))
1265.#TFCP - Pipeline Power: Structuring a Freight Sales Process That Wins!
Manage episode 501244020 series 3563458
Whatโs holding your freight brokerage back from achieving growth? Lack of focus, poor data, or chasing the wrong customers?
In todayโs episode, Dr. James Kenny is back on the show as we speak about why building a clear strategy and defining your ideal customer profile is the real foundation before you even think of bringing AI, automation, or tech solutions into your business!
Jim and I talk through the three key components of a modern tech stack: predictive analytics, generative AI, and conversational intelligence, and how refining your vertical focus can drive consistent growth.
Clean data, clear direction, and disciplined execution are what give you a competitive edge in freight, so dive in to discover more from our conversation!
Dr. Kenny taught and researched Strategic Marketing, Professional Selling, Sales Management, and Third-party Logistics. During his twenty-five years at Western Illinois University, he was nominated for Teacher of the Year fourteen times and won three times. He also received the Provost's Award for Teaching Excellence. Additionally, Dr. Kenny has won two Faculty Excellence awards. He has published and presented papers in strategic planning, transportation brokerage, sales management, and professional selling.
He earned his Ph.D. from Oklahoma State University. He was a four-time recipient of the McAlister Scottish Fellowship for doctoral students. He completed his academic career by winning the American Marketing Association Doctoral Consortium Fellowship at Harvard University.
Professionally, Dr. Kenny has supplied consulting services to over 180 firms (Logistics, Private Equity, Software, Insurance, and Financial Services) and trade associations nationwide. A sample of his client list includes UPS Worldwide, FedEx, Trinity Logistics, Allen Lund Company, Landstar, TransCore DAT, Total Quality Logistics, McKinsey & Co., and AT Kearney.
Dr. Kenny has served on the Board of Directors of the Warehouse Education Research Council (WERC). He won the 2001 President's Service Award from the Certified Professional Insurance Association (CPIA) for his Marketing Audit Program and the 1996 Outstanding Service Award from the Transportation Intermediaries Association (TIA) for his Consultative Sales Program. Professor Kenny was presented with the 2010 Horizon Award for lifetime service to the Transportation Intermediaries Association (TIA).
๐๐ Donโt miss out on the latest market trends by subscribing to your TOP Transportation Morning Show! ๐
๐ฌ๐ฏ #TheFreightCoach Morning Show is LIVE every weekday at 10:30 AM CST to break down transportation industry headlines! Mark your calendars!
๐ค Shoutout to my sponsors!๐
- Denim | https://info.denim.com/chrisjolly
- SPI Logistics | https://spi3pl.com/
- Revenova | https://revenova.com/freightcoach/
- NMFTA | https://nmfta.org/
๐ Ditch your carrier packet, drive more carrier sales, and get better load coverage with seamless digital onboarding, TMS integration, and smart load coverage by visiting https://brokercarrier.com/.
To donate and contribute to the Have a Heartโs purpose, visit https://www.haveaheartinc.org/donate.
๐๐ฅ To sign up for my Newsletter, go to http://eepurl.com/iNoHco, get in touch with me through the social media channels below, and subscribe to my YouTube Channel!๐
โถ๏ธ https://www.youtube.com/channel/UCjrL70IEnCfDkNaiYMar3jw
๐ท https://www.instagram.com/thefreightcoach/
๐๏ธ https://twitter.com/thefr8coach
1241 episodes
Share
