Libsyn Directory

Sales Insights for Logistics Leaders with Trey Griggs

Release Date: 10/08/2025

Home Delivery World: The Future of Fulfillment with John Beasley

The Logistics of Logistics Podcast

In “Home Delivery World: The Future of Fulfillment”, and , General Manager of Home Delivery World, discuss he critical strategies and emerging technologies redefining the high-stakes journey from the warehouse to the consumer's front door. About John Beasley , General Manager of Home Delivery World, has been part of the HDW team since 2021. With over 8 years in the events world, his goal is to bring innovation to the event and foster a community where attendees can make meaningful connections and drive their businesses forward. His background in sales, business development, partnerships...

REPOST: 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...

Vanity Metrics Don't Move Freight: Building Real Pipeline in Freight-Tech with Jim Waters

The Logistics of Logistics Podcast

In “Vanity Metrics Don’t Move Freight: Building Real Pipeline in Freight-Tech”, and , Fractional CMO and Founder of FreightTech (marketing), discuss how marketing must shift from a tactical cost center to a strategic operating system that drives real revenue. About Jim Waters is a Boston-based B2B marketing executive with a proven track record of building robust sales pipelines. His passion lies in driving meaningful conversations, understanding customer pain points, and creating compelling content that generates active pipeline velocity. A results-driven innovator, Jim was an early...

REPOST: 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...

Building the Connected Transportation Ecosystem: A Conversation with Trimble's Michael Kornhauser

The Logistics of Logistics Podcast

In “Building the Connected Transportation Ecosystem: A Conversation with Trimble's Michael Kornhauser”, and , Vice President of Trimble, discuss how integrated data and precision mapping create a more secure, efficient, and connected transportation ecosystem. About Michael Kornhauser is sector vice president of Trimble, leading Transportation & Logistics in North America. With more than 20 years in various leadership roles, Michael has proven to be an astute and dynamic leader with deep industry understanding and passion for delivering superior customer value. Kornhauser, along with...

The Optym Advantage: Smarter Routing, Planning, and Decision Making with Shaman Ahuja

The Logistics of Logistics Podcast

In “The Optym Advantage: Smarter Routing, Planning, and Decision Making”, and , Deputy CEO of Optym, discuss how applied AI and optimization maximize fleet utilization and driver profitability. About Shaman Ahuja is currently serving as the Deputy CEO of Optym, a company specializing in prepackaged software solutions. With a robust background in technology and product management, he has held various leadership positions within Optym, showcasing his ability to drive innovation and efficiency. He began his professional journey as an intern and has progressively climbed the ranks,...

Smart Routes, Safer Stops: How Mapping Techis Transforming Trucking with Rishi Mehra

The Logistics of Logistics Podcast

In “Smart Routes, Safer Stops: How Mapping Tech is Transforming Trucking”, and , VP, Product and Engineering at Trimble, discuss how integrated mapping technology optimizes routes, ensures driver safety, and drives profitability through a connected data ecosystem. Rishi Mehra As VP, Product and Engineering, is primarily responsible for overseeing the company’s technology, products and engineering in North America. Mehra has been with Trimble since 2014, and previously served as a senior product manager and director of web products for ALK Technologies (now a part of the Trimble...

Fleet Profitability Unleashed: The Optimal Dynamics Advantage with Zach Schuhart

The Logistics of Logistics Podcast

In “Fleet Profitability Unleashed: The Optimal Dynamics Advantage”, and , Senior Vice President, Head of Sales at Optimal Dynamics, discuss how decades of academic research and advanced decision intelligence are being used to automate complex logistics and maximize carrier profitability. Zach Schuchart is the Senior Vice President, Head of Sales at Optimal Dynamics. He has over 20 years of experience in the North American and European transportation industries, including roles at UPS, CHAINalytics, and XPO, he brings deep expertise and leadership to the Optimal Dynamics team. As Head of...

The Fulfillment Playbook: ShipStation's Strategy for Building an Unbreakable Shipping Network with Josh Stenitz

The Logistics of Logistics Podcast

In “The Fulfillment Playbook: ShipStation's Strategy for Building an Unbreakable Shipping Network”, and , Chief Strategy Officer at Auctane, discuss how to turn complex global logistics into a seamless competitive advantage. About Josh Steinitz serves as Chief Strategy Officer at Auctane, a leading global company empowering businesses with intelligent mailing and shipping solutions through trusted products like ShipStation, Stamps.com, Metapack, and Packlink. In his role, Steinitz leads corporate development, strategic partnerships, carrier relationships and strategy, and cross-border...

The Road Ahead: What Trimble Innovations Mean for Transportation with Jonah McIntire

The Logistics of Logistics Podcast

In “The Road Ahead: What Trimble Innovations Mean for Transportation”, and , Chief Product and Technology Officer at Trimble, discuss Trimble's open, scalable platform that connects every aspect of the supply chain—from trucks and drivers to the back office—by serving as a reliable "system of record" that integrates practical AI innovation to help fleets maximize performance, visibility, and safety. About Jonah McIntire is Chief Product and Technology Officer at Trimble. He joined Transporeon in June 2021 and quickly led a succession of larger product organisations...

More Episodes

In “Sales Insights for Logistics Leaders”, Joe Lynch and Trey Griggs, Founder and Chief Encouragement Officer of BETA Consulting Group, discuss the strategy for logistics leaders to build a trusted brand and create sales momentum using clear messaging, social proof (testimonials), and self-awareness to replace reliance on their shrinking professional network.

About Trey Griggs

Trey Griggs is the Founder and Chief Encouragement Officer of BETA Consulting Group, dedicated to building great brands within the transportation industry. His company focuses on sales & marketing consulting, including Go-To-Marketing strategies, crafting engaging messaging and building social proof. He is a podcast host, as well as a highly sought-after event emcee, author and keynote speaker, focusing on sales, marketing, leadership and self-awareness.

About Beta Consulting Group

BETA Consulting Group is in the business of building brands through foundational messaging and customer testimonial videos, along with creating relevant content for the transportation industry through LinkedIn LIVE shows and industry events to entertain, educate and inspire. Trey collaborates with industry titans in sales and marketing to ensure his clients have the best resources to build their brands and drive revenue growth.

Key Takeaways: Sales Insights for Logistics Leaders

In “Sales Insights for Logistics Leaders”, Joe Lynch and Trey Griggs, Founder and Chief Encouragement Officer of BETA Consulting Group, discuss the strategy for logistics leaders to build a trusted brand and create sales momentum using clear messaging, social proof (testimonials), and self-awareness to replace reliance on their shrinking professional network.
Shift from Network Selling to a True Marketing Engine: Selling exclusively to your existing network in logistics eventually hits a wall. Sustainable, massive sales momentum requires building a defined marketing engine that consistently generates brand awareness, trust, and a predictable pipeline of high-intent buyers.
Foundational Messaging is the Sales Accelerator: Logistics companies must move away from confusing industry jargon. Leaders should adopt clear, customer-centric messaging frameworks (like Storybrand) to ensure prospects immediately understand the problem being solved and the solution offered, thereby reducing the sales cycle and increasing engagement.
Social Proof is the New Sales Pitch: Relying on sales reps alone is inefficient. Logistics leaders must proactively build social proof—primarily through customer testimonial videos—to let clients do the selling. This "social proof" builds immediate trust and credibility, especially in the technology sector.
Self-Awareness Drives Sales Leadership: Effective sales leadership in logistics technology is rooted in self-awareness. Leaders who understand their personal strengths and weaknesses are better equipped to coach their teams, build strong personal brands, and create a culture of intentional, rather than reactive, sales performance.
Build a Brand, Not Just a Sales Team: In a crowded logistics technology market, the brand is the lead generator. Focus your consulting and content efforts on building a known and trusted brand that attracts high-quality buyers who are already predisposed to work with you.
The Breadth of Logistics Tech Knowledge Matters: For sales teams selling technology (TMS, Visibility, RPA), deep knowledge across the entire freight ecosystem is crucial. Leaders must ensure their teams can speak fluently about complex solutions to both brokers and carriers to position their product effectively.
Embrace the Coach's Mindset: Drawing from his background as a teacher and coach, Trey emphasizes that sales leaders should prioritize coaching and development. Instilling discipline and a focus on core sales techniques is the key to creating a team that consistently exceeds goals, regardless of market volatility.