Sales Bites

Will Hopkins, Cradle to Grave Sales

Episode Summary

In this episode of Sales Bites, host Will Jenkins interviews Will Hopkins, founder of BlackBox Logistics. They discuss the cradle to grave sales strategy, emphasizing the importance of relationship building over price competition. Hopkins shares insights on managing operations while maintaining a full sales pipeline, the significance of listening in sales, and effective management techniques for cradle to grave sellers. He also provides valuable tips for new sellers, highlighting the need for specialization and accountability in the sales process.

Episode Notes

SUMMARY:

In this episode of Sales Bites, host Will Jenkins interviews Will Hopkins, founder of BlackBox Logistics. They discuss the cradle to grave sales strategy, emphasizing the importance of relationship building over price competition. Hopkins shares insights on managing operations while maintaining a full sales pipeline, the significance of listening in sales, and effective management techniques for cradle to grave sellers. He also provides valuable tips for new sellers, highlighting the need for specialization and accountability in the sales process.

TAKEAWAYS:

• Building relationships is key in sales.
• Focus on customers who value service over price.
• Keep your sales pipeline full to avoid scrambling.
• Listening is more important than talking in sales.
• Not all freight is good freight; evaluate your customers.
• Accountability helps sales reps stay motivated.
• Specialize in one industry to become an expert.
• Track progress and set benchmarks for your team.
• Sales is a continuous learning process.
• Developing trust with customers takes time and effort.
   

CHAPTERS:

• 00:00 Introduction to Sales Bytes and Guest Introduction
• 02:05 The Journey of Will Hopkins and Black Box Logistics
• 04:54 Cradle to Grave Sales Strategy
• 07:47 Managing Operations and Sales Simultaneously
• 09:15 Effective Management for Cradle to Grave Sellers
• 11:07 Tips for New Cradle to Grave Sellers