The Revenue Engine with Kara Smith Brown
The Logistics of Logistics Podcast
Release Date: 10/15/2024
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...
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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...
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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,...
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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...
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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...
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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...
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The Logistics of Logistics Podcast
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Real-World Supply Chain AI Applications with Gather AI's Sankalp Arora
The Logistics of Logistics Podcast
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Beyond the Rate: Why Accuracy, Transparency, and Context Matter with Dawn Favier
The Logistics of Logistics Podcast
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Beyond the Mega Shipper: Finding Untapped Demand with Shan Wu
The Logistics of Logistics Podcast
In “Beyond the Mega Shipper: Finding Untapped Demand”, and , Co-founder of breadd.ai, discuss the massive, yet often overlooked, opportunity in the mid-market. This essential pivot from chaotic prospecting to laser-focused selling is what breadd.ai helps brokers achieve. About Shan Wu is the cofounder of . As a lifelong sales rep, Shan has sold anything from billion dollar payment contracts to "nothing": cold calling for donations as a telefundraiser – and he still argues freight is the hardest thing to sell. He believes there's enough for everyone to eat in freight today –...
info_outlineKara Brown and Joe Lynch discuss the revenue engine. Kara is the Founder and CRO of LeadCoverage, the premier B2B marketing and PR firm dedicated to helping logistics companies increase lead generation through targeted marketing strategies and media coverage.
About Kara Brown
A prominent thought leader in B2B go-to-market strategy, Kara Smith Brown is CEO of LeadCoverage, the pioneering consultancy transforming approaches to PR, demand generation and marketing across the supply chain, heavy industrial, and tech sectors. Her successful corporate career started at Echo Global Logistics where she played a key role in its ascent to a market leader and celebrated IPO in 2009. In 2017 Kara leveraged her prior corporate experience to launch LeadCoverage, a strategy consultancy addressing all elements of the B2B sales conversion cycle for supply chain companies. Today LeadCoverage is an Inc. 5000 company and continues to grow. Kara’s new book "The Revenue Engine" offers readers a guide to effective revenue-generating strategies. The book goes beyond theoretical concepts and serves as a playbook for crafting data-driven go-to-market strategies. These principles mirror the philosophy Kara has embodied and advocated throughout her career. Kara's achievements extend beyond her corporate success. She is an advocate for diverse emerging leaders. She has been named a “Top Women in Marketing” by PR Daily and her influence shapes future entrepreneurs through her many advisory roles as well as board membership in the Entrepreneur's Organization Atlanta chapter and LaunchPad2x. She is an Ironman triathlete and lives in Atlanta with her husband and two girls.
About LeadCoverage
LeadCoverage is the premier supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Company specializes in crafting GTM strategies that are grounded in data-backed insights and sophisticated mathematical models. Their proven expertise transforms businesses into market leaders, ensuring they stay ahead of the competition and
achieve sustained success. LeadCoverage’s headquarters is located in the beautiful Coda building in Midtown Atlanta, adjacent to the Georgia Tech campus. This particular corridor — "Supply Chain Square” — also includes cloud warehousing company Stord, supply chain intelligence company Verusen, as well as the Georgia Tech Supply Chain & Logistics Institute. For more information about LeadCoverage and its suite of supply chain, manufacturing, andlogistics-focused marketing, public relations, and analyst relations services, please visit LeadCoverage’s website.
The Revenue Engine: Fueling a B2B High Octane Pipeline by Kara Smith Brown
Unlock the secrets to B2B go-to-market success with Kara Smith Brown's transformative book, The Revenue Engine. This is your roadmap to building a powerful revenue engine:
- Share Good News: Build relationships and keep conversations alive with compelling stories and data insights.
- Track Interest: Identify opportunities and guide prospects through your pipeline effectively.
- Follow Up Consistently: Convert leads into loyal customers with proactive engagement.
Packed with real-world case studies and actionable strategies, this playbook is essential for both seasoned professionals and newcomers. CEOs and leadership teams will gain insights on leveraging data and measuring success through pipeline volume, velocity, and value―empowering informed decisions.
Say goodbye to random acts of marketing and embrace a structured approach that delivers measurable results and secures your place at the executive table. Elevate your marketing game and drive your business forward!
Kara has written a book titled "The Revenue Engine: Fueling a B2B High Octane Pipeline."
Pre-order Kara's book on Amazon here: https://a.co/d/geq5TDn
To receive a free book, fill out this form and Kara will send you one in the mail: The Revenue Engine | Kara Smith Brown
Key Takeaways: The Revenue Engine
- Kara Smith Brown and Joe Lynch discuss Kara's new book "The Revenue Engine: Fueling a B2B High Octane Pipeline" and some of the strategies outlined in the book including:
- Ideal customer profile
- Executive thought leadership
- Intent data tools
- Sales partnerships
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- LeadCoverage is the premier logistics and supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Below are the services and results LeadCoverage clients receive:
- Marketing Automation
- Streamlined Processes: Automate repetitive tasks to save time and reduce errors.
- Targeted Campaigns: Reach your ideal audience with personalized messages.
- Data-Driven Insights: Gain valuable insights into your marketing efforts.
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- Revenue Operations
- Aligned Teams: Create a cohesive approach across sales, marketing, and customer service.
- Optimized Processes: Streamline your revenue generation process for maximum efficiency.
- Data-Driven Decision Making: Make informed decisions based on real-time data.
- Public Relations
- Measurable ROI: Track the tangible results of your PR efforts.
- Thought Leadership: Establish your brand as an industry expert.
- Media Relations: Secure high-quality media placements to increase visibility.
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- Paid Media Ads
- Targeted Reach: Connect with your ideal customers on the platforms they use.
- Measurable Results: Track the performance of your campaigns and optimize for better outcomes.
- Brand Awareness: Increase your brand's visibility and reach a wider audience.
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Timestamps
(00:00:02) The Revenue Engine
(00:00:21) Introducing Kara Smith Brown
(00:01:32) Ideal Customer Profile
(00:02:18) Account-Based Marketing and Intent Data
(00:05:50) Go-to-Market vs Marketing
(00:10:49) The Revenue Engine Book
(00:12:44) Kara Wagner's Background
(00:16:28) Global Clients and ODW Logistics
(00:19:21) Thought Leadership Strategy
(00:25:43) HubSpot Diamond Shop
(00:27:31) Writing "The Revenue Engine" Book
(00:32:41) Book Release Date and Data-Driven Go-to-Market
(00:36:47) Intent Data Tools
(00:42:07) Partnership Strategy
(00:45:38) Ideal Customer Profile Focus
(00:48:46) Three Go-to-Market Strategies Recap
(00:49:50) Measuring Success with Volume, Velocity, and Value
(00:53:25) Intent Data in Supply Chain
(00:59:00) Podcast Outro
Learn More About The Revenue Engine
Lead Gen for Logistics with Kara Brown | The Logistics of Logistics
LeadCoverage Ranks on Inc. 5000 List for Third Consecutive
The Logistics of Logistics Podcast