Freight Broker Sales Excellence: Tips, Training, & Landing Shippers

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 cycles

This is a jam-packed episode with value for those looking to strengthen their sales skills in freight brokerage.

00:00 Intro
1:15 Logan's Background
4:05 Overseeing Training
8:10 Hiring Needs of Sales
13:50 TQL Training
16:15 Onboarding at Blackbox Logistics
21:50 Mindset in Sales
30:00 Dealing with No's
40:00 Cold Calling
46:15 Sales Management
56:20 Continuous Training
1:00:00 Call Sequences