loader from loading.io

The New Customer Journey with Chris Jolly

The Logistics of Logistics Podcast

Release Date: 11/29/2021

REPOST: LTL: Then and Now with David Ross show art REPOST: LTL: Then and Now with David Ross

The Logistics of Logistics Podcast

LTL: Then and Now with David Ross and discuss LTL: then and now. David is the Executive Vice President of , a leading less-than-truckload carrier offering high quality and reliable LTL services About David Ross  is the Executive Vice President of t.  Mr. Ross was most recently Managing Director and Group Head of Stifel’s Global Transportation & Logistics Equity Research practice. During his tenure at Stifel, his awards included ranking #1 in stock picking multiple times in the Wall Street Journal's Best on the Street Analysts Survey and in Financial Times/StarMine...

info_outline
REPOST: The Emerge Story with Andrew Leto show art REPOST: The Emerge Story with Andrew Leto

The Logistics of Logistics Podcast

The Emerge Story with Andrew Leto and discuss Andrews's entrepreneurial journey and the story. Joe and Andrew also discuss Andrew’s earlier business ventures, and . About Andrew Leto , is the Founder and CEO of , which is a digital freight marketplace. Andrew has been in the logistics industry since 2003 when he founded GlobalTranz after serving five honorable years in the U.S. Navy. Having built a reputation for providing some of the best technology in the industry, GlobalTranz quickly became one of the top-10 Truckload and LTL brokers in the U.S. with over a billion dollars in sales....

info_outline
The SwanLeap Story with Brad Hollister show art The SwanLeap Story with Brad Hollister

The Logistics of Logistics Podcast

The SwanLeap Story with Brad Hollister and discuss the SwanLeap story. Brad is the Co-Founder and former Chief Executive Officer of , a leading transportation, consulting, and technology firm specializing in supply chain best practices and cost reduction strategies. About Brad Hollister is the Co-Founder and former Chief Executive Officer of . Under Hollister’s leadership, SwanLeap delivered an unprecedented 75,660.8 percent growth in revenue in the past three years, catapulting the 5-year-old software company to the No. 1 spot on both the 2018 Inc. 5000 list and the Deloitte Technology...

info_outline
The Box that Changed the World with Richard Danderline show art The Box that Changed the World with Richard Danderline

The Logistics of Logistics Podcast

The Box that Changed the World with Richard Danderline and discuss the box that changed the world. Richard is the Co-Founder and CFO of , a shipping container company that has developed an innovative shipping container that is poised to revolutionize the space. About Richard Danderline , has over 35 years of executive level financial and operating experience, primarily in the fashion footwear and apparel businesses.  He has served as COO/CFO of several large fashion companies, including Marc Fisher Footwear, Aerogroup International (Aerosoles brand), Kenneth Cole and Iconix Brand Group...

info_outline
Fulfillment Success with Steve Shebuski show art Fulfillment Success with Steve Shebuski

The Logistics of Logistics Podcast

Fulfillment Success with Steve Shebuski and discuss fulfillment success. Steve is the Vice President of Digital Strategy at , part of Accenture, a company that helps companies reimage fulfillment operations to align with business goals, address market trends, and meet customer demands. About Steve Shebuski is the Vice President of Digital Strategy at , part of Accenture. Steve has 20+ years of experience as a Program Manager/Design Lead/Project Manager implementing both Microsoft Dynamics AX / Dynamics 365 as well as tier I and tier II warehouse management and transportation software...

info_outline
Winning the Logistics Talent War with Radu Palamariu show art Winning the Logistics Talent War with Radu Palamariu

The Logistics of Logistics Podcast

Winning the Logistics Talent War with Radu Palamariu and discuss winning the logistics talent war. Radu is the Managing Director Asia Pacific & Europe of and the Global Head of Supply Chain & Logistics Practice. Alcott Global provides Executive Search solutions for the world’s top companies in eCommerce, supply chain, logistics, and tech in transportation. About Radu Palamariu is the Managing Director Asia Pacific & Europe of and the Global Head of Supply Chain & Logistics Practice. He has been working on C-level and top management executive search assignments with Top...

info_outline
Becoming a Sales Hunter with Mark Hunter show art Becoming a Sales Hunter with Mark Hunter

The Logistics of Logistics Podcast

Becoming a Sales Hunter with Mark Hunter and discuss becoming a Sales Hunter. Mark also known as "” helps companies and salespeople find and retain better prospects they can close at full price. About Mark Hunter is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three books, “” and “High-Profit Selling” and his newest “.” His integrity centered communication strategies are used each day by thousands of people from “Fortune 100” firms to small start-ups. Clients include, American Express,...

info_outline
The TextLocate Story with Ryan Rogers show art The TextLocate Story with Ryan Rogers

The Logistics of Logistics Podcast

The TextLocate Story with Ryan Rogers and discuss the TextLocate story. Ryan is the Founder and CEO of which provides a freight location tracking and communication solution for brokers and partner carriers. About Ryan Rogers is the Founder and CEO of logistics tech startup TextLocate. bridges the gap between truck drivers and logistics professionals by creating a simple way to locate freight through a proprietary text message platform that has taken the logistics industry by storm. Prior to founding TextLocate, Ryan’s extensive experience dates back over 20+ years and includes...

info_outline
REPOST: Amazon vs Target vs Walmart with Rick Watson show art REPOST: Amazon vs Target vs Walmart with Rick Watson

The Logistics of Logistics Podcast

Amazon vs Target vs Walmart with Rick Watson   and discuss Amazon vs Target vs Walmart and their strengths and weaknesses in the areas of ecommerce, fulfillment, distribution, and logistics. About Rick Watson founded  after spending 20+ years as a technology entrepreneur and operator exclusively in the ecommerce industry with companies like ChannelAdvisor, , Merchantry, and Pitney Bowes. Watson was one of the first employees at ChannelAdvisor, spending 10 years there in various executive capacities and launching many of the company’s...

info_outline
Understanding Conrail with Brian Gorton show art Understanding Conrail with Brian Gorton

The Logistics of Logistics Podcast

Understanding Conrail with Brian Gorton and discuss understanding Conrail. Brian is the President & Chief Operating Officer of Shared Assets, which serves as a contract local carrier and switching company for its owners, CSX Transportation and the Norfolk Southern Railway. About Brian Gorton joined Conrail in 1987 as a conductor. He advanced to the position of Assistant Terminal Superintendent before departing prior to the CSXT and Norfolk Southern acquisition of Conrail in 1998. After his departure from Conrail, he worked at the Union Pacific Railroad where he held various...

info_outline
 
More Episodes

The New Customer Journey with Chris Jolly

Joe Lynch and Chris Jolly discuss the new customer journey. Chris is the founder of The Freight Coach, a company that stages transportation companies ranging from traditional freight brokerages, asset-based trucking companies looking to expand into brokerage, as well as technology companies looking to implement their product into the industry.

About Chris Jolly

Chris Jolly is the founder of The Freight Coach and the host of Coffee w/#TheFreightCoach podcast. Chris has over 14 years of experience in transportation with the bulk of his experience in freight brokerage. His experience within freight brokerage includes operations, sales, and leadership ranging from start-ups to one of the largest brokerages in the transportation industry. His passion is the training and development of sales and operations professionals in the brokerage business. Chris earned his bachelor’s degree in Management from the University of Wisconsin- Stout located in Menomonie, WI and holds an associate in Management from Chippewa Valley Technical College in Eau Claire, WI.

About The Freight Coach

The Freight Coach partners with growth stage transportation companies ranging from traditional freight brokerages, asset-based trucking companies looking to expand into brokerage, as well as technology companies looking to implement their product into the industry. Our main objective is to utilize niche-specific transportation training methods to improve efficiencies within the sales process and use our experience to enhance your operations team to execute your freight mix at a higher level. The Freight Coach provides one on one training with leadership as well as carrier and customer sales representatives to ensure that they overcome the barriers they are facing now to pave the way for greater success.

Key Takeaways: The New Customer Journey

  • Chris Jolly is the founder of CJolly Freight Consulting and the host of Coffee w/#TheFreightCoach podcast.
  • In this podcast interview, Chris and Joe discuss the new customer journey which refers to the way that shippers and supply chain professionals research and buy 3rd party logistics services.
  • Prospective customers are rejecting the sales process and instead defining their own buying process. Prospects are educating themselves by consuming content (articles, social media, podcasts, etc..) rather than engaging directly with sales and marketing people.
  • In this new environment, the rules of (customer) engagement have shifted.
  • Social media is still an important element of the new customer journey, however, Chris believes that 3PLs and brokers need to up their social media game. Ideally, brands can better communicate their values and what they stand for online.
  • Many companies and individuals are blurring the lines between formal and informal communication – people are showing more of their authentic selves, and sharing their personal lives. This shift is kind of scary for larger brands who are reluctant to takes big risks with brands that have been built over many years.
  • Chris believes that buyers are attracted to companies and brands that lead with authenticity and openness.
  • The dark funnel is a customer’s purchasing journey that occurs off-site through social, paid, competitive, influencer and other channels not controlled or visible to the brand.
  • In recent years, marketers have come to rely on sales funnels that culminate in a marketing generated lead, but increasingly savvy customers are avoiding the tactics and methods (webinars, white papers, cold calls, etc..) that put them in the sales funnel.
  • Recent research by Sirius Decisions and Forrester suggests that 67% to 90% of the customer’s purchasing journey is in the dark funnel – consuming off-site content.
  • If your marketing feels like marketing you are doing it wrong. People love to buy, but they don’t want to be sold to. As buyers became increasingly savvy and sophisticated they resist anything that feels salesy. Sales and marketing teams need to find ways to engage with prospects in ways that fits their buying process.

Learn More About The New Customer Journey

Chris Jolly

The Freight Coach

Coffee with The Freight Coach Podcast (Chris Jolly)

Becoming More Confident on the Phone with Chris Jolly

Why Cold Callers Fail with Chris Jolly

REAL AF with Andy Frisella on Apple Podcasts

The Logistics of Logistics Podcast