freight sales content

Salesdash CRM
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We talk about freight sales and marketing for freight brokers and agents.

  1. Oct 6

    What a VP of RevOps Actually Does at a Freight Brokerage | Blake Greene, SET Logistics

    Blake Greene spent 5 years at Access America and Coyote, swore he'd never come back to freight, then spent a decade in software and CRM consulting working with close to 1,000 companies. Now he's back as VP of RevOps at SET Logistics, a $200M+ brokerage in Birmingham, Alabama.In this episode of the Freight Sales Content Pod, Josh Lyles (founder of Salesdash CRM) sits down with Blake to talk about what's actually changed in brokerage after 10 years away, why "consistency compounds" still beats any shiny tool, what a VP of RevOps does inside a freight brokerage, the KPIs that matter beyond call counts, and how AI is changing visibility for reps and leaders.Blake also shares the hard lessons from starting his own business, his "humble, hungry, smart" hiring filter, and how he decides which problems to solve first when every department needs something. ⏱️ Chapters 00:00 Intro 01:09 Blake's background and path into freight 06:55 How distribution experience set him up for brokerage 13:26 Lessons from launching a fertilizer business 22:14 Brokerage today vs 10 years ago 25:31 Are brokerages overthinking their tech stack? 31:58 What a VP of RevOps does in freight 37:40 Working with the VP of Sales and Ops 39:54 How to prioritize which problems to solve 42:36 Hiring for humble, hungry, and smart 46:35 The KPIs that actually matter 48:59 How AI has changed brokerage 52:28 What's next for SET Logistics 57:48 How to connect with Blake Connect with Blake and his team at SET Logistics: https://setlogistics.net/ Learn more about Salesdash CRM: https://salesdashcrm.com/

  2. Aug 28

    Freight Brokerage Sales: Simple Improvements That Drive Results

    In this episode, Josh Lyles sits down with Jackson Gardner who is a logistics veteran, former Director of Sales, and current consultant to break down what freight brokerage sales teams are getting wrong and how to fix it. Jackson shares hard-earned lessons from carrier sales, shipper sales, founding sales at a startup, and running operations at multiple brokerages. If you're a sales rep, sales manager, or brokerage owner, this one is packed with actionable takeaways.What we cover: 1. Why carrier sales reps forget the "sales" part of their job 2. The communication breakdown between sales and operations 3. How selling logistics has changed since COVID (and why shippers are harder to reach than ever) 4. Why niche freight modes give smaller brokerages a competitive edge 5. The right number of accounts a rep should manage at one time 6. Quality connections vs. call volume -- which actually wins 7. Why your sales manager should still be making sales calls 8. The pod model vs. cradle-to-grave and when each works 9. Follow-up stats that will shock you (97 touches to land one enterprise account) 10. The mindset behind sustained success in logistics sales -- DFQ Connect with Jackson Gardner on LinkedIn:   / jackson-gardner-b10731ab  If you're freight brokerage is looking for a sales system for shipper prospecting, check out salesdashcrm.com.

  3. Aug 25

    Why Freight Sales Teams Struggle | Eileen Dabrowski

    In this episode of the Freight Sales Content Podcast, Josh Lyles sits down with Eileen Dabrowski, Founder & CEO of Apex Tide Consulting, to break down what separates high-performing logistics sales teams from the rest. They dive into sales training, accountability vs. micromanagement, building a repeatable sales process, developing top performers, motivating different types of reps, and finding the right balance between people, process, and technology. Eileen also shares why freight sales teams should focus less on activity for activity's sake and more on quality conversations, stronger relationships, and processes that actually help reps sell.Topics include: 1. Building a repeatable freight sales process 2. Accountability vs. micromanagement 3. Training and developing logistics sales reps 4. Why more calls and emails don't always mean better results 5. Developing and replicating top performers 6. Sales leadership and middle management 7. Using CRM and technology without creating more busywork 8. Change management and ongoing technology training 9. Building deeper relationships with shippers 10. Why generic prospecting emails are losing effectiveness If you're leading, managing, or selling for a freight brokerage, 3PL, or logistics company, this conversation is packed with practical ideas for building a stronger sales organization. Learn more about Salesdash CRM: https://salesdashcrm.com Connect with Eileen: https://www.linkedin.com/in/eileen-dabrowski-a090a7141/

  4. Jul 29

    Freight Brokerage Sales: 97 FOLLOW-UPS?!

    Most freight brokers quit way too early.In this quick 3-minute clip, Jackson Gardner explains why persistence wins in freight sales, including the story of a broker who needed 97 follow-ups before landing his biggest customer.We also discuss:- Why getting a shipper on the first call is incredibly rare- How many follow-ups it actually takes to win large accounts- Why most sales reps stop before they ever have a real chance- What shippers are paying attention to even when they never reply- Why consistency builds trust long before you earn the businessIf you're prospecting shippers or leading a freight sales team, this is a reminder that the biggest deals often come from the reps who simply refuse to quit.-----------------------------------------------------------------Most CRMs are not built for logistics. Visit salesdashcrm.com to learn about the CRM designed specifically for freight sales teams.

  5. Jul 27

    Freight Brokerage: Sales Rep Accountability

    Keeping sales reps accountable is one of the toughest parts of growing a freight brokerage.In this clip, Logan Dyer shares how his approach has changed over the years, from wanting to know what every rep is doing every minute to focusing on results, consistency, and hiring self-starters. We also talk about why discipline beats motivation, how expectations evolve as reps gain experience, and how having the right CRM makes accountability a whole lot easier.If you're leading a freight sales team or building one, you'll probably relate to this conversation.---------------------------------------------------------------------------------------------------------------Visit shipblbx.com to learn more about Logan and his team at Blackbox Logistics.Visit salesdashcrm.com to learn more about a CRM designed just for freight brokerage sales teams.

  6. Mar 10

    MOST REPLAYED: Freight Broker Sales with Logan Dyer

    Here is an 11 minute clip that was one of our most replayed and watched segments of our podcasts from 2025 with Logan Dyer, founder at Blackbox Logistics.The primary topics are:1) Cold calling shippers2) Tone over the phone and formality3) The "no" customers being ones to not run away fromWe hope you enjoy.--------------------------------If you are a freight broker that prospects shippers, check out salesdashcrm.com to learn more about the primary CRM built only for logistics sales reps and freight brokers.

  7. 10/21/2025

    AI Coaching for Logistics Sales With James Santy

    James Santy is the Founder of The Sales DREAM where he is helping logistics sales teams with sales training powered by AI coaching.James led sales operations and technology at C.H. Robinson, driving major growth by automating sales processes, aligning CRM systems, and creating scalable enablement programs. During his tenure, he helped generate over $1B in incremental revenue, streamlined workflows for thousands of users, and built the foundation for a data-driven sales organization.In this episode, we discuss:- his background and impact on the sales org at CHR- what is The Sales DREAM- how their AI helps sales teams- shipper sales approaches- logistics sales rep skills and processes- improving outreach strategies to shippers- his opinion on sales management in freight brokerage- navigating different sales channels- building a strong go-to-market engine in logisticsAnd more.Learn more about The Sales DREAM at thesalesdream.comSubscribe to our channel here for more logistics and freight sales content.If you're looking for a CRM to help manage shipper outreach, help with follow-ups to customers, and to drive carrier activity, check out Salesdash CRM.

  8. 10/02/2025

    The Reality of Launching a Freight Brokerage in 2025

    Over the past two years, there's been a lot of freight brokerages exiting the market as we continue on in one of the most challenging freight markets in history.Chris Hinz does not care. He sees opportunity.In this episode, we talk with Chris about why he's starting a brokerage now in 2025.We spoke with Chris on some of the following topics:- Why now to start a brokerage?- His deep background and experience with some of the top names in brokerage- Starting an MC from scratch versus buying an existing one- Raising money to get started- Revenue goals and shipper sales strategyAnd plenty more.If you're someone wanting to hear and learn from someone experienced within brokerage, as well as the reality of starting a brokerage in a challenging market, this conversation with Chris is a great listen.

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About

We talk about freight sales and marketing for freight brokers and agents.

Information

  • Creator
    Salesdash CRM
  • Years Active
    2024 - 2026
  • Episodes
    22
  • Rating
    Clean
  • Copyright
    © Salesdash CRM
  • Show Website
    freight sales content

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