REPOST: The Revenue Engine with Kara Smith Brown
The Logistics of Logistics Podcast
Release Date: 06/24/2025
The Dark Funnel Demystified: Unlocking Hidden Sales with Jennie Malafarina
The Logistics of Logistics Podcast
In “The Dark Funnel Demystified: Unlocking Hidden Sales”, and , the CEO of Virago Marketing, discuss how businesses can drive measurable revenue growth by understanding and leveraging the invisible customer journey. About Jennie Malafarina is the CEO of Virago Marketing, a Cleveland-based agency helping transportation and logistics companies turn marketing into a revenue-driving engine. Since taking the lead at Virago in 2020, she has elevated the agency’s impact—guiding strategies that deliver measurable results aligned with client growth goals. With over a decade of experience in...
info_outline
The Skill Gap Epidemic: How Untrained Workers Are Holding You Back with Cary Dittmann
The Logistics of Logistics Podcast
In “The Skill Gap Epidemic: How Untrained Workers Are Holding You Back”, and , the the Chief Operating Officer at FreightPath, discuss the critical challenges facing the global logistics industry and how targeted workforce development is essential for overcoming the widening skills gap. About Cary Dittman is the Chief Operating Officer at FreightPath, where he leads the company’s efforts to scale operations, forge strategic partnerships, and advance its mission to modernize supply chain education. With over 40 years of experience in logistics, technology, and enterprise growth, Cary...
info_outline
Freight Downturn: What Winners Do to Gain Ground with Nick Klingensmith
The Logistics of Logistics Podcast
In “Freight Downturn: What Winners Do to Gain Ground”, and , the Founder of Stride Motivation, discuss how professionals can adopt an endurance athlete's mindset to overcome fear, rejection, and self-limiting beliefs in the face of a challenging freight market. About Nick Klingensmith After being thrown out of a Las Vegas hotel in a drunken haze, jeopardizing his career and relationships, had to make a change. A 4-time cancer survivor, type-1 diabetic, recovering alcoholic with herniated discs, nerve damage and sleep apnea, he defies it all when he finds Obstacle Course Racing. Refusing...
info_outline
Warp is The LTL Network of the Future with Daniel Sokolovsky
The Logistics of Logistics Podcast
In “Warp is The LTL Network of the Future”, and , the Co-Founder and CEO of Warp, discuss how Warp's technology-powered freight network is modernizing LTL logistics across the U.S. by connecting shippers, cross-docks, and carriers through a single operating system to enable flexible, efficient, and highly visible freight movement. About Daniel Sokolovsky is the Co-Founder and CEO of Warp, a technology-powered freight network modernizing LTL logistics across the U.S. He grew up in the world of freight. His parents ran a courier business, so missed ETAs, late-night scrambles, and broken...
info_outline
From Farm to Fork: A Broker's Guide to Food Safety and Cold Chain Logistics with Brian Hastings
The Logistics of Logistics Podcast
In “From Farm to Fork: A Broker's Guide to Food Safety and Cold Chain Logistics”, and , the CEO and Co-founder of Veritas Logistics, discuss the critical role of human-centric logistics and strong partnerships in ensuring the safe and efficient transportation of food. About Brian Hastings is the CEO and Co-founder of Veritas Logistics, a third-party logistics firm founded in 2020 that prioritizes people and operates with core values of truth, partnership, passion, positivity, and service to provide customized transportation solutions. With over 15 years in the freight brokerage...
info_outline
CHAINge, AI and the Future of Freight with Bart A. De Muynck
The Logistics of Logistics Podcast
In “CHAINge, AI, and the Future of Freight”, and , an industry expert and thought leader with over 30 years of supply chain and logistics experience across the globe, discuss how artificial intelligence and emerging technologies are reshaping the logistics landscape and what the future holds for global freight. About Bart A. De Muynck stands as an accomplished industry expert and thought leader, boasting over three decades of global supply chain and logistics experience. His distinguished career includes significant roles at major international companies such as EY, GE Capital, Penske...
info_outline
Safeguarding Your Shipments: Denim's Insights on Fraud, Payments, and Carrier Vetting with Chad Capooth
The Logistics of Logistics Podcast
In “Safeguarding Your Shipments: Denim's Insights on Fraud, Payments, and Carrier Vetting”, and , VP of Operations at Denim, discuss the evolving landscape of freight fraud, payment challenges, and how Denim provides comprehensive solutions to ensure financial and operational security for freight businesses. About Chad Capooth is the VP of Operations at Denim. He brings over 15 years of experience in strategic planning, business growth, and operations leadership. At Denim, he leads operational strategy, leveraging deep expertise in factoring, credit underwriting, and portfolio management...
info_outline
Navigating the Numbers: Tariffs, AI, and the Future of Supply Chains with Corey DeSantis
The Logistics of Logistics Podcast
In “Navigating the Numbers: Tariffs, AI, and The Future of Supply Chains”, and , BDO’s Logistics and Transportation Subject Matter Expert, discuss the evolving landscape of global trade, the transformative power of artificial intelligence, and strategies for building resilient supply chains for tomorrow. About Corey DeSantis serves as BDO’s Logistics and Transportation Subject Matter Expert, supporting clients in manufacturing, automotive, telecommunications and food manufacturing. Corey improves the condition of BDO’s clients through making data-driven decisions to optimize...
info_outline
The Threads of Trade: How Global Events are Reshaping Cotton Logistics with Michael Symonanis
The Logistics of Logistics Podcast
In “The Threads of Trade: How Global Events are Reshaping Cotton Logistics”, and , Director of Strategic Network at Louis Dreyfus Company, discuss how global events are reshaping cotton logistics, leveraging Michael’s dual perspective as a BCO and former ocean carrier, and the importance of collaboration and data transparency. About Michael Symonanis doesn’t just move containers - he moves conversations forward. With 30+ years in international container shipping, Michael brings a rare dual lens as both a BCO and former ocean carrier. Now in his 20th year at Louis Dreyfus Company, he...
info_outline
REPOST: Beyond the Tracks: The Next Frontier of American Rail with Martin Lew
The Logistics of Logistics Podcast
and discuss beyond the tracks: the next frontier of American rail. Martin is CEO at , a tech-enabled rail logistics provider with a team of experienced rail professionals, an extensive network of partners, and a best-in-class technology platform that simplifies the movement of freight and creates a competitive advantage. About Martin Lew is the Founder and Chief Executive Officer of Commtrex, the largest tech-enabled logistics platform in North America (US, Canada, and Mexico) for shippers to directly connect with railroads, transloaders, storage facilities,...
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
-
- 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.
-
- 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.
-
- 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.
-
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