Logistics Sales & Company Culture - 2 Interviews From the Transportation Marketing and Sales Association Event in New Orleans!

Trucking for Millennials

In this special episode of the Trucking for Millennials podcast, we dive into the vibrant atmosphere of the Transportation Marketing and Sales Association event in New Orleans, Louisiana.

Our first guest, Jim Kenny, a seasoned expert in non-asset-based sales, shares invaluable insights into the vital behaviors of sales professionals. Jim breaks down the sales process into six essential blocks: pre-call planning, sales call opening, needs assessment, solution development, closing, and follow-up. He emphasizes the importance of differentiation, discovery, and asking needs-based questions to build meaningful connections with customers and carriers. Jim also highlights the challenges of post-COVID sales environments and the necessity of specific, targeted communication to increase engagement and response rates.

In the second half of the episode, we shift gears to a heartwarming conversation with Christian, Joe, and Rachael from Mohawk Global, a family-owned 3PL company. They share their unique experiences working in a family business and the core values that drive their organization: care, enrich, and deliver. The discussion delves into their compassionate leadership style, the no-layoff policy, and the various initiatives they have in place to support their employees and communities. From a charitable fund to community gardens, Mohawk Global exemplifies how leading with love and transparency can create a thriving, supportive work environment.

This episode is packed with practical advice for sales professionals and inspiring stories of how values-driven leadership can make a significant impact in the logistics industry. Whether you're looking to refine your sales techniques or seeking inspiration for building a strong company culture, this episode has something for everyone.