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.
In this episode, we sat down with Chase Carris, VP of Summit Logistics Group, to talk through his unique journey across the logistics industry.Chase has been on the asset side, launched a brokerage from scratch, worked in manufacturing, and now serves as VP of Operations at Summit Logistics Group. He shares the lessons he’s learned along the way and how those experiences shape the way he leads today.We cover:- Starting a brokerage from scratch- Implementing a buy-sell model- Team structure and defining roles- A day in the life as VP of Ops- Scaling operations and integrating technology- How Summit chooses and implements new tech- Navigating today’s challenging freight market- Sales strategies and tactics that work- Communication between carrier and shipper sales teams- Balancing contract freight with spot opportunities- Building a positive team culture and embracing changeWhether you’re in freight brokerage, carrier sales, or logistics leadership, we think you’ll take away insights from Chase’s journey.
Whether you are a candidate looking for a job in logistics sales, or if you are a hiring team looking to grow your sales organization in freight, Brent Orsuga is probably someone you already follow.If you don't, he is one of the most pulsed-in professionals on the hiring market within the logistics industry.In this podcast, we cover everything from headhunting vs. recruiting, to what the best freight sales candidates are doing to stand out in today’s market. Brent shares insights from his recent visit to Chicago brokerages, what roles companies are hiring for, and why staying connected to recruiters matters more than ever.Topics we cover:- Headhunting vs. recruiting in logistics- Vetting top-performing freight sales candidates- What logistics companies are hiring for in 2025- Remote vs. in-office expectations from employers- The positioning of cradle-to-grave and split models- How comp structures and agent models are impacting the industry- Why tech isn’t even a question for candidates anymoreAnd more…Whether you’re hiring, job hunting, or leading a freight brokerage, this episode is packed with tactical insight.🔗 Connect with Brent: https://www.linkedin.com/in/topfreightrecruiter/📌 Subscribe for more logistics and freight brokerage content!
In this episode, we sat down with Chip Reeves from Enablers to talk about how Shipper SDRs are changing the game for freight brokers.We dive into the role of AI in logistics and freight brokerage, and how Shipper SDRs take over cold calling so brokers can focus on closing deals.Chip breaks down:📞 What a Shipper SDR is and how they’re trained to prospect for brokers🤝 How they set appointments and hand off meetings seamlessly📊 The metrics and performance tracking brokers should expect🚛 How they work with niche and specialized freight brokerages💻 How Shipper SDRs use the common technology in today’s brokerage operationsIf you’re a freight broker looking to scale your sales without spending all day on the phones, this one’s for you.🔔 Don’t forget to subscribe for more conversations on freight sales, prospecting, and logistics tech.
In this episode, Drew and Josh talk about how using a CRM in logistics can make you more efficient when prospecting shippers.Many freight brokers will start their sales journey in spreadsheets. It's an easy place to start. But when does it get too clunky?We discuss the spreadsheet usage, as well as why a lot of freight brokers have historically not loved CRMs.We dive into contact management, working an enterprise shipper account, effective shipper discovery, follow-ups, and more.Are you looking for a simple CRM that is built specifically for the logistics and transportation industry? Take a look at Salesdash CRM at salesdashcrm.com
We sat down with Steve Vest, founder at Nationwide Equipment Transportation Inc.Steve has been a freight broker for 20 years, and he still actively sells to this day. You may know him on TikTok, where he's grown a following of close to 50,000 followers where he commonly posts the reality of what it's like being a freight broker working with shippers and carriers.If you're looking to sharpen your sales skills as a freight broker, you won't want to miss this one.In this episode, we dive into:- building trust with shippers- the importance of persistence- handling rejection from shippers- follow-up strategies- how Steve approaches a cold call to a brand new shipper that he's never contacted- working with carriers, developing relationships- sales cyclesWe hope you enjoy this episode. You can learn more about Steve's company at nationwidetrans.com.Thank you for watching the Salesdash CRM channel where we post about freight sales and marketing content and education.
Thinking about buying a TMS? This episode with Michael Sternberg, Director of Sales at 3PL Systems, is packed with insights.We dive into:- What to look for when buying a TMS- Common mistakes and overrated features- The build vs. buy debate- How integrations impact your workflow- Freight tech sales strategies- Cold calling tips and refining your sales processWhether you're a freight broker, tech buyer, or freight tech sales pro — you’ll walk away with actionable advice to improve your tech stack and your sales game.Subscribe for more real-talk conversations in freight and logistics.
John Rivers is a consultant for freight brokerages who has worked at Coyote Logistics in sales and in management, he's been the CEO of a brokerage, and he's worked on the asset side.He's touched just about all things freight brokerage with a primary focus in sales and revenue growth.In this episode, we were fortunate to speak with John about:all the aspects of consulting in freight brokeragethe importance of people in brokerageare freight agencies the future?technology in logisticstraits of top sales reps in freightdelayed gratificationthe perfect brokerage book of business breakdownpsychology and mindset for sales repsAnd plenty more. If you are driven to grow your book of business or your freight brokerage/agency, you will enjoy listening to John.Want to get connected with John? Connect with him on LinkedIn: / john-rivers-b036b841
Freight broker sales is challenging. Learn from someone that's done it and repeats it.Logan Dyer is the co-founder at Blackbox Logistics out of Birmingham, AL. Blackbox is a freight brokerage with no assets. The primary hat that he wears for his team is training, which is not common for a co-founder.This episode is packed with unique takes on sales, growing, training in freight brokerage.We talk with Logan about:- hiring salespeople in freight brokerage, what Logan looks for- why he chose to head up training as a co-founder- how they help brokers niche down and learn the industry- preparing new freight brokers for rejection in cold calls- why the prospects telling you "No" are the ones you should lean into- the importance of tone on cold calls- opening cold call lines- are call scripts worth it?- follow-ups- how cold calls are like a dance- the significance of CRM software for their sales team- stories of some of his longest sales cyclesThis is a jam-packed episode with value for those looking to strengthen their sales skills in freight brokerage.
Do you have dreams of growing your freight brokerage or agency and one day getting acquired? In this video, we were able to speak with someone who has. Tyson Lawrence got his start with C.H. Robinson in 2001. He built a brokerage in 2006 up to $15m and then got stuck. He couldn't surpass $15m. He needed the skills and tools to diversify the business, so he sought out industry experts and was able to grow to $25m before selling his brokerage to GlobalTranz. Now, Tyson consults and coaches freight brokerage and agency leaders looking to get unstuck and grow their business. And we got a front row seat to talk about how he helps make that happen.
If you have a one or two customers that do 80% of your revenue and profit as a freight broker or as a freight agent, this might be a good listen. We came across a Reddit thread where two individuals shared stories of how they lost their biggest customers. Some were due to controllable things, but more were uncontrollable. The sentiment after the fact? They should have kept prospecting. One of the better things you can do in sales as a freight broker is to diversity your book of business with multiple customers. Let's talk about it.
Do you spray and pray down a list of phone numbers to try to win freight from shippers? Or are you spending time to research and connect with them on a deeper level? We work and talk to a lot of freight brokerages, freight agencies, and asset-based trucking companies for their sales efforts. Everyone's got their own sauce. Drew and Josh talk through their perspectives. Leave a comment with yours. If you're in need of a CRM for your freight sales team, visit salesdashcrm.com for info and to learn more about Salesdash. One of the only CRMs built specifically for freight.
In this video, we take a deep dive into key sales strategies that can elevate your business and close more deals. Learn the art of storytelling in sales to build stronger connections, discover how to effectively communicate value to your prospects, and gain insights into the importance of timing when navigating client conversations. Whether you're in B2B sales, freight sales, or any industry where relationship-building and clear value propositions are key, this episode will give you actionable tips to improve your sales approach. We cover: 1) How to use storytelling to connect with prospects 2) Ways to communicate your product’s value clearly and persuasively 3) How to navigate the timing of follow-ups and decision-making Salesdash CRM is a sales system built specifically for freight brokers and freight agents to manage their shipper and carrier relationships. Check us out at salesdashcrm.com
It's a Tuesday morning, and you're firing up your CRM or spreadsheets to make some cold calls to shippers to get some new business. You make your first dial, and the call prompt gives you a list of extensions. You roll your eyes and are confused, and maybe even less motivated, to keep making dials. You talk to a gatekeeper who gives you the whole, "they're on another call can I take a message?" -- You're stuck. Drew and Josh from Salesdash CRM talked about different approaches in navigating the complexity of the B2B sales process in this video. -------------------------------------------------------------------------------------------------------------- Salesdash CRM is built specifically for freight brokerages and agencies to manage their shipper sales process and organize their carriers' lane preferences. Try it out for free today at salesdashcrm.com.
Josh and Drew sit down to talk about one of the quickest ways to grow revenue as a freight broker.