuss her LinkedIn short story newsletter seri...

Is scheduling trucks the biggest headache for the freight industry?

04 Aug 2023

Contributed by Lukas

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’...

Selling cities and regions to freight companies with Teclo Garcia

01 Aug 2023

Contributed by Lukas

Kevin welcomes Teclo Garcia the CEO of the Mission Economic Development Corporation to the show today. Reshoring and nearshoring are hot topics and we...

The health of the trucking industry with Mark Manera

28 Jul 2023

Contributed by Lukas

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...

Using the virtual world to qualify prospects with Hiram Hartnett

25 Jul 2023

Contributed by Lukas

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 v...

How ears open, mouth shut closes more deals

18 Jul 2023

Contributed by Lukas

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 sale...

Being proactive to control churning customers in brokerage with Freight 360

14 Jul 2023

Contributed by Lukas

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’...

Using the FreightTech top 100 to leverage your sales

11 Jul 2023

Contributed by Lukas

Kevin welcomes Senior Researcher here at FreightWaves, Joe Antoshak, to the show to discuss all your questions on the FreightTech 100 process. Plus, w...

Reshoring and nearshoring trends with IGL Logistics

07 Jul 2023

Contributed by Lukas

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 pr...

Your biggest competition is from the status quo

27 Jun 2023

Contributed by Lukas

Kevin welcomes Dyrc McLeod from HylanderTek to discuss how your biggest competitor isn’t another company, but the buyer’s aversion to taking any a...

Always looking for selling points with Brad Perling

13 Jun 2023

Contributed by Lukas

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 wi...

More on creating your own luck with Nate Shutes

09 Jun 2023

Contributed by Lukas

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 w...

Paradoxes in sales with Richie Daigle

06 Jun 2023

Contributed by Lukas

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 o...

Selling freight using content with Joe Lynch

30 May 2023

Contributed by Lukas

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...

Building relationships between brokers and carriers with Dan Lindsey

23 May 2023

Contributed by Lukas

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 lo...

How to make your own luck with Nate Shutes

16 May 2023

Contributed by Lukas

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 ...

The deal makers guide to M&A and sales with Spencer Tenney

09 May 2023

Contributed by Lukas

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...

Transparency in freight sales with Andrew Lockwood

02 May 2023

Contributed by Lukas

Andrew Lockwood, Senior Director of Managed Logistics at Suddath Global Logistics joins the show to talk about how using transparency and vulnerabilit...

How knowing the financials can help with your freight sales game with Seth Holm

25 Apr 2023

Contributed by Lukas

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...

Your fear of rejection probably isn’t as intense as you think with TJ Knudson

18 Apr 2023

Contributed by Lukas

Kevin welcomes TJ Knudson, Vice President of Business Development at Packer Transportation & Logistics and host of Hold My Beer We’re Talking Freigh...

Are new regulations about to hit freight brokers?

11 Apr 2023

Contributed by Lukas

Kevin welcomes Matthew Leffler, The Armchair Attorney on the show to discuss double brokering and rate transparency.    #sales #PutThatCoffeeDown #...

It’s more of a job interview than winning a bid with enterprise shippers

07 Apr 2023

Contributed by Lukas

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 onboar...

Disruptive innovation for your sales with David McCoy

04 Apr 2023

Contributed by Lukas

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 fo...

The auctioneers guide to freight sales with Chris Adams

28 Mar 2023

Contributed by Lukas

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 statemen...

Using your personal brand for long-term sales growth with Nicole Glenn

21 Mar 2023

Contributed by Lukas

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 ...

Identifying more than your core offering drives better deals

14 Mar 2023

Contributed by Lukas

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...

FreightCaviar sets its sights on CRM tools

07 Mar 2023

Contributed by Lukas

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...

Perception of value vs. presentation of value using the science of sales

02 Mar 2023

Contributed by Lukas

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 ...

What’s the next big thing in FreightTech?

28 Feb 2023

Contributed by Lukas

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 automat...

Taking control of your supply chain in every business you run

24 Feb 2023

Contributed by Lukas

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 cre...

Supply chains and competitive advantages

21 Feb 2023

Contributed by Lukas

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...

Pre-call research for the win, Bart part 2

16 Feb 2023

Contributed by Lukas

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...

The key differences with cross-border freight

14 Feb 2023

Contributed by Lukas

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 ...

Social selling is all about the narrative

13 Feb 2023

Contributed by Lukas

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 diff...

Tips and tricks for fighting double brokers

08 Feb 2023

Contributed by Lukas

Reid Clements from Highway talks about double brokering with Kevin on this episode of Put That Coffee Down. What are some of the most common scams and...

Everyone remembers how you made them feel

07 Feb 2023

Contributed by Lukas

Dooner stops by the show to celebrate three years of Put That Coffee Down. We talk about how it all began and our favorite memories and topics over th...

What qualities are employers looking for in carrier sales reps?

06 Feb 2023

Contributed by Lukas

Longtime listener Branigan Mincey from Execusource drops in on Put That Coffee Down to discuss hiring trends for 2023 along with a few questions he ha...

What to know when upgrading your FreightTech

03 Feb 2023

Contributed by Lukas

Glenn Koepke from FourKites drops by the show to talk about all the challenges involved when you’re buying FreightTech for your business. From integ...

Logistics CEOs optimistic about 2023

31 Jan 2023

Contributed by Lukas

 Kevin welcomes Benjamin Gordon, Managing Partner at Cambridge Capital on this show to discuss how CEOs feel about the market and M&A in 2023. Ben sh...

The power of the growth mindset

26 Jan 2023

Contributed by Lukas

On this episode of Put That Coffee Down, Kevin welcomes Trey Griggs, founder of Beta Consulting to the show to discuss how much easier life is with a ...

Pre-call research for the win, Bart

24 Jan 2023

Contributed by Lukas

Kevin welcomes Bart De Muynck, Chief Industry Officer at project44 on this show to discuss pre-call sales research. If you aren’t doing pre-meeting ...

Don’t ask Tony Darnell if he needs help with drayage

21 Jan 2023

Contributed by Lukas

On this episode of Put That Coffee Down, we take the shipper’s perspective with Tony Darnell from Lippert Components. We talk about why the omnipres...

Building a sales team from the ground up

19 Jan 2023

Contributed by Lukas

Building a sales team in an established company is difficult, but in a start-up it’s even more challenging? Why, you ask? It’s because the sales p...

Lessons learned during the entrepreneurial journey

17 Jan 2023

Contributed by Lukas

Kevin welcomes Kenneth Carter, founder and president of Ameriton Freight & Logistics to the show to discuss lessons learned operating on your own and ...

Making sure your dream accounts are really your dream accounts

10 Jan 2023

Contributed by Lukas

Kevin welcomes Nick Dangles, co-founder of Kinetic, to the show this week to discuss the importance of selecting a list of dream accounts. More import...

The roller coaster jobs market in freight

06 Jan 2023

Contributed by Lukas

Is the great resignation over? Has the market turned back to employers having the upper hand? What are expectations for sales people coming into new r...

Selling safety 24/7 with Rick Larkin

03 Jan 2023

Contributed by Lukas

Kevin is on location this week at BCB Live in Texas to talk with Rick Larkin about selling safety. Rick is so passionate about selling safety to drive...

Starting a freight brokerage in March 2020

29 Dec 2022

Contributed by Lukas

Dan Lindsey, co-founder and VP of Sales at Linkage Logistics joins Kevin to discuss the ups and downs of going out on your own to start a freight brok...

Tai TMS

27 Dec 2022

Contributed by Lukas

Kevin welcomes Walter Mitchell, CEO, Tai Software (aka "Mitch") to today’s episode to discuss the customer experience. It always costs less to expan...

What do truckers want this holiday season?

20 Dec 2022

Contributed by Lukas

Kevin welcomes Emily Meyers, Vice President, Factor Lead at TriumphPay on the show to talk about the recent survey TriumphPay conducted with truckers....

Customer retention as the key benchmark

19 Dec 2022

Contributed by Lukas

Shannon Breen, co-founder and co-CEO of FreightVana joins the show to discuss why he had the itch to step out and create something new. Picking the po...

You own your marketing budget, your marketing budget doesn’t own you

15 Dec 2022

Contributed by Lukas

Kevin welcomes FreightWaves own Sr. Digital Marketing Executive, Joe Hendrix, on this episode to talk about marketing trends for 2023. They talk about...

Why shippers limit their provider mix?

13 Dec 2022

Contributed by Lukas

 Kevin welcomes Omar Singh, founder and president, of Surge Transportation back on the show to examine why shippers limit the number of freight broke...

The philosophy behind a 13 hour lead time no fail freight brokerage

10 Dec 2022

Contributed by Lukas

Kevin sits down with Andy Shiels, President & Co-Founder, of SiLo to discuss using data and tech to power a no fail service type of freight brokerage....

How to Think Like a CFO

06 Dec 2022

Contributed by Lukas

Brad Blomstron, CFO, Emerge You can learn more about TriumphPay here, www.TriumphPay.com.  #sales #PutThatCoffeeDown #marketing #freightsales #freigh...

The legal side of sales

05 Dec 2022

Contributed by Lukas

Kevin sits down with Matthew Leffler, The Armchair Attorney, to discuss some of the hot legal issues facing logistics and transportation. The conversa...

Agent Model 90 for 90

29 Nov 2022

Contributed by Lukas

Kevin welcomes Adam Mersch and Garrett Hughes  at First Star Logistics on the show to discuss how to become a freight agent. We’ll take a look at F...

Building a collaborative sales culture

22 Nov 2022

Contributed by Lukas

Kevin is live on location at Ryder's offices in Ft. Worth where he sits down with Senior Director of Brokerage, David Stone. They talk about how to bu...

5 simple steps to follow when solving problems

15 Nov 2022

Contributed by Lukas

Kevin welcomes the co-founder of Togo Logistics, Michael Fullam, to the show today to discuss the challenges of starting your logistics business. We’...

‘Trust but verify’ is the key to long-term carrier relationships

08 Nov 2022

Contributed by Lukas

Kevin welcomes the CEO of Highway, Jordan Graft, on the show to discuss the importance of verifying who is (and maybe who isn’t) hauling your custom...

A simple solution to asking for the business 100% of the time

25 Oct 2022

Contributed by Lukas

Kevin welcomes the CEO of TAI, Walter Mitchell “Mitch” on the show to discuss how technology and automation can help you capture a larger percenta...

Moving some loads vs. moving all the loads

18 Oct 2022

Contributed by Lukas

It’s a whole different ball game between a transactional and enterprise shipper customer. Kevin welcomes Justin Smith, VP of Strategy at Concept Log...

Automating pricing and capacity for sales

04 Oct 2022

Contributed by Lukas

Kevin welcomes Omar Singh, founder and president of Surge Transportation on the show to discuss how automation leads to exponential growth in logistic...

Building efficiencies in freight sales

27 Sep 2022

Contributed by Lukas

Kevin welcomes Sean McGillicuddy, VP of Sales and Marketing, at Tai Software on the show to discuss streamlining your freight brokering skills by usin...

Becoming comfortable with being uncomfortable

23 Sep 2022

Contributed by Lukas

Kevin welcomes Benjamin Benjamin Kowalski and Nate Cross from Freight360 back on the show to discuss freight sales. Before you even think about strate...

The balance between service and price in action

13 Sep 2022

Contributed by Lukas

Kevin welcomes James Jacobs, Vice President of Enterprise Sales, Emerge to discuss the always delicate balancing act between service and price. How do...

Improving communication with your customers and carriers

23 Aug 2022

Contributed by Lukas

Kevin welcomes the CEO of TAI, Walter Mitchell “Mitch” on the show to discuss how you can use technology to improve and bring more velocity to you...

Breaking down problems to create solutions

16 Aug 2022

Contributed by Lukas

Kevin welcomes Kurtis Tryber, co-founder and CEO of EXO Freight on the show to talk about problems, solutions, and opportunities. It takes practice an...

Creating long-term partnerships with other companies

12 Aug 2022

Contributed by Lukas

Kevin welcomes a former co-host of Put That Coffee Down, Richie Daigle, on the show to discuss long-term sales strategies. Partnering with salespeople...

Solving problems is the key to success

09 Aug 2022

Contributed by Lukas

Kevin welcomes Omar Singh founder and president of Surge Transportation to the show to discuss his new article on FreightWaves, All machines need main...

How shippers want to be approached

02 Aug 2022

Contributed by Lukas

Kevin welcomes Jim Bierfeldt, the founder and president of Logistics Marketing Advisors. Jim conducts a survey every two years that’s all about the ...

Selling through mass media Part 2

26 Jul 2022

Contributed by Lukas

Kevin welcomes FreightWaves’ own superstar producer Bill Priestley on the show to discuss the best approach you can take to be invited on FreightWav...

Selling through mass media

19 Jul 2022

Contributed by Lukas

Kevin welcomes FreightWaves’ own superstar producer Bill Priestley on the show to discuss the best approach you can take to be invited on FreightWav...

What do shipper’s expect from 3PLs?

05 Jul 2022

Contributed by Lukas

Kevin welcomes FreightWaves’ own 3PL/Freight Broker Expert, Mary O’Connell today. Mary also writes Check Call which is the FW newsletter covering ...

How to get your team to accept new FreightTech

28 Jun 2022

Contributed by Lukas

Kevin welcomes Omar Singh from Surge Transportation on the show today to discuss the challenges of implementing FreightTech. The nuts and bolts of int...

Sell More Freight With Science

21 Jun 2022

Contributed by Lukas

Bestselling author David Hoffeld and Kevin Hill, FreightWaves Executive Publisher, discuss how we can all use science and the human psyche to drive sa...

The Premier Qualified Carrier Program for High-Value Cargo

15 Jun 2022

Contributed by Lukas

On this episode of Put That Coffee Down Kevin invites Evan Burna from DeSpir Logistics to the show to discuss how hauling specialized and mission crit...

How to create your own research to drive sales

14 Jun 2022

Contributed by Lukas

Kevin welcomes Tony Mulvey, Sr. Research Analyst, and co-host of #withSONAR to the show today to discuss how to create your own freight market researc...

Getting outside your comfort zone

09 Jun 2022

Contributed by Lukas

Kevin welcomes Yusuf Kansay, founder of General Brokerage Services to discuss how you have to get out of your comfort zone as much as possible to be s...

The buyer’s journey and your sales process are like night and day

07 Jun 2022

Contributed by Lukas

Kevin welcomes Michael Sternberg from 3PL Systems, Inc. to the show to discuss how the buyer’s journey almost never aligns with our internal sales p...

Building your personal brand for sales

31 May 2022

Contributed by Lukas

Building your personal brand is all about developing a community of like minded people. The people that will eventual become your customers buying fro...

The future of digital freight matching

24 May 2022

Contributed by Lukas

Kevin is LIVE at FreightWaves' Future of Supply Chain conference with the CEO of Trucker Tools, Kary Jablonski along with the founder and CEO of Zuum ...

Working as a team in freight sales

17 May 2022

Contributed by Lukas

Kevin welcomes David Stone, Senior Director, Transportation Management at Ryder to discuss the fine points of organizing and training sales teams in f...

How the pandemic has changed prospecting

03 May 2022

Contributed by Lukas

Cold calling and prospecting has changed since the pandemic. To discuss new prospecting styles, Kevin welcomes Emanuel Patrascu from Varstar Alliance ...

Selling freight when capacity opens up

03 May 2022

Contributed by Lukas

Kevin welcomes Ryan Schreiber from Metafora into the studio to discuss sales and operations in this changing freight market environment. Follow Put Th...

Sales stragies in a freight recession

30 Apr 2022

Contributed by Lukas

Selling freight as the market turns from a bull to a bear market is challenging. Kevin welcomes Matt Perkins, founder and CEO, of BTB Logistics to dis...

Selling with real-time rates

26 Apr 2022

Contributed by Lukas

Kevin welcomes Omar Singh, the Founder and President of Surge Transportation to discuss using digital routing guides to help sell with real time rates...

Live from the Net-Zero Carbon Summit

22 Apr 2022

Contributed by Lukas

The climate is changing. Higher temperatures, more intense and frequent natural disasters, and rising sea levels are among the many challenges that cl...

When the market turns

19 Apr 2022

Contributed by Lukas

Kevin welcomes Andrew Leto, the Founder and CEO of Emerge to discuss freight sales in volatile markets. As the contract and spot markets reset for a n...

Live from the Enterprise Fleet Summit with Ryder and Zuum

13 Apr 2022

Contributed by Lukas

Kevin is live at FreightWaves' Enterprise Fleet Summit talking with Ryder's Director of Freight Brokerage, David Stone, and fleet management tools wit...

The power of referrals

12 Apr 2022

Contributed by Lukas

Kevin welcomes Denise Praul from Whiteboard Learning to discuss how asking for referrals 100% of the time can transform your freight sales career.  P...