The CRO Perspective: Growing FreightTech Sales with Ryan Sullivan
The Logistics of Logistics Podcast
Release Date: 07/03/2024
Tariffs, Typhoons, & Turmoil: Derisking the Supply Chain with Moody's Andre Quinn Barabanov
The Logistics of Logistics Podcast
In "Tariffs, Typhoons, & Turmoil: Derisking the Supply Chain with Moody's Andrei Quinn-Barabanov ”, and , Moody’s lead Supply Chain expert, discuss the need to leverage predictive data and holistic strategies to mitigate complex, interconnected global risks. About Andrei Quinn-Barabanov is Moody’s lead Supply Chain expert. He works closely with Supply Chain Risk product team to shape the predictive capabilities of Moody’s solution and with its customers to identify, assess, prioritize and mitigate supply chain risks. With more than three decades of experience, Andrei...
info_outline
Orchestrating Chaos: Lully's Take on the Top Warehousing Challenges with Mike Myers
The Logistics of Logistics Podcast
In "Orchestrating Chaos: Lully's Take on the Top Warehousing Challenges”, and , the Founder and CEO of Lully.ai discuss how to supercharge existing Warehouse Management Systems with bolt-on algorithms for labor and cost savings. About Mike Myers is the Founder and CEO of Lully.ai, a bolt on technology that allows warehouses to ship more orders on time, with fewer resources, using the equipment, capabilities, and systems you already have. Mike's career has included roles at a large apparel brand, multiple national 3PL leaders, and finally a automation firm focused on...
info_outline
Making a Living and a Life on the Road with Dave Nemo
The Logistics of Logistics Podcast
In "Making a Living and a Life on the Road”, and , Host of RadioNemo, discuss the blend of essential industry information, driver wellness, and community building that allows professional truckers to find success and connection over a long career on the road. About Dave Nemo has been the voice of trucking radio for the past 55 years, drawing on his love of music, useless facts, jokes, and history, coupled with the solemn duty to provide reliable weather and road reports with important news and information every driver should have. His career has been through more changes than...
info_outline
Scaling Logistics Innovation at Descartes Systems Group with Dan Cicerchi
The Logistics of Logistics Podcast
In "Scaling Logistics Innovation at Descartes Systems Group”, and , the General Manager of Transportation Management Solutions at Descartes Systems Group, discuss the strategic integration of trustworthy AI to enhance existing core logistics technology and solve practical pain points across the global supply chain. About Dan Cicerchi is the General Manager of Transportation Management Solutions at Descartes Systems Group, where he leads strategy and innovation for one of the industry’s most widely adopted logistics technology platforms. A seasoned entrepreneur and logistics tech pioneer,...
info_outline
The State of Logistics Hiring with Charlie Saffro
The Logistics of Logistics Podcast
In "The State of Logistics Hiring”, and , a recruiting and retention expert and CEO of CS Recruiting, discuss why employee-focused cultures and niche expertise are now critical to overcoming talent shortages in the supply chain industry. About Charlie Saffro is a recruiting and retention expert, a female entrepreneur, and a TEDx speaker with a passion for sharing ideas around human leadership, talent acquisition and retention, employee engagement, and company culture. Charlie founded a third party recruiting firm in 2010 with the goal of connecting employers and professionals within...
info_outline
Beyond TMS: McLeod's Open Ecosystem and Automation with Doug Schrier
The Logistics of Logistics Podcast
In "Beyond TMS: McLeod's Open Ecosystem and Automation”, and , Vice President of Growth and Special Projects at McLeod Software, discuss the strategic pivot toward an open, automated ecosystem that redefines modern supply chain management. About Doug Schrier , Vice President of Growth and Special Projects at McLeod Software, is a driving force behind the company's strategic expansion while upholding a customer-centric philosophy. With a comprehensive background encompassing over two decades of operations and strategic leadership, Doug has dedicated the past 15 years to the transportation...
info_outline
Leveraging Shipper Intent Data to Win More Freight with Rob Light
The Logistics of Logistics Podcast
Leveraging Shipper Intent Data to Win More Freight”, and , CEO & Co-founder at CarrierSource, discuss how their platform provides the real-time intent signals and AI tools necessary to turn passive interest into high-value revenue. About Rob Light is the CEO and a Co-Founder of CarrierSource, the leading review website for brokers and carriers. Rob has been building CarrierSource for the past five years, and prior to that was an early employee at the software review website G2.com. At G2, Rob saw the power of customer reviews and how small businesses could leverage the voice of their...
info_outline
Who Stole Guy Fieri and Sammy Hagar's Tequila with Jessica Mcfate
The Logistics of Logistics Podcast
In “Who Stole Guy Fieri and Sammy Hagar's Tequila”, and , Sr. Director of Intelligence Solutions at Babel Street, discuss how national security intelligence methods are now vital for solving commercial theft and securing global supply chains. About Jessica McFate is Sr. Director of Intelligence Solutions at Babel Street and a career intelligence professional, specializing in OSINT for national security. At the Institute for the Study of War, her research won acclaim for forecasting the rise of ISIS. She has authored over 50 publications, briefed top U.S. government agencies, appeared in...
info_outline
Real-World Supply Chain AI Applications with Gather AI's Sankalp Arora
The Logistics of Logistics Podcast
In “Real-World Supply Chain AI Applications with Gather AI's Sankalp Arora”, and , CEO and Co-founder at Gather AI, discuss how Gather AI's combination of drone-collected visual data, AI analysis, and WMS integration is revolutionizing warehouse inventory management. About Sankalp Arora is the CEO & Co-Founder of Gather AI. With 14 years of experience, Sankalp developed safety and sensor planning for the world's first safe autonomous helicopter, funded by DARPA, a project that won the Howard Hughes award, AUVSI Xcellence award and was nominated for the Collier Trophy. He is a...
info_outline
Beyond the Rate: Why Accuracy, Transparency, and Context Matter with Dawn Favier
The Logistics of Logistics Podcast
In “Beyond the Rate: Why Accuracy, Transparency and Context Matter”, and , President, Intelligence, at Triumph, discuss how accuracy, transparency, and network connectivity are the new drivers for precision and confidence in the logistics industry. About Dawn Favier serves as President, Intelligence, at Triumph following the acquisition of Greenscreens.ai in May 2025. She brings more than 30 years of leadership experience in transportation management and logistics technology. Prior to joining Triumph, Ms. Salvucci-Favier served as Chief Executive Officer and Chief Product Officer of...
info_outlineRyan Sullivan and Joe Lynch discuss the CRO perspective - growing freighttech sales. Ryan is the CEO and Founder of Ratchet Ventures, a fractional CRO firm specializing in the logistics and freighttech space.
Summary: The CRO Perspective: Growing FreightTech Sales
In this podcast, Ryan Sullivan, Founder of Ratchet Ventures and an experienced Chief Revenue Officer (CRO), shares his insights on growing sales in the freight tech and logistics industry. He discusses the importance of revenue management, transitioning from founder-led sales to a scalable process, and the three levers to increase sales: larger deals, more opportunities, and higher conversion rates. Ryan emphasizes understanding the ideal customer profile, building genuine relationships, and specializing in a specific niche to improve sales performance. He also addresses the challenges growing companies face in finding the right sales leadership and how fractional CRO services can help. Throughout the podcast, Ryan shares his unconventional journey and expertise in helping companies and individuals navigate the increasingly competitive supply chain technology industry.
#FreightTechSales
#RevenueGrowthStrategies
#LogisticsSalesExpertise
About Ryan Sullivan
Ryan Sullivan is the CEO & Founder of Ratchet Ventures. With over a decade of experience in supply chain tech, Ryan partners with seed to Series B companies to revamp sales strategies, optimize pipelines, and enhance forecasting. A proven leader with success at Kuebix and Tive, he specializes in transitioning from founder-led sales to scalable processes, achieving 5-10x revenue growth. As a 2x founder, 2x corporate exit, and 3-time founding sales leader, Ryan's expertise includes channel partnerships, sales playbooks, prospecting, and CRM enablement. Passionate about innovation in logistics and transportation, he actively shares industry insights on LinkedIn and is committed to transparency and authenticity in all business interactions. Based in Boston, Ryan drives growth and innovation in the supply chain industry.
About Ratchet Ventures
Ratchet Ventures, led by CEO & Founder Ryan Sullivan, empowers supply chain technology leaders to scale, secure funding, and drive profitable revenue through comprehensive growth services. With over 15 years of experience, Ryan partners with seed to Series B companies to transition from founder-led sales to scalable processes, achieving significant growth. Ratchet Ventures specializes in Fractional CRO services, strategic growth planning, and go-to-market strategies. As a 2x founder, 2x corporate exit, and 3-time founding sales leader, Ryan's expertise is instrumental in navigating startup complexities and driving innovation in the supply chain sector (Ryan Sullivan ).
Key Takeaways: The CRO Perspective: Growing FreightTech Sales
- Gain insights from a Chief Revenue Officer on growing sales in the freight tech industry.
- Learn about the importance of building relationships with customers.
- Understand the growing significance of revenue management in companies.
- Discover how to transition from founder-led sales to a scalable sales process.
- Hear about Ryan Sullivan's unconventional journey to becoming a successful tech sales leader.
- Learn three key levers to grow sales in freight tech and logistics companies.
- Understand the value of genuine expertise and personal connections in the era of AI-generated content.
Timestamps
(00:00:01) The CRO Perspective on Freight Tech Sales
(00:00:20) Fractional CRO for Early Stage Companies
(00:01:35) The Growing Importance of Revenue Management
(00:04:00) Scaling Sales Beyond Founder-Led Efforts
(00:08:05) Accidental Entrepreneur Discovers Supply Chain Tech
(00:14:18) Three Levers to Grow Freight Tech Sales
(00:16:03) Selling Larger Deals in Freight Brokerage
(00:19:34) The Value of Authentic Expertise
(00:22:17) Boost Sales Conversion Through Customer Understanding
(00:24:32) Niching Down for Higher Conversions
(00:32:34) Focusing on the Ideal Customer Profile
(00:39:35) Fractional CRO: Helping Companies Overcome Growth Barriers
(00:43:21) Fractional CRO: Driving Strategic Sales Growth
(00:47:03) Navigating Sales Leadership Challenges in Growing Companies
(00:51:48) Three Ways to Grow Freight Tech Sales
(00:52:52) Navigating Supply Chain Technology and Capital