Put That Coffee Down

The Dickens paradox in sales

29 Mar 2022

Contributed by Lukas

Kevin welcomes Chris Seeds, Sales Director at Bridge Logistics and the host of “What Not to Miss with Chris”, the weekly market update on LinkedIn...

Long-term customer relationship strategies

22 Mar 2022

Contributed by Lukas

Kevin welcomes Matt Perkins, VP of customer solutions at BTB Logistics, to discuss the finer points of starting and maintaining long-term relationship...

Risk management is all about how you position it in sales

16 Mar 2022

Contributed by Lukas

Kevin is live from FreightWaves’ 3PL Summit talking to Dave Braunstein, the GM of Insuretech about how evading driver risks does not mean invading t...

Dancing around with Sales

15 Mar 2022

Contributed by Lukas

Kevin welcomes Jim Becker, the CEO of Becker Logistics, to discuss what he’s learned in sales and why it’s important to always be promoting your b...

Top 5 people to have coffee with and Top 3 Business movies

08 Mar 2022

Contributed by Lukas

Kevin Hill and Richie discuss who they would like to share a coffee with and their top business/sales movies Plus, listener feedback, advice, and comm...

Outcomes vs Outputs: Which is more important?

01 Mar 2022

Contributed by Lukas

Michael Vincent and Richie discuss outcomes vs outputs with Ian Koniak Plus, listener feedback, advice, and community building! Follow Put That Coffee...

Staying motivated in a sales slump

22 Feb 2022

Contributed by Lukas

Kevin and Richie discuss how to stay motivated through the roller coaster of sales.   Plus, listener feedback, advice, and community building! #sales...

Competitive advantages are the sustainable energy of sales growth

15 Feb 2022

Contributed by Lukas

Kevin and Richie are live from FreightWaves 2022 Global Supply Chain Summit with guests Jared Hall from Ryder and Matt Crawford from BigCommerce.  Fo...

What is your mindset for how you approach sales?

08 Feb 2022

Contributed by Lukas

Kevin and Richie discuss Fixed vs Growth Mindsets in sales Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More F...

Upsales are where the big checks live

01 Feb 2022

Contributed by Lukas

Kevin and Richie welcome Andrew Elsener, the president of Spot Freight to the show to discuss how growing accounts is the key for collecting those lar...

Will freight sales ever return to “normal”?

25 Jan 2022

Contributed by Lukas

Kevin and Richie welcome Brad Bolmstrom from Emerge to the show to talk about the freight market and sales growth in 2022.  Plus, listener feedback, ...

Persistence is nothing without value

18 Jan 2022

Contributed by Lukas

Kevin Hill and Richie Daigle welcome Chris Jolly, a.k.a. The Freight Coach on the show this week to talk about sales and marketing. Plus, listener fee...

Don’t compete with non-competes

11 Jan 2022

Contributed by Lukas

Kevin Hill and Richie Daigle discuss the use of non-competes in freight with Omar Singh, the founder and president of Surge Transportation. Follow Put...

Value: What is it in sales?

04 Jan 2022

Contributed by Lukas

Richie Daigle is joined by Michael Vincent as they unpack the various meanings of a commonly used buzzword. Follow Put That Coffee Down on Apple Podca...

Do you need a detailed business plan or just notes on a bar napkin?

21 Dec 2021

Contributed by Lukas

Kevin Hill and Richie Daigle welcome Ryan Rogers, the founder & CEO of TextLocate, on the show to discuss the fun and terror of launching a business. ...

Only transactional customers are always right

14 Dec 2021

Contributed by Lukas

A customer might always be right, but a client needs help to get to the right decision. Do you have transactional customers or consulting clients? It’...

Our 5 books that everyone in freight sales should read

08 Dec 2021

Contributed by Lukas

In today's episode, Kevin and Richie discuss the importance of continuing education in sales. There’s a reason why doctors, lawyers, and engineers c...

The power of pricing in freight sales

16 Nov 2021

Contributed by Lukas

In today's episode, Kevin and Richie discuss how having the most accurate spot and contract rates is essential in winning deals and making margin.   ...

The future of freight sales

11 Nov 2021

Contributed by Lukas

Kevin and Richie are LIVE again at F3 discussing FreightTech with John Hess, from Emerge, Charlie Mohn from Drivewyze, and Jeff Ogren from Trucker Pat...

Using FreightTech to capitalize on margins

10 Nov 2021

Contributed by Lukas

Put That Coffee Down is LIVE at F3 and talking sales tech with Sean McGillicuddy from Tai Software and Jig Young from Expedock. Follow Put That Coffee...

Adversity is a leading indicator of success

26 Oct 2021

Contributed by Lukas

In today's episode, Kevin welcomes Omar Singh from Surge Transportation to discuss the importance of adversity in creating a book of business.   Plus...

Closing sales is all about differentiation

19 Oct 2021

Contributed by Lukas

In today's episode, Kevin and Richie welcome Lee Salz back to discuss his new book, Sell Different! Plus, listener feedback, advice, and community bui...

Audience question and answer time

05 Oct 2021

Contributed by Lukas

In today's episode, Kevin and Richie answer audience questions and provide some interesting answers.   Plus, listener feedback, advice, and community...

Your questions are the key to your sales success

28 Sep 2021

Contributed by Lukas

In today's episode, Kevin and Richie discuss the importance of qualifying prospects. Like all steps in the sales cycle qualifying and discovery needs ...

Closing sales is all about differentiation

21 Sep 2021

Contributed by Lukas

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 al...

Most dangerous phrases in sales are transactional

14 Sep 2021

Contributed by Lukas

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 ...

Are you using a transactional or consultative sales approach?

07 Sep 2021

Contributed by Lukas

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 ...

What to say and not to say in sales

31 Aug 2021

Contributed by Lukas

In today's episode, Kevin and Richie discuss what words you shouldn’t use with your customers, prospects and colleagues with Connor Miller, CO-Found...

So, you want to run your own brokerage?

26 Aug 2021

Contributed by Lukas

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 g...

How to use pricing to your advantage

24 Aug 2021

Contributed by Lukas

In today's episode, Kevin and Richie talk with Omar Singh, President and Founder of Surge Transportation, about how to use pricing and relationships t...

Sales is all about creativity

17 Aug 2021

Contributed by Lukas

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 creativi...

Sales is all about information flows

10 Aug 2021

Contributed by Lukas

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 Schreibe...

Every crisis should feel like an opportunity

03 Aug 2021

Contributed by Lukas

In today's episode, Richie Daigle and Michael Vincent discuss supply chain resiliency with Ed Jennings, CEO of Quickbase. Plus, listener feedback, adv...

How to become a freight agent

27 Jul 2021

Contributed by Lukas

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 t...

Selling freight brokerage in a digital world

20 Jul 2021

Contributed by Lukas

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...

A job seekers world

13 Jul 2021

Contributed by Lukas

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 ...

Building the foundation for a sustainable book of business in freight

29 Jun 2021

Contributed by Lukas

In today's episode, Kevin and Richie discuss how to mentally prepare for sales. Building a sustainable book of business is a marathon and not a spring...

Automating the sales process

22 Jun 2021

Contributed by Lukas

In today's episode, Kevin and Richie discuss how to automate sales. What should you automate and what not to automate. We’ll discuss the ins and out...

Adding value as you are following up

15 Jun 2021

Contributed by Lukas

In today's episode, Kevin and Richie discuss how even the perfect pitch and presentation lead to nowhere without the proper follow-ups with Nick Dangl...

The long road to success in sales

08 Jun 2021

Contributed by Lukas

In today's episode, Kevin Hill and Richie Daigle discuss why business and sales success don’t happen overnight. It is all about grinding it out and ...

Helping your clients avoid the worst disasters in freight

01 Jun 2021

Contributed by Lukas

In today's episode, Kevin and guest co-host Richie Daigle discuss how to protect you and your customers from the risks of double brokering loads with ...

How 8 seconds will make you better in sales

25 May 2021

Contributed by Lukas

On today's episode, Kevin and guest co-host Richie Daigle discuss the art of scheduling meetings in the first eight seconds with Justin Oglesby, Co-Fo...

Using FreightTech to boost your sales

20 May 2021

Contributed by Lukas

In today's episode, Kevin and guest co-host Richie Daigle are at FreightWaves LIVE discussing FreightTech with Scott Barghaan from Salesforce and Must...

Selling the value of technology

19 May 2021

Contributed by Lukas

In today's episode, Kevin and guest co-host Richie Daigle, discuss how technology is a simple way to drive your revenues higher with Robin Jaacks from...

3 reasons why routing guides have a 100% failure rate

18 May 2021

Contributed by Lukas

In today's episode, Kevin and guest co-host Richie Daigle discuss why routing guides always fail with Omar Singh, CEO of Surge Transportation. Plus, l...

Starting a freight brokerage

11 May 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Richie Daigle, discuss entrepreneurship with Shay Dixon. Plus, listener feedback, advice, and community ...

Using your strengths to build your book of business

03 May 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Richie Daigle discuss building a brand means showing off your personality, not hiding it with Cody Walli...

Lead generation is all about the grind and hustle

26 Apr 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Richie Daigle, discuss the lead generation and prospecting with Andy Hedrick, founder and CEO of Truckin...

Using Technology to Reduce Your Impact on the Environment

22 Apr 2021

Contributed by Lukas

Mustafa Azizi is the Co-Founder and CEO of ZUUM Transportation, a transportation solutions company that is driving the digital transformation in globa...

What to do when customers make irrational decisions

12 Apr 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Richie Daigle, discuss what to do when prospects are making irrational decisions with David Hoffeld, aut...

Data based utilization for fleets - Enterprise Fleet Summit

07 Apr 2021

Contributed by Lukas

It's all about capacity utilization when tender rejections are this high. Tight capacity should last for months, so it is important to be as efficient...

Why there isn’t one spot market

05 Apr 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Richie Daigle discuss the spot market with Omar Singh from Surge Transportation! We segment out the spot...

The science of sales

29 Mar 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Richie Daigle, discuss the science behind sales with David Hoffeld, author of The Science of Selling: Pr...

Don't let your IT slow your sales growth

25 Mar 2021

Contributed by Lukas

Kevin is live from FreightWaves' 3PL Summit and he's talking sales growth. There are four factors outside of sales that can enhance or constrain your ...

Sales is about activity and ratios

22 Mar 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Catherine Liske, Director Of Sales & Training at PriorityOne, discuss sales training and lead generation...

Running a cradle to grave freight brokerage

15 Mar 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Richie Daigle, from our SONAR sales team, discuss the inner workings of freight brokerages. We go from t...

Approaching carrier sales more like customer sales

11 Mar 2021

Contributed by Lukas

Kevin sits down with Nick Dangles, co-founder of Kinetic, and Jeff Hanson, director of business development at FreightFriend to talk about carrier sal...

Dealing with the superstar sales jerks

08 Mar 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite, discuss how salespeople should differentiate themselve...

Positioning and differentiation in sales

04 Mar 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Nicole Glenn, Founder and CEO of Candor Expedite discuss how salespeople should differentiate themselves...

Lessons from online sales in the freight industry

01 Mar 2021

Contributed by Lukas

This bonus episode is from a conversation Kevin and  Blythe Brumleve, from Freight School Playbook, had before she joined as a guest co-host for Put ...

How to sell an entire city in 10 minutes

25 Feb 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Anthony Smith are LIVE from FreightWaves’ Global Supply Week!We’re sitting down virtually with Teclo...

The benefits of over communicating with customers

21 Feb 2021

Contributed by Lukas

In this bonus episode of Put That Coffee Down, Kevin sits down with one of his earliest mentors in freight, Patty Hinojosa. Patty is now the Director ...

Defining qualified leads for freight sales

15 Feb 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Chris Jolly discuss how we should define leads. Warm vs. cold leads, qualified vs. unqualified leads, et...

Three tips for sourcing new carriers

14 Feb 2021

Contributed by Lukas

Kevin’s guest today on this special bonus episode of Put That Coffee Down is Ryan Mize, Director of Truckload Solutions at HNRY Logistics. Ryan brin...

What you can learn from the top 1% of the sales profession

08 Feb 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Chris Jolly discuss why you should pay attention to the top 1% of the sales profession and not the perso...

How are you building your carrier relationships?

01 Feb 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Chris Jolly discuss how important carrier sales is in freight brokerage. The best freight brokers often...

Selling on brand

29 Jan 2021

Contributed by Lukas

LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Ryan Mann, Director, Lean Marketing, Lean Solutions.   Apple Podcast Spotify More ...

Gamification and your remote sales team

29 Jan 2021

Contributed by Lukas

LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Mark McWatters, VP of Sales at Ambition.   Apple Podcast Spotify More FreightWaves...

How Morning Brew wakes up your social selling

28 Jan 2021

Contributed by Lukas

LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Toby Howell, Writer, Social Media Lead, Morning Brew. Apple Podcast Spotify More Fr...

The importance of the right sales leads

28 Jan 2021

Contributed by Lukas

Reunited LIVE from the Sales & Marketing Summit, Dooner and Kevin chat with Zembles COO Greg Johnson   Apple Podcast Spotify More FreightWaves Podcas...

Turning a “no” from a negative to a positive

25 Jan 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Chris Jolly discuss how the word “no” should always be viewed as a good sign in sales. Day in and d...

Mapping out your email strategies

11 Jan 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss setting up your email and communications sequencing. We are going to focus on h...

Setting the hook with your prospects

06 Jan 2021

Contributed by Lukas

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss how to set the hook when you are reaching out to prospects and customers. Why sh...

What's your 2021 marketing plan look like? - Put That Coffee Down

30 Dec 2020

Contributed by Lukas

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss your 2021 marketing plans. We’re joined by Kyle MacNaught, Director of Market...

How do shippers forecast logistics spend?

23 Dec 2020

Contributed by Lukas

On today’s episode, Kevin and guest co-host Blythe Brumleve discuss the art and science of forecasting sales. We’re joined by Mr. Supply Chain, a...

From shipper to freight broker with Tyler Wiard

18 Dec 2020

Contributed by Lukas

My guest today is Tyler Wiard with Candor Expedite. Tyler spent 10 years working in transportation and logistics for a large ingredients company. One ...

Using emotional intelligence to drive sales

16 Dec 2020

Contributed by Lukas

On today’s episode, Kevin welcomes guest co-host Blythe Brumleve on the show.Blythe and Kevin are talking all about emotional intelligence in sales ...

Getting your prospects to buy with words that sell

09 Dec 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about words that sell and get your prospects to buy. Plus, as it is Dooner's last episode him an...

What selling in 2021 will look like

02 Dec 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about Salesforce buying Slack, Zoom’s mad gains, and what selling in 2021 will look like.  We...

When your customers don't realize they have a problem

27 Nov 2020

Contributed by Lukas

Kevin Hill sits down with Nick Dangles from Kinetic to discuss what to do when your customer doesn’t realize they have a problem. We frame the discu...

Sales coaching: From football to freight

25 Nov 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about sales coaching and how teamwork enhances your sales process.  We’re joined by Brad McBr...

How do shippers prefer to engage with sales people?

21 Nov 2020

Contributed by Lukas

Our second bonus audio episode of Put That Coffee Down delves into how buyers of logistics services buy. Kevin sits down with Jim Bierfeldt, President...

Sell like a consultant

18 Nov 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about how to provide value and land more deals by thinking like a consultant.  We’re joined b...

Building your brand on a budget

11 Nov 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about how to get access to fortune 100 marketing on a small business budget. We’re joined by E...

Virtual lead generation LIVE @HOME

06 Nov 2020

Contributed by Lukas

Kevin Hill and Dooner are live from FreightWaves LIVE @HOME with Lean Staffing Solutions' Trey Griggs.   Apple Podcasts Spotify Stitcher Watch the vi...

Think like a shipper

14 Oct 2020

Contributed by Lukas

"What I told you was true, from a certain point of view. You're going to find that many of the truths we cling to depend greatly on our own point of v...

How to win shipping bids

07 Oct 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about how to win shipping bids.  We’ll cover how to preserve your margins, benchmark the mark...

Converting content marketing leads into sales

30 Sep 2020

Contributed by Lukas

On today’s episode, Kevin Hill is joined by guest co-host, Joe Lynch, founder of The Logistics of Logistics, and special guest Adam Robinson, VP of ...

Visual strategies

23 Sep 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about selling data visualization, brand identity, and infographics with the purpose of driving l...

Where’s my freight? Selling visibility

16 Sep 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about the most common question is supply chain: where’s my freight? In world with disparate sy...

Selling on reputation

09 Sep 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about the bad reputation brokers get and how you can improve your image. Defy expectations, buil...

Carrier sales and negotiation

02 Sep 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about carrier sales and the art of negotiation. They’ll discuss how to find and select carrier...

Sales call role play for the win

26 Aug 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about sales call role playing strategies to prepare your team for the win. Learn how to prepare ...

Perfecting the freight sales pitch deck

12 Aug 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about pitch decks. Learn how to empower your PowerPoint with clean, simple, thought provoking de...

You got the account, now what?

05 Aug 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about when the real work starts: after you land the account. They cover account handling, hand o...

Wake up your social media selling with Morning Brew’s Toby Howell

29 Jul 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about social media strategy, marketing, selling, and brand building. Find out how our guest doub...

Selling value vs price

22 Jul 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about the selling value vs product and price.  They’re joined by special guest Josh Asbury, V...

The Real Wolf of Wall Street from FreightWaves 3PL Summit

21 Jul 2020

Contributed by Lukas

On today's episode, Dooner and Hill are LIVE from the FreightWaves 3PL Summit, and they're talking business with "The Real Wolf of Wall Street," Jorda...

Improv your sales calls

15 Jul 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about the power of ‘yes, and-ing’ your way to sales success via the art of Improv.  Find ou...

Building a business and the power of cold calling

08 Jul 2020

Contributed by Lukas

On today’s episode, Dooner and Hill are talking all about one woman’s journey from COVID-19 related job loss to starting her own freight business....