Blythe Brumleve
0:05
Welcome
into
another
episode
of
Everything
Is
Logistics
,
a
podcast
for
the
thinkers
in
freight
.
We
are
proudly
presented
by
SPI
Logistics
and
I
am
your
host
,
Blythe
Brumleve
,
today
.
I'm
happy
to
welcome
in
Josh
Lyles
.
He
is
the
founder
of
Salesdash
CRM
and
we
are
going
to
be
talking
about
how
to
get
your
Godforsaken
sales
team
to
use
a
CRM
.
I'm
a
fan
of
my
existence
when
I
worked
at
a
brokerage
,
so
I'm
excited
for
you
to
shed
light
on
how
other
fellow
marketers
can
help
their
sales
team
get
established
with
a
good
process
.
So
,
Josh
,
welcome
into
the
show
.
Josh Lyles
0:39
Thanks
,
Blythe
,
great
to
be
here
and
yeah
,
that's
the
uphill
battle
that
I
climb
every
single
week
,
so
just
taking
it
step
by
step
over
here
.
Blythe Brumleve
0:46
Yes
,
exactly
Now
,
before
we
get
into
the
CRM
part
of
the
conversation
,
I
wanted
to
talk
a
little
bit
about
your
background
because
it's
actually
really
interesting
.
You
used
to
work
at
Tesla
before
you
started
working
at
a
freight
brokerage
and
then
you
became
a
founder
,
but
what
was
,
I
guess
,
sort
of
the
experience
like
working
at
Tesla
?
Josh Lyles
1:08
Oh
,
it
was
energy-packed
all
the
time
.
The
one
thing
about
their
culture
that's
just
great
is
that
they're
so
mission-driven
and
you
get
really
bought
into
that
mission
.
A
lot
of
people
say
you're
drinking
the
Kool-Aid
and
whatnot
,
but
I
think
if
you're
building
any
company
,
any
culture
,
you
want
to
make
sure
that
you're
doing
things
in
a
positive
way
that
are
fulfilling
and
that
you're
just
going
towards
,
I
think
,
a
greater
purpose
overall
,
and
that's
what
you
felt
every
single
day
there
.
The
moment
I
walked
in
day
one
,
I
felt
that
I
was
around
a
lot
of
talent
.
I
joined
them
back
in
2016
,
and
there
was
a
stat
out
there
that
it
was
almost
harder
to
get
a
job
at
Tesla
at
that
time
than
to
get
into
an
Ivy
League
school
.
It's
not
the
case
today
,
but
back
at
that
time
and
I
felt
that
when
I
first
walked
in
,
it
was
just
like
with
everybody
that
was
around
me
,
and
that's
a
good
feeling
when
you
come
into
a
place
where
you
know
that
you're
going
to
be
sharpened
by
every
other
team
member
that's
on
your
team
.
Josh Lyles
1:56
So
,
elon
,
overall
I
mean
it's
just
constant
push
for
growth
,
problem
solving
.
A
lot
of
people
always
ask
me
all
the
time
what
was
it
like
?
I
only
got
to
be
involved
in
two
conversations
with
him
,
but
ultimately
,
I
think
what
made
him
such
a
great
leader
is
he's
just
a
problem
solver
.
He
cut
to
all
the
different
noise
and
he'd
always
just
say
what's
it
going
to
take
for
us
to
deliver
more
cars
and
sell
more
cars
?
All
the
time
.
That
was
just
the
conversation
,
and
so
it
made
everybody
get
into
this
problem
solving
mindset
and
I
think
that
that's
really
helped
me
throughout
my
career
.
Blythe Brumleve
2:28
That's
awesome
.
Yeah
,
I'm
not
an
Elon
stand
but
I
am
an
Elon
fan
,
so
the
stand
culture
is
a
little
strange
to
me
.
For
any
person
,
I
guess
of
influence
,
but
I
always
really
respect
the
work
ethic
that
he
has
and
it
sounds
like
it
sort
of
just
bleeds
into
everything
that
he
does
.
What
was
so
hard
about
getting
the
job
there
?
You
mentioned
that
it
was
extremely
hard
to
get
a
job
there
.
Is
it
like
testing
?
Josh Lyles
2:54
Well
,
they
were
just
smaller
at
that
time
.
So
,
for
example
,
at
that
time
I
think
they
had
two
locations
.
I
was
in
Atlanta
at
that
time
.
I'm
in
Nashville
now
,
but
they
had
two
locations
all
in
Georgia
.
There
wasn't
that
many
locations
in
the
Southeast
,
they
were
primarily
just
larger
out
in
California
but
a
lot
of
people
were
applying
for
jobs
at
Tesla
.
Josh Lyles
3:11
At
that
time
it
was
just
a
really
popular
up
and
coming
company
just
in
the
EV
space
and
I
guess
with
the
volume
of
applications
and
luckily
and
that's
the
reason
why
I
tell
people
especially
about
their
LinkedIn
I
constantly
will
bring
this
up
anytime
I
talk
about
how
I
got
to
Tesla
.
Josh Lyles
3:30
But
I
got
there
because
they
found
me
on
LinkedIn
and
I
was
one
of
the
early
ones
back
in
the
day
that
always
had
my
LinkedIn
profile
built
out
,
even
that
I
didn't
have
the
best
resume
at
that
time
.
But
I
was
currently
working
at
New
Balance
when
they
had
reached
out
to
me
and
I
just
had
stuff
about
sales
skills
and
marketing
and
all
those
kinds
of
things
and
luckily
recruiter
found
me
and
that's
what
got
me
to
go
through
the
job
interviews
and
did
well
enough
in
the
job
interviews
to
get
a
job
.
So
that's
the
reason
why
I
always
stressed
the
people
,
because
that
changed
my
life
a
lot
for
the
better
.
But
having
a
LinkedIn
profile
just
built
out
,
tell
a
simple
story
,
make
it
a
little
bit
personable
.
It's
to
me
it's
the
modern
resume
now
at
this
point
.
I
mean
,
back
then
it
was
,
it
was
like
I
mean
there
wasn't
that
much
adoption
,
but
obviously
now
it's
,
it's
,
it's
picked
up
big
time
.
Blythe Brumleve
4:14
Yeah
,
definitely
,
well
said
.
I
mean
,
even
if
you
don't
publish
to
LinkedIn
every
day
,
you
can
still
make
your
profile
something
that
people
will
want
to
check
out
and
just
verify
your
existence
,
verify
your
experience
.
But
that's
really
cool
that
they
sought
you
out
.
I
was
wondering
if
the
process
involved
like
you
know
what
kind
of
animal
are
you
that
you
have
to
answer
in
like
interview
meetings
or
some
crazy
stuff
like
that
.
Josh Lyles
4:36
No
,
nothing
like
.
There
was
one
manager
there
that
asked
some
very
strange
odd
interview
questions
that
I've
never
asked
as
a
hiring
manager
and
wouldn't
really
think
to
ask
.
But
I
guess
that
also
kind
of
is
what
made
the
culture
unique
there
as
well
.
Blythe Brumleve
4:49
What
,
what
,
what
were
an
example
of
one
of
those
questions
that
I
don't
know
,
if
you're
allowed
to
reveal
it
.
Josh Lyles
4:54
Honestly
,
I
can't
remember
,
but
I
just
remember
them
being
very
outlandish
to
the
point
where
I
was
like
taking
mental
note
of
what
I
ever
want
to
ask
these
kinds
of
questions
in
an
interview
to
really
try
to
figure
out
about
somebody's
personality
.
The
answer
is
no
.
If
they
come
to
mind
,
I'll
definitely
be
sure
to
bring
them
out
later
on
.
Blythe Brumleve
5:09
For
sure
.
Now
,
going
from
Tesla
,
you
decided
to
join
the
world
of
freight
.
You
had
any
kind
of
experience
in
the
world
of
logistics
or
you
just
dived
in
?
Josh Lyles
5:21
Just
like
most
people
,
they
just
fall
into
it
somehow
some
way
.
So
when
I
first
moved
to
Nashville
when
I
was
working
for
Tesla
,
I
didn't
know
anybody
when
I
moved
here
.
I
moved
here
really
fast
,
basically
like
within
two
weeks
,
when
I
knew
that
I
was
going
to
be
Tesla's
store
manager
for
their
location
here
in
Nashville
and
my
first
two
friends
actually
I
knew
through
a
friend
of
mine
that
I
grew
up
with
was
a
really
good
friend
of
mine
and
they
all
went
to
college
together
and
so
they
were
really
the
only
connections
that
I
knew
that
lived
here
and
we
ended
up
just
hanging
out
,
became
pretty
good
friends
and
I
knew
what
they
were
doing
,
but
not
to
a
full
Josh Lyles
5:57
extent
.
You
know
they
would
try
to
explain
what
freight
brokerage
is
.
They
just
like
label
it
,
logistics
,
like
everybody
does
.
And
you
know
how
it
is
with
family
,
relatives
,
spouses
.
They
don't
fully
know
what
goes
on
.
They
just
know
like
you're
on
the
phone
all
the
time
and
emails
,
and
you
know
up
early
,
sometimes
staying
up
late
and
all
that
stuff
.
But
they
just
got
to
a
point
where
I
was
at
Tesla
and
I
wanted
to
look
outside
.
Josh Lyles
6:16
I
didn't
really
care
about
staying
in
Nashville
,
I
didn't
really
care
about
staying
.
I
was
just
really
open
to
any
and
all
opportunities
and
they
were
working
at
a
company
.
It
was
a
really
unique
opportunity
at
the
time
.
There
was
one
point
logistics
,
who
was
owned
by
Keep
Truckin
,
and
once
I
got
to
understand
a
little
bit
more
what
freight
brokerage
was
but
also
why
that
was
a
unique
opportunity
,
with
them
being
owned
by
an
ELD
company
,
that
really
stood
out
to
me
as
a
unique
differentiator
.
And
then
,
you
know
,
just
going
into
the
office
I
had
to
go
in
like
four
or
five
times
for
onsite
interviews
.
It
took
a
long
time
for
me
to
actually
get
approved
for
that
job
,
but
luckily
I
was
able
to
and
it
was
awesome
.
I
got
to
build
a
team
of
12
from
scratch
.
I
was
a
sales
manager
and
that's
really
how
I
got
my
start
into
it
.
Blythe Brumleve
6:56
And
so
what
was
?
I
guess
that
while
you
were
working
there
or
did
you
,
I
guess
the
company
also
got
bought
out
.
So
was
that
the
sort
of
the
catalyst
that
you
were
going
to
become
a
founder
?
How
did
you
move
from
working
at
a
freight
brokerage
into
becoming
founder
led
?
Josh Lyles
7:11
Yeah
,
so
no
,
they
were
actually
.
So
Keep
Truckin
had
already
bought
them
out
before
I
joined
,
but
my
long
term
goal
had
always
just
been
to
start
my
own
business
.
Even
when
I
was
at
Tesla
,
people
would
ask
me
like
,
hey
,
do
you
want
to
keep
climbing
the
ladder
?
Because
I
started
at
the
very
entry
level
position
as
a
product
specialist
for
them
and
then
got
into
a
sales
advisor
role
and
then
assistant
manager
and
then
store
manager
and
I
just
I
saw
my
Boston
as
a
regional
.
I
didn't
didn't
really
want
to
do
that
,
but
I
always
wanted
to
just
start
my
own
business
.
Josh Lyles
7:38
I've
always
been
very
interested
in
entrepreneurship
.
You
know
,
for
the
things
that
I
like
to
read
and
study
outside
of
work
A
lot
of
the
times
that's
what
it
is
.
So
I
just
kind
of
knew
that
that
was
always
going
to
be
the
case
.
And
then
when
OPL
was
shut
down
,
that
was
ultimately
when
I
was
just
trying
to
figure
out
,
okay
,
what
would
be
the
thing
that
I
want
to
start
?
Because
people
ask
you
that
all
the
time
.
Right
,
if
you
do
want
to
go
down
the
route
of
entrepreneurship
is
,
what
do
you
want
to
start
?
And
I
just
didn't
know
.
But
I
just
basically
like
the
story
is
super
simple
.
I
literally
just
went
to
a
coffee
shop
and
I
was
like
All
right
,
what
do
I
feel
that
I'm
very
strong
at
from
a
skill
standpoint
?
Or
what
do
I
feel
that
I
do
better
understand
more
than
other
people
?
And
,
as
weird
as
it
is
,
crm
software
was
the
thing
.
Blythe Brumleve
8:20
Well
,
I
guess
I
could
sort
of
get
it
.
It
makes
me
want
to
ask
the
next
question
of
what
was
missing
.
I
guess
,
from
like
Salesforce
or
HubSpot
,
that
you
felt
like
that
you
were
missing
,
that
you
wanted
to
create
a
solution
for
.
Josh Lyles
8:33
Simplicity
is
the
easiest
answer
because
everybody
wants
something
that's
simple
and
the
tough
part
about
that
is
that
,
you
know
,
when
it
comes
to
being
simple
,
a
lot
of
people
want
the
CRM
to
do
so
much
work
for
them
.
But
it's
sales
,
right
,
and
it's
relationships
and
there's
effort
that
goes
into
relationships
.
So
you
have
to
do
effort
when
it
comes
to
your
sales
outreach
and
,
you
know
,
when
it
comes
to
notes
and
stuff
,
obviously
you
have
to
be
really
good
at
that
.
But
I
think
I
just
had
a
really
good
way
of
like
.
I
don't
I
would
always
say
I
don't
think
I
was
naturally
like
the
overall
best
sales
person
,
but
because
my
sales
process
was
pretty
strong
at
Tesla
,
I
had
pretty
good
results
and
that's
what
kind
of
got
me
to
start
getting
promoted
in
a
multitude
of
different
ways
there
.
So
it
was
really
just
from
process
and
that's
what
got
me
into
management
and
I
had
some
pretty
good
success
in
management
there
.
And
then
also
when
I
got
into
freight
brokerage
,
when
it
came
to
onboarding
new
shippers
,
I
just
dove
into
it
.
Like
,
even
though
I
was
a
manager
,
I
first
started
and
made
my
own
cold
calls
and
ran
my
own
pipeline
,
closed
my
own
customer
,
so
I
could
get
a
good
feel
of
what
my
account
executive
is
.
We're
going
to
go
through
on
a
day
and
a
day
off
basis
and
it's
really
just
like
the
flow
.
It's
such
a
good
system
.
Josh Lyles
9:36
I
know
people
don't
like
data
entry
.
Josh Lyles
9:38
I
get
it
Like
.
Josh Lyles
9:38
It's
not
necessarily
my
favorite
thing
either
,
but
when
you
,
when
you
see
,
I
guess
the
output
come
back
to
you
in
terms
of
,
okay
,
great
,
I
totally
forgot
about
this
one
company
or
this
one
customer
and
they
popped
up
on
my
calendar
today
,
september
27th
,
and
I
talked
to
them
four
,
five
,
six
months
ago
.
Josh Lyles
9:56
Those
were
always
things
that
always
helped
me
in
the
sales
process
and
,
I
think
,
helped
anybody
,
because
it's
really
hard
when
you
have
that
many
conversations
,
especially
in
freight
right
,
with
how
many
activities
that
they're
driven
to
do
on
a
day
in
and
day
out
basis
.
Like
50
is
a
pretty
extreme
minimum
.
Most
people
or
companies
that
typically
wanted
75
to
150
of
activities
.
It's
hard
to
remember
all
those
details
and
those
details
are
what
go
a
long
way
in
building
those
relationships
and
so
I
think
just
finding
a
good
mental
process
and
model
in
the
CRM
and
making
it
simple
that
way
you
understand
it
,
your
team
understands
it
and
there's
that
alignment
,
is
really
important
,
but
a
lot
of
the
times
people
use
it
as
a
compliance
tool
to
say
like
I'm
checking
the
box
and
I
got
these
activities
done
,
versus
this
is
how
it's
helping
me
in
my
sales
process
.
Blythe Brumleve
10:41
Are
you
in
freight
sales
with
a
book
of
business
looking
for
a
new
home
?
Or
perhaps
you're
a
freight
agent
in
need
of
a
better
partnership
?
These
are
the
kinds
of
conversations
we're
exploring
in
our
podcast
interview
series
called
the
freight
agent
trenches
,
sponsored
by
SPI
logistics
.
Now
I
can
tell
you
all
day
that
SPI
is
one
of
the
most
successful
logistics
firms
in
North
America
,
who
helps
their
agents
with
back
office
operations
such
as
admin
,
finance
,
it
and
sales
.
But
I
would
much
rather
you
hear
it
directly
from
SPI's
freight
agents
themselves
.
I
want
better
way
to
do
that
than
by
listening
to
the
experienced
freight
agents
tell
their
stories
behind
the
how
and
the
why
they
joined
SPI
.
Hit
the
freight
agent
link
in
our
show
notes
to
listen
to
these
conversations
or
,
if
you're
ready
to
make
the
jump
,
visit
SPI3PLcom
.
And
so
,
from
what
I
understand
,
with
sales
dash's
journey
you
started
off
as
kind
of
like
a
CRM
for
everybody
before
niching
down
into
freight
.
Why
the
niche
down
?
Josh Lyles
11:41
Things
weren't
working
.
Simple
enough
,
my
go
to
market
strategy
was
just
bad
and
I'm
not
scared
to
admit
that
and
it
was
just
too
wide
.
It
was
casting
a
net
too
wide
.
And
I
always
say
,
like
the
sad
part
is
,
I've
read
all
the
entrepreneurship
stories
about
niching
down
and
starting
very
small
and
then
eventually
scaling
out
and
how
Apple
and
Amazon
and
all
of
them
have
done
that
in
the
past
and
how
they
got
to
success
doing
that
.
But
yeah
,
it
was
just
too
complicated
,
just
reaching
out
to
a
multitude
of
different
industries
.
Josh Lyles
12:10
I
was
focused
more
in
the
SMB
space
and
more
so
inside
sales
teams
and
it
just
wasn't
working
.
And
then
I
was
just
really
getting
to
a
point
where
I
had
to
figure
stuff
out
.
But
what
I
basically
just
said
okay
,
I
want
to
focus
more
in
the
logistics
space
.
This
is
literally
back
in
February
of
this
year
and
I
have
my
best
week
on
the
phones
,
reaching
out
to
companies
and
getting
some
interest
,
getting
them
brought
in
,
and
then
I
just
basically
kept
that
momentum
going
.
Josh Lyles
12:34
And
then
this
is
the
real
story
,
but
like
going
into
April
,
was
the
Capital
Ideas
Conference
for
TIA
,
and
once
I
knew
that
that
conference
was
coming
up
,
I
would
use
that
as
I
was
prospecting
and
reaching
out
to
companies
.
They'd
be
like
,
yeah
,
I'm
going
to
be
there
.
And
then
I
built
up
a
list
of
people
that
I
knew
were
going
to
be
there
and
then
I
eventually
just
bought
a
ticket
and
that
was
kind
of
the
solidifying
moment
where
I
was
like
,
all
right
,
this
is
full
blown
the
pivot
that
we're
going
to
do
and
that's
where
we're
headed
now
.
So
everything
with
our
product
development
for
that
we're
doing
in
the
CRM
is
all
Freight
Brokerage
and
3PL
focused
.
Blythe Brumleve
13:08
Now
that's
a
really
cool
story
that
you
built
out
your
contact
list
,
or
basically
like
your
hit
list
,
before
going
to
the
conference
,
and
then
that
was
the
motivation
to
be
like
,
okay
,
yeah
,
I'm
definitely
going
to
make
this
conference
worth
it
.
Because
one
thing
that
I
don't
think
gets
talked
about
enough
is
that
for
a
lot
of
like
soloists
I
experienced
this
myself
when
you
go
to
a
conference
it's
very
expensive
,
somebody
has
to
do
the
work
while
you're
gone
All
of
the
pre
and
the
post
work
that
is
involved
it
.
But
I
imagine
that
maybe
your
tool
is
helping
you
be
a
little
bit
more
successful
at
the
booking
,
the
meetings
and
then
the
following
up
afterwards
,
which
is
where
,
frankly
,
I
struggle
with
.
Josh Lyles
13:46
Yes
,
it
did
help
because
I
already
kind
of
had
that
list
.
I
was
building
that
list
and
I
had
my
notes
for
what
I
talked
with
them
about
,
what
I
knew
about
them
.
The
hardest
part
of
those
conferences
is
when
you're
talking
to
so
many
people
,
like
the
Capital
Ideas
Conference
at
TIA
was
challenging
,
because
there's
1,900
people
there
and
you're
just
talking
to
one
person
after
another
after
another
.
So
really
,
what
I
did
was
actually
just
build
a
list
of
notes
in
my
phone
and
then
eventually
,
from
the
people
that
I
spoke
with
,
so
that
way
I
can
remember
who
I
spoke
with
,
because
I
think
I
ended
up
with
54
business
cards
and
honestly
,
there
was
like
some
digital
ones
and
then
just
ones
that
we
just
exchanged
contact
info
.
So
you
lose
track
of
all
of
it
.
Josh Lyles
14:21
But
I
just
kind
of
kept
like
a
really
small
list
of
notes
because
it's
actually
stuff
that
I
used
to
do
at
Tesla
back
in
the
day
,
because
I
worked
at
a
mall
when
I
worked
for
them
and
we
used
to
just
have
an
iPad
.
You'd
be
holding
an
iPad
,
almost
like
an
Apple
employee
that's
how
they
kind
of
built
their
model
and
I
would
just
do
abbreviated
notes
and
if
you
read
them
it
wouldn't
really
make
sense
,
but
it's
just
like
a
mental
abbreviation
of
notes
and
everything
that
I
understand
and
then
I
can
expand
upon
it
later
,
and
so
when
I
just
got
back
to
my
Airbnb
every
single
night
,
I
would
just
recall
okay
,
these
are
all
the
people
,
and
just
make
sure
I
set
my
follow-ups
with
them
.
Blythe Brumleve
14:51
That's
cool
,
and
the
notes
app
at
conferences
,
I
think
,
is
undefeated
.
Josh Lyles
14:57
If
you're
not
using
the
notes
app
,
what
are
you
doing
?
Blythe Brumleve
15:00
Yeah
,
exactly
Now
.
One
thing
I
am
curious
about
is
,
I
guess
,
a
fundamental
way
to
manage
a
CRM
different
for
freight
brokers
versus
anyone
else
.
Josh Lyles
15:12
It's
not
that
like
the
fundamentals
,
I
guess
,
of
the
frameworks
.
It's
more
so
just
,
I
guess
,
like
the
language
and
the
way
that
they
think
about
them
.
So
it's
really
interesting
because
,
I
mean
,
I
still
work
with
freight
brokers
that
are
small
to
medium
size
and
sometimes
it
doesn't
really
matter
the
size
of
the
company
,
but
some
of
them
go
with
like
very
basic
sales
processes
and
strategies
and
then
some
of
them
don't
really
have
anything
at
all
,
and
it's
still
not
uncommon
for
me
to
come
across
somebody
that's
still
just
using
spreadsheets
.
They
don't
really
know
what's
happening
.
And
when
I
talk
with
them
about
sales
process
,
so
I
just
posted
about
this
and
this
is
a
small
example
,
but
and
I'm
sure
you're
very
like
,
used
to
this
from
from
your
experience
as
well
but
a
lot
of
the
times
in
sales
people
just
say
,
hey
,
this
lead
or
this
opportunity
is
cold
,
warm
or
hot
and
realistically
,
in
a
sales
process
it
doesn't
really
make
a
lot
of
sense
because
what
is
cold
to
me
could
be
hot
to
you
or
vice
versa
,
like
literally
could
be
the
case
.
I've
coached
plenty
of
salespeople
where
they'd
be
like
hey
,
josh
,
I've
got
a
hot
one
,
and
then
it's
like
hey
,
no
,
there's
honestly
a
lot
more
information
that
we
need
this
.
One's
still
actually
cold
or
warm
,
but
here's
a
small
example
of
that
.
So
,
like
,
we
have
a
four
step
simple
process
and
this
is
all
through
customization
.
Like
this
is
where
customization
goes
a
long
way
,
but
people
pay
thousands
and
thousands
and
thousands
of
dollars
for
this
.
When
it
comes
to
HubSpot
,
sales
force
and
you
can
do
it
in
there
,
but
,
like
,
you
have
to
be
good
at
doing
it
.
Ours
is
just
already
basically
templated
.
That
gives
you
a
really
good
foundation
for
sales
process
profiling
shippers
,
qualifying
shippers
from
day
one
.
Josh Lyles
16:40
But
going
from
like
the
cold
,
warm
,
hot
and
example
would
be
okay
.
Josh Lyles
16:43
As
a
free
broker
,
you're
reaching
out
to
a
shipper
.
We
have
four
steps
Discovery
,
pains
,
needs
,
pricing
and
then
set
up
paperwork
.
So
you're
trying
to
think
okay
,
instead
of
like
calling
them
and
being
like
hey
wanted
to
see
if
you're
ready
to
follow
.
You
know
,
like
,
gotten
afraid
all
this
kind
of
stuff
.
There's
basically
always
certain
steps
that
you're
trying
to
align
and
make
sure
that
they're
the
best
fit
for
you
as
a
free
broker
,
with
the
services
that
you
provide
,
the
carrier
network
that
you
have
.
So
discovery
would
be
general
information
of
equipment
types
,
their
volume
,
what
kind
of
modes
you
know
between
full
truckload
LTL
.
Do
they
do
spotter
,
contract
,
project
freight
,
that
kind
of
stuff
,
right
?
Align
on
that
,
does
it
fit
within
what
you
provide
?
And
then
,
from
a
pains
and
needs
standpoint
,
what's
the
reason
they're
going
to
bring
you
on
as
a
carrier
?
They
get
reached
out
to
all
the
time
Like
are
you
actually
going
to
help
them
out
when
it
comes
to
,
like
,
mis-pickups
or
wrong
equipment
types
being
sent
in
or
just
pricing
,
whatever
it
may
be
?
Josh Lyles
17:32
And
then
the
third
step
would
be
pricing
.
You
need
to
price
out
lanes
to
make
sure
that
your
pricing
lines
up
.
And
the
fourth
step
is
you
exchange
some
paperwork
whether
it's
your
credit
app
or
they
send
you
a
contract
,
and
then
that's
typically
how
you
get
lined
up
right
.
So
it's
not
that
it
always
goes
in
that
flow
,
but
that's
a
common
flow
from
overseeing
two
different
teams
and
brokerage
that
I
found
.
So
that
way
,
instead
of
just
thinking
like
,
hey
,
what
do
we
need
to
do
next
year
?
This
is
our
process
that
we
typically
do
and
we
want
to
follow
this
.
And
so
when
we
know
where
each
one
is
in
each
step
and
we
click
like
,
okay
,
here's
the
opportunities
that
are
in
pricing
,
we
know
that
this
is
what
we're
striving
to
do
right
now
with
these
specific
shippers
that
are
in
that
bucket
.
Blythe Brumleve
18:06
Now
,
with
the
process
that
you're
talking
about
,
how
common
is
that
process
being
established
at
freight
brokerages
?
Because
when
I
worked
at
a
freight
brokerage
,
it
was
essentially
like
we're
going
to
pluck
you
out
of
the
nearest
college
,
we're
going
to
sit
you
down
at
the
phones
and
you're
just
going
to
make
a
hundred
cold
calls
a
day
.
That
was
the
process
.
What
should
I
guess
with
respect
to
what
you're
talking
about
?
What
should
I
guess
a
modern
sales
process
look
like
at
a
freight
brokerage
?
Josh Lyles
18:31
Well
,
I
think
if
you
talk
about
a
college
kid
coming
into
it
,
this
is
an
easier
way
to
streamline
your
sales
process
,
to
say
hey
,
instead
of
,
like
me
,
having
to
kind
of
coach
you
through
it
.
The
system
is
going
to
help
guide
you
through
it
in
terms
of
the
information
that
you're
seeing
in
front
of
you
.
So
,
if
you
have
those
specific
items
because
a
lot
of
all
right
.
So
,
if
you
take
a
Salesforce
or
a
HubSpot
,
not
to
like
name
them
,
but
like
the
generic
CRMs
out
of
the
box
and
I
hear
this
from
freight
brokerages
monthly
but
they'll
say
like
it
really
feels
that
they're
built
for
SaaS
or
software
companies
when
you
take
them
out
of
the
box
and
for
them
,
they
just
need
really
simple
stuff
.
There's
certain
things
that
they
want
to
know
about
each
shipper
,
and
so
we
want
to
give
them
the
ability
to
just
kind
of
customize
it
that
way
.
Josh Lyles
19:09
But
what
I
would
say
is
and
this
is
really
the
easiest
way
I
always
frame
it
is
like
take
your
best
sales
person
in
their
process
,
right
,
what
would
they
want
to
always
ask
a
shipper
to
understand
?
And
you
can
cook
that
into
the
CRM
and
it's
not
that
it's
a
call
script
,
but
it's
going
to
be
in
front
of
you
every
single
time
when
you
jump
into
each
shipper
and
each
account
.
That's
in
the
system
and
then
that
information
is
always
in
front
of
you
and
then
you
know
that
,
okay
,
I
need
to
be
asking
or
learning
about
this
information
every
time
that
I'm
reaching
out
to
somebody
.
So
I
think
that
that's
where
,
even
if
you
are
a
college
kid
,
it's
this
information
is
in
front
of
you
.
If
you
don't
understand
what
it
is
,
then
obviously
they'll
ask
their
teammates
to
try
to
understand
that
,
but
at
least
that's
already
kind
of
cooked
into
the
system
so
that
way
they
could
be
better
guided
,
versus
just
like
,
okay
,
I'm
just
picking
up
the
phone
and
I'm
just
giving
them
a
shout
.
Blythe Brumleve
19:53
Yeah
,
I
mean
you
raise
a
lot
of
really
important
truths
because
I
think
for
a
lot
of
folks
,
especially
like
when
it
comes
to
like
marketing
versus
sales
,
like
marketing
is
typically
,
in
my
experience
,
going
to
be
making
the
decision
on
like
what
kind
of
software
they
use
,
what
kind
of
CRM
that
they
use
,
and
maybe
that
is
the
gap
between
marketing
and
sales
of
like
.
This
software
doesn't
really
work
for
sales
unless
it's
highly
customized
,
and
it's
also
to
your
point
that
you
made
earlier
,
husband
is
very
expensive
.
You
can
get
like
the
base
level
,
you
know
quote
unquote
free
CRM
for
you
know
like
30
bucks
a
month
,
but
that
bill
will
quickly
tick
up
.
If
you
want
,
you
know
some
additional
features
that
are
kind
of
standard
on
a
lot
of
different
platforms
.
So
I
guess
for
a
lot
of
brokerages
out
there
,
what
does
so
you
suggest
you
know
learning
from
your
best
salesman
,
establishing
those
different
processes
and
then
using
your
tool
,
they're
essentially
able
to
enter
in
like
the
equipment
,
the
lane
,
the
commodity
,
things
like
that
directly
into
the
CRM
,
if
I
understand
you
correctly
.
Josh Lyles
20:53
Correct
For
each
shipper
that
they're
talking
to
,
and
then
you
know
they
can
build
it
out
.
Josh Lyles
20:58
And
then
,
when
it
comes
to
qualifying
opportunities
with
,
like
pipeline
management
,
that's
where
you
can
even
take
it
a
step
further
.
Josh Lyles
21:04
When
it
comes
to
qualifying
,
the
opportunity
of
kind
of
going
back
to
some
of
those
similar
things
,
is
it
a
project
,
contract
,
spot
opportunity
,
mini
bit
,
rfp
,
you
know
,
maybe
figuring
out
seasonality
,
documenting
what
those
months
are
,
so
you
have
that
for
reporting
and
then
you
can
,
like
we
even
have
it
to
where
we
build
out
,
especially
when
we
do
implementations
with
companies
to
really
help
them
.
You
know
,
try
to
understand
these
opportunities
Like
a
couple
of
examples
would
be
how
do
they
measure
carrier
performance
?
And
asking
them
that
,
how
many
carriers
are
they
working
with
for
that
specific
opportunity
?
It
could
be
a
location
or
,
you
know
,
it
could
be
just
in
general
,
just
for
their
spot
free
,
but
just
those
kinds
of
different
questions
to
understand
the
scope
of
the
opportunity
,
competitiveness
around
it
,
those
items
.
You
can
.
You
can
basically
build
that
into
those
,
let's
just
say
,
like
deal
opportunity
forms
in
the
system
and
we
already
have
a
foundation
of
it
with
some
like
starter
ones
,
and
then
they
can
build
on
it
from
there
.
Blythe Brumleve
21:58
And
so
with
does
your
company
help
with
,
like
a
,
you
know
,
implementation
,
integration
?
It
kind
of
sounds
like
you
do
.
So
if
you're
helping
with
that
,
what
are
maybe
some
of
those
keys
to
success
?
Not
just
implementing
it
,
but
using
it
on
an
ongoing
basis
.
Josh Lyles
22:13
Yeah
.
So
I
think
it
really
starts
in
the
customizing
of
it
,
because
you
wanted
to
just
show
the
information
that
you
talk
about
on
a
daily
basis
.
You
want
that
to
be
in
the
system
,
right
,
because
if
it's
not
there
and
it's
not
it's
that's
not
going
to
be
something
that
people
leverage
to
actually
enter
in
.
So
that's
the
first
thing
,
like
just
as
simple
as
us
having
equipment
types
and
modes
and
contractor
spot
for
you
already
in
our
template
inversion
.
There's
already
people
that
say
it's
just
great
to
be
able
to
see
that
stuff
in
there
.
And
you
know
certain
reports
on
their
dashboard
that
are
like
my
active
shipper
leads
or
shippers
that
haven't
been
contacted
in
14
days
,
like
people
already
just
love
the
fact
that
it's
talking
their
language
and
just
in
that
in
itself
.
But
you
know
,
I
guess
,
sorry
,
go
back
to
the
what
was
the
question
again
.
Blythe Brumleve
22:58
It
sounds
like
you're
creating
those
light
bulb
moments
for
them
from
the
jump
to
help
them
to
keep
using
it
,
Because
that
was
always
the
struggle
that
I
had
is
like
I
can
show
them
the
technology
and
they'll
say
,
yeah
,
that's
great
,
but
for
them
to
actually
continue
to
use
it
on
an
ongoing
basis
was
where
I
struggled
with
the
most
with
working
with
the
sales
team
.
So
I
would
imagine
that
seeing
those
light
bulb
moments
like
what
you're
talking
about
helps
them
to
use
it
more
regularly
.
Where
they're
almost
like
getting
those
signals
,
I
would
imagine
there's
reporting
and
things
like
that
that
can
further
highlight
that
kind
of
data
.
Josh Lyles
23:28
Correct
.
So
,
for
example
,
like
with
HubSpot
,
their
custom
reporting
and
everything
is
on
their
largest
package
,
which
gets
really
expensive
.
We
already
have
custom
reporting
that's
built
into
it
.
But
what
yes
,
going
back
to
your
initial
question
with
this
is
a
lot
of
it
,
actually
,
I
would
say
,
in
a
lot
of
success
does
is
driven
from
sales
managers
and
the
people
that
are
overseeing
it
.
Josh Lyles
23:47
And
again
,
it's
not
,
it's
not
always
about
just
like
hey
,
we're
just
trying
to
hit
a
specific
number
.
We're
trying
to
do
these
things
.
You're
trying
to
help
your
team
work
towards
better
behaviors
that
drive
more
shipper
,
new
shipper
relationships
and
expand
the
existing
relationships
that
you
have
and
opportunities
that
you
have
with
them
.
And
so
the
things
that
they
see
,
you
know
,
for
example
,
just
on
their
dashboard
like
I
get
really
technical
when
it
comes
to
this
and
even
just
the
design
and
how
we've
templated
this
out
but
even
from
the
first
things
that
you
see
,
from
like
the
first
part
of
the
screen
and
working
left
to
right
,
top
,
top
to
bottom
,
to
me
is
really
important
,
because
if
there's
a
certain
metric
and
I
always
just
say
,
like
what
gets
measured
,
gets
managed
,
but
if
that's
not
on
your
dashboard
as
a
sales
manager
or
even
as
a
salesperson
,
then
you're
going
to
forget
about
it
because
you're
not
,
you're
not
,
you're
not
measuring
it
,
it's
not
something
that's
consistently
on
your
radar
.
Josh Lyles
24:34
But
that's
what
I
often
found
with
those
the
other
CRMs
out
of
the
box
was
.
I
would
build
out
all
those
dashboards
to
make
sure
like
every
one
of
those
specific
things
was
on
it
.
But
if
it's
not
on
your
radar
,
then
it's
easy
for
that
stuff
to
fall
by
the
wayside
.
But
it's
honestly
,
if
it's
just
on
your
dashboard
,
it's
such
an
easier
way
to
basically
build
a
lot
more
momentum
and
better
behaviors
.
And
then
I
just
know
it
for
a
fact
.
But
,
like
,
once
you
start
to
see
that
and
you
start
to
get
more
success
and
you're
starting
to
close
more
customers
,
you're
staying
in
front
of
them
,
those
behaviors
are
driving
better
results
than
at
that
point
it
honestly
just
becomes
part
of
your
process
.
You're
like
these
are
the
things
that
I
know
that
lead
me
to
success
.
Blythe Brumleve
25:09
So
a
lot
of
it
is
approached
by
leadership
and
I
would
imagine
so
I
would
imagine
that
you're
the
data
and
the
insights
that
you're
getting
from
that
you
can
actually
see
which
kinds
of
customers
,
what
kinds
of
equipment
,
lanes
,
that
kind
of
thing
,
are
closing
more
at
a
higher
rate
,
which
I
would
imagine
would
also
help
the
marketing
department
be
able
to
make
some
content
or
,
you
know
,
make
some
different
campaigns
that
could
complement
those
high
success
rates
.
Is
that
fair
to
say
?
Josh Lyles
25:34
I
think
it's
,
of
course
,
yeah
,
because
,
like
so
,
I
only
worked
with
the
marketing
department
and
it
was
smaller
at
my
first
brokerage
and
then
I
helped
with
some
of
that
at
the
last
one
that
I
was
at
over
at
Silo
.
But
it
can
,
like
marketing
can
take
a
lot
of
things
that
they're
seeing
from
notes
because
,
for
example
,
like
talking
about
marketing
and
like
I'll
even
just
talk
about
how
I
use
marketing
when
it
comes
to
Sales
dash
,
but
I
look
at
all
the
notes
,
like
,
for
example
,
I
run
a
quick
report
.
So
anytime
that
somebody
shows
up
to
one
of
my
meetings
and
my
demos
,
I
mark
that
as
a
meeting
show
in
my
CRM
and
so
what
I
know
is
that
I
can
pull
a
report
of
all
those
activities
and
these
are
all
the
demos
that
I've
had
with
people
.
And
I
am
a
crazy
note
taker
because
for
me
,
like
,
attention
to
detail
is
important
and
I
want
to
make
sure
that
if
they're
really
interested
in
the
CRM
,
I
can
actively
progress
the
sale
.
But
even
just
the
small
pieces
of
that
I
will
use
what
they
tell
me
to
fuel
a
lot
of
my
marketing
for
Sales
dash
,
for
example
,
right
.
Josh Lyles
26:26
And
then
same
thing
as
a
free
broker
,
if
a
shipper
is
telling
you
specific
things
are
like
either
challenges
or
things
that
they
care
about
.
Those
are
really
good
questions
.
Then
,
to
ask
other
shippers
,
because
if
they
care
about
it
,
chances
are
the
other
shippers
care
about
it
,
or
if
they
don't
know
,
it's
a
really
good
thing
to
put
on
their
radar
.
So
,
yes
,
when
it
comes
to
marketing
and
messaging
and
what
you
specialize
in
,
I
think
that's
important
.
But
also
,
even
just
like
the
smallest
thing
,
for
example
,
of
your
close
customers
,
like
what
are
the
characteristics
,
what
industry
,
what's
their
employee
size
,
what's
their
approximated
annual
revenue
,
you
can
pull
those
things
from
having
the
list
of
them
,
seeing
that
reporting
,
and
then
you
can
find
out
to
help
you
further
refine
your
ICP
for
the
kinds
of
shippers
that
you're
going
after
,
because
you
may
think
that
,
hey
,
we
specialize
with
these
kinds
of
companies
,
but
then
sometimes
when
you
look
at
it
,
you're
like
,
oh
wait
,
these
are
the
ones
that
are
actually
bringing
in
the
most
revenue
for
us
right
now
,
the
most
profit
.
Blythe Brumleve
27:16
Yeah
,
absolutely
.
Data
tells
a
lot
more
stories
than
just
going
off
of
affirmations
or
feelings
or
gut
feelings
or
things
like
that
.
Exactly
,
it's
important
to
have
that
data
to
back
it
up
as
well
.
Now
,
I'm
surprised
that
we
made
it
almost
30
minutes
in
this
conversation
and
the
topic
of
AI
has
not
been
brought
up
yet
,
so
I'm
going
to
use
this
as
an
opportunity
to
bring
it
up
now
.
How
do
you
think
about
AI
?
Is
it
plans
to
incorporate
these
kinds
of
,
I
guess
,
technology
,
large
language
models
,
things
like
that
into
the
CRM
?
I
mean
not
to
bring
up
HubSpot
again
,
but
I
know
that
they
have
their
chat
platform
that
they're
fine-tuning
,
still
very
much
in
its
infancy
phase
.
Based
on
the
tests
that
I've
run
,
any
thoughts
on
how
you
can
incorporate
AI
into
your
sales
process
?
Josh Lyles
28:01
Yeah
.
So
I
think
it's
inevitable
that
AI
is
going
to
be
incorporated
no
matter
what
,
and
I
think
there
will
be
a
multitude
of
different
ways
.
We're
going
to
start
to
explore
it
more
next
year
because
we're
finishing
out
some
new
product
development
right
now
,
that
we
just
really
want
to
become
one
of
the
strongest
CRM
platforms
really
the
strongest
CRM
platform
for
freight
brokerages
and
3PLs
to
manage
our
shipper
and
carrier
Josh Lyles
28:22
relationships
.
But
I
think
a
multitude
of
different
ways
.
I
think
the
way
that
a
lot
of
people
are
using
it
is
for
email
copy
.
I
think
that's
huge
right
now
and
it
makes
a
lot
of
sense
and
people
can
always
write
better
emails
,
but
it's
really
good
for
that
.
Josh Lyles
28:35
I
think
it
can
be
really
good
when
it
does
come
to
some
just
creative
ideas
,
when
it
does
come
to
marketing
or
even
just
like
your
emails
and
your
sales
outreach
or
let's
just
say
,
if
you're
building
a
one
pager
for
those
things
,
I
think
it's
going
to
become
really
important
for
reporting
personally
in
CRM
in
terms
of
,
hey
,
I
want
to
see
all
my
shippers
that
are
out
of
this
specific
city
,
this
specific
state
in
this
industry
and
just
like
a
really
quick
text
chat
so
that
way
they
don't
have
to
do
typical
filters
in
the
CRM
.
I
think
that
that's
going
to
be
a
big
opportunity
.
Notes
,
obviously
,
will
be
really
important
in
terms
of
scraping
what's
already
in
the
system
.
And
then
I
think
there
can
be
some
further
things
on
the
analytical
side
,
when
it
comes
to
observing
your
deals
that
are
in
the
system
,
what's
been
won
,
what's
been
lost
,
to
try
to
pull
some
specific
insights
out
of
those
.
So
there's
more
on
top
of
it
,
but
I
think
,
specifically
,
if
you
talk
about
the
use
cases
for
CRM
,
those
will
be
a
good
amount
of
them
.
Josh Lyles
29:32
And
then
I'm
just
seeing
other
things
like
cold
calling
.
I'm
seeing
AI
cold
callers
right
now
,
which
is
really
interesting
.
I
don't
know
about
that
.
I'm
so
much
bigger
on
the
personalization
side
than
automation
.
I
don't
know
how
you
feel
about
it
,
but
it's
freight
too
.
Freight
is
a
relationship
driven
business
and
I
just
don't
think
you
can
automate
relationships
fully
,
like
there's
always
got
to
be
that
human
element
,
but
at
the
same
time
,
there's
still
things
that
AI
can
help
to
knock
out
some
of
the
tedious
,
you
know
,
manual
tasks
.
Blythe Brumleve
30:02
If
a
company
used
an
AI
voice
calling
whatever
function
to
cold
called
me
,
I
would
instantly
block
them
.
There
you
go
.
I
wouldn't
even
think
about
it
,
I
would
never
even
look
at
their
company
name
.
It
was
just
instant
block
,
move
on
.
That's
how
I
feel
about
that
.
But
I'm
right
there
with
you
.
I
think
that
AI
can
be
used
in
increasing
administrative
things
,
administrative
processes
,
and
helping
to
kind
of
shine
a
light
on
areas
that
you
might
miss
yourself
.
Hopefully
it
will
evolve
into
something
it
looks
like
it's
getting
there
to
be
able
to
look
at
your
website
analytics
or
look
at
CRM
analytics
and
be
able
to
decipher
and
create
some
takeaways
for
you
.
Blythe Brumleve
30:42
So
I
think
that
that's
the
logical
sort
of
next
step
that
I've
been
using
ChatGPT
for
.
So
I
haven't
used
any
other
tool
because
I
want
to
use
my
own
data
in
order
to
extrapolate
that
feedback
.
But
I'm
right
there
with
you
it
has
to
,
I
think
,
fuel
your
processes
in
order
to
have
better
conversations
that
are
built
on
the
back
of
those
in-person
relationships
,
but
also
those
personal
touches
too
,
which
is
,
I
think
,
where
the
CRM
just
really
plays
a
vital
role
in
being
able
to
just
keep
track
of
all
of
those
nodes
.
Now
you
mentioned
a
product
roadmap
.
What
does
that
,
whatever
you
can
share
with
us
?
What
does
sort
of
the
product
roadmap
or
releases
look
like
for
Sales
dash
for
the
rest
of
the
year
?
Josh Lyles
31:24
Yeah
,
so
most
CRMs
really
just
focus
on
shippers
and
just
shipper
management
and
shipper
relationship
management
,
and
so
really
right
now
what
we're
working
on
and
we
plan
on
demoing
at
Technovations
when
we
present
Shark
.
Blythe Brumleve
31:36
Tank
.
That's
right
,
that's
right
.
Josh Lyles
31:39
What
we
plan
on
presenting
is
really
our
carrier
side
.
So
you're
going
to
be
able
to
capture
,
import
your
carriers
.
We
have
found
brokerages
.
We'll
store
them
in
spreadsheets
as
well
Good
old
spreadsheets
will
never
,
ever
go
away
in
our
lifetime
probably
but
we're
going
to
be
showing
basically
that
functionality
,
how
it's
going
to
be
complimenting
the
shipper
information
that's
already
in
our
system
.
And
then
lane
capturing
as
well
.
Josh Lyles
32:05
So
some
Google
integration
that
comes
into
that
with
the
lane
capturing
,
but
capturing
lanes
for
shippers
,
capturing
lanes
for
carriers
,
to
really
try
to
make
it
a
really
strong
sales
engine
for
freight
brokerages
outside
of
just
the
shippers
that
are
.
Josh Lyles
32:18
Typically
they'll
see
in
their
CRM
.
We
want
to
give
them
fuel
essentially
to
be
reengaging
with
their
shippers
in
a
way
that's
a
little
bit
more
unique
,
but
also
to
deepen
carrier
relationships
,
not
make
them
so
transactional
.
We
hear
this
commonly
,
it's
what
a
lot
of
people
promote
,
but
honestly
,
most
people
do
just
or
I
would
say
most
brokerages
a
lot
of
those
times
do
just
have
transactional
relationships
with
their
carriers
and
we
want
to
have
the
CRM
to
where
not
only
like
it
depends
on
the
model
that
you
are
between
,
cradle
to
grave
,
split
model
,
that
kind
of
stuff
.
So
there's
some
considerations
that
go
into
it
when
it
does
come
to
that
.
But
we
want
to
make
it
a
really
easy
place
that
you
can
access
,
run
really
quick
reports
.
But
our
reporting
is
also
feeding
really
good
insights
to
the
shippers
sales
team
,
also
back
to
the
carrier
sales
team
to
help
deepen
the
relationships
that
live
in
the
system
.
Blythe Brumleve
33:04
Yeah
,
that
makes
a
ton
of
sense
because
if
you're
spending
all
this
time
and
energy
trying
to
get
shippers
and
then
you
have
a
crappy
carrier
on
that
first
load
,
then
you
probably
all
that
hard
work
was
for
nothing
.
So
that's
really
interesting
.
About
the
Shark
Tank
at
TIA
what
was
sort
of
the
process
that
made
you
want
to
apply
for
something
like
that
?
I
mean
obviously
exposure
,
but
Right
.
Josh Lyles
33:26
Yeah
,
I
mean
definitely
exposure
,
because
we're
just
trying
to
get
our
name
out
there
.
I
mean
a
lot
of
what
I
do
when
it
comes
to
marketing
and
all
that
stuff
is
that
if
CRM
gets
brought
up
in
conversation
and
meetings
and
the
people
are
evaluating
CRMs
for
their
brokerage
,
we
just
want
to
be
considered
,
we
want
to
have
a
conversation
.
We're
not
going
to
win
them
all
.
I
do
feel
that
we
have
really
good
conversations
with
people
,
but
we're
actively
building
in
the
space
.
Everything
that
we
build
from
here
on
out
is
going
to
be
specifically
in
the
space
.
Josh Lyles
33:53
I
think
when
it
came
to
that
,
I
was
actually
not
going
to
do
it
.
And
then
,
when
I
knew
that
we
were
going
to
be
in
a
decent
spot
for
building
the
product
development
that
we're
working
on
right
now
in
the
carrier
and
lane
side
that's
ultimately
when
I
made
the
decision
I
was
like
let's
just
get
up
there
and
go
do
it
and
honestly
to
me
,
I
look
at
it
as
an
opportunity
that
there's
a
bunch
of
decision
makers
that
are
in
the
room
.
Why
not
get
in
front
of
them
?
Obviously
not
going
to
close
all
of
them
,
and
it's
okay
,
but
just
even
establish
that
relationship
.
And
it's
the
same
thing
If
CRM
gets
brought
up
.
That's
really
the
biggest
thing
is
just
.
We
just
want
to
be
in
consideration
.
That's
what
it
comes
down
to
.
Blythe Brumleve
34:27
Yeah
,
heck
.
Yeah
,
I'm
an
avid
Shark
Tank
watcher
.
I
just
watched
the
marathon
that
comes
on
every
Tuesday
.
I
watched
it
yesterday
.
So
I'm
wondering
who's
going
to
be
the
Mr
Wonderful
of
the
group
.
That's
going
to
be
kind
of
the
not
the
mean
one
,
maybe
more
the
more
realistic
one
.
So
that'll
be
interesting
to
watch
,
and
so
we'll
have
to
definitely
keep
the
audience
updated
on
the
performance
there
and
how
it
all
turned
out
.
But
as
we
sort
of
round
out
the
conversation
,
I
like
to
come
to
one
of
my
favorite
segments
now
,
and
it's
these
recurring
questions
I
call
it
the
relatable
eight
that
I
ask
,
or
I'm
starting
to
ask
,
each
interview
guest
on
the
show
.
So
I
think
you
are
about
the
fifth
or
sixth
person
that
we've
asked
these
questions
to
.
So
let's
get
started
.
We
kind
of
already
talked
a
little
bit
about
this
,
but
how
do
you
think
about
marketing
when
it
comes
to
you
versus
your
brand
?
Is
it
kind
of
collaborative
or
is
it
kind
of
you
keep
them
independent
?
Josh Lyles
35:21
No
,
I
think
it's
fully
collaborative
because
,
at
the
end
of
the
day
,
people
make
up
your
company
and
your
brand
.
So
I
think
that's
really
important
.
I
think
there's
a
lot
of
opportunity
,
too
,
for
more
people
in
logistics
.
I
think
you're
seeing
more
activity
,
for
example
,
on
LinkedIn
,
on
Twitter
or
X
,
even
on
TikTok
and
whatnot
,
but
you're
seeing
a
lot
more
activity
where
they're
starting
to
speak
up
and
that
does
go
a
long
way
because
so
much
of
it
is
just
people
knowing
who
you
are
.
That's
a
lot
of
the
objective
of
marketing
is
getting
attention
and
people
knowing
who
you
are
.
Josh Lyles
35:47
And
if
they
don't
,
then
when
it
comes
to
just
recruiting
or
other
kinds
of
partnerships
,
potentially
even
customers
where
people
can
refer
you
in
the
right
direction
,
that's
not
going
to
be
had
.
So
it's
honestly
kind
of
just
a
simple
thing
of
,
instead
of
consuming
content
I'd
rather
be
a
creator
and
people
also
,
I
guess
just
watching
and
consuming
my
content
.
It's
free
distribution
.
I
mean
the
fact
that
you
can
just
build
a
post
for
free
and
thousands
of
people
can
see
it
.
Why
would
you
not
do
that
?
That's
just
sure
.
Josh Lyles
36:20
Some
of
it
may
come
off
as
cringe
at
times
,
some
of
it
may
flop
,
but
at
the
end
of
the
day
,
just
another
touch
point
where
your
face
and
your
name
is
out
there
can
go
a
long
way
if
you
can
stay
consistent
with
it
.
So
it's
not
the
easiest
thing
to
do
,
but
I
just
think
staying
out
in
front
is
really
important
.
And
then
for
me
,
when
it
comes
to
the
marketing
mentioned
it
earlier
but
really
utilizing
what
customers
tell
me
,
whether
it's
feedback
or
things
that
they
like
or
don't
like
,
even
if
it
comes
to
our
product
roadmap
and
they
can
help
build
that
out
,
but
really
using
customers
to
help
fuel
.
That
is
really
the
stage
that
we're
in
when
it
comes
to
our
messaging
and
our
positioning
and
what
I
know
.
That
again
,
just
like
we're
talking
about
,
but
if
they
care
about
it
,
there's
a
very
good
chance
that
other
brokerages
are
going
to
care
about
it
as
well
.
Blythe Brumleve
37:01
Yeah
,
preach
,
I
am
always
just
baffled
by
the
companies
that
don't
pursue
some
kind
of
founder-driven
marketing
that
they
should
have
.
You
have
their
founder
on
camera
,
whether
it's
Long
Form
Video
or
Short
Form
Video
,
talking
about
the
solutions
that
they
have
for
their
target
audience
.
And
speaking
of
Short
Form
Video
,
this
isn't
actually
related
to
the
relatable
eight
set
of
questions
,
but
you
do
a
lot
of
Short
Form
Video
marketing
over
on
YouTube
Shorts
.
Was
that
a
conscious
effort
or
did
you
just
see
the
opportunity
there
to
get
brand
awareness
?
Josh Lyles
37:34
Yeah
,
so
,
funny
enough
,
I
actually
do
more
of
it
on
TikTok
.
The
YouTube
Shorts
is
probably
like
a
fraction
of
what
I
have
,
but
yeah
,
I
just
saw
a
big
opportunity
in
it
I
wanted
to
leverage
.
A
lot
of
people
think
it's
just
young
kids
dancing
on
TikTok
and
whatnot
,
but
TikTok
is
realistic
.
It's
a
really
great
area
to
be
.
There's
actually
more
people
in
trucking
that
are
on
TikTok
than
you
would
probably
be
aware
of
.
Josh Lyles
38:00
But
the
thing
I
love
about
Short
Form
in
general
is
that
the
fact
that
it's
Short
Form
it's
really
hard
to
get
your
messaging
right
in
a
,
let's
just
say
,
15
to
30
second
clip
.
It's
hard
For
anybody
that's
tried
it
.
It's
really
tough
because
you
can
just
go
on
for
minutes
and
minutes
.
So
honestly
,
I
do
it
as
almost
like
practice
for
myself
to
try
to
figure
out
how
can
I
try
to
capture
somebody's
attention
or
provide
a
really
good
message
in
the
shortest
period
of
time
,
just
because
all
of
our
attention
spans
are
going
down
year
by
year
.
Blythe Brumleve
38:29
Yeah
,
it's
definitely
.
I
hated
it
when
Twitter
slash
ex
removed
the
.
They
bumped
it
up
from
140
characters
like
240
,
which
was
okay
,
but
now
you
can
write
like
1000
,
yes
,
like
1000
word
blog
articles
on
Twitter
.
Blythe Brumleve
38:43
I'm
like
this
is
not
what
this
was
for
.
I
liked
the
conciseness
and
the
impact
that
you
could
have
with
saying
something
with
less
words
.
But
I'm
right
there
with
you
,
it's
very
challenging
,
which
is
why
I
use
interviews
like
this
to
be
able
to
cut
it
down
into
digestible
clips
.
That's
much
more
easier
to
go
back
in
the
editing
process
or
to
just
use
AI
like
Opus
and
be
able
to
plug
a
video
like
this
right
into
Opus
and
have
the
software
pick
a
good
clip
for
you
and
do
a
lot
of
like
80%
of
the
legwork
.
So
great
tips
on
that
.
But
I
guess
I
kind
of
know
the
answer
to
this
next
question
what's
your
favorite
social
media
platform
and
why
it
is
going
to
be
?
Josh Lyles
39:23
it
is
going
to
be
.
I
know
it's
so
weird
.
It's
going
to
be
a
TikTok
,
and
the
main
reason
it's
going
to
be
TikTok
is
because
I
can
just
learn
things
the
fastest
there
.
It's
really
as
simple
as
that
.
If
for
you
to
be
able
to
build
a
video
that's
actually
effective
,
you
have
to
be
able
to
teach
something
super
fast
,
super
simple
,
and
that's
the
reason
why
I
love
it
.
It's
going
to
be
a
Tik
Tok
or
YouTube
,
because
if
I
need
to
get
really
deep
,
then
I'm
obviously
going
to
YouTube
,
but
if
I
need
something
super
quick
,
I'm
not
even
going
to
TikTok
,
but
I
use
it
all
the
time
to
learn
things
as
fast
as
I
can
.
Blythe Brumleve
39:51
Yeah
,
for
sure
,
it's
definitely
on
that
platform
.
I
either
laugh
or
I
learn
.
With
every
other
platform
it
feels
like
there's
I
mean
,
tiktok
has
a
lot
of
drama
too
,
but
it
feels
like
every
other
platform
just
has
too
much
drama
of
like
the
people
I
don't
want
to
or
the
people
that
I
regularly
see
with
TikTok
.
I
don't
know
any
of
these
people
that
show
up
on
my
feed
,
which
is
great
.
Josh Lyles
40:09
Yeah
.
Blythe Brumleve
40:10
So
it's
just
a
totally
different
experience
.
Okay
,
next
question
what's
your
favorite
SaaS
tool
that
you
use
every
day
and
can't
live
without
,
but
it's
not
your
own
.
Josh Lyles
40:19
Google
workspace
super
basic
fundamental
answer
that
I
can't
.
Blythe Brumleve
40:23
I
can't
,
I
can't
live
without
it
.
Josh Lyles
40:25
It's
super
boring
,
I
know
.
If
I
was
to
say
a
backup
or
like
,
let's
just
say
,
alright
,
that's
gonna
be
one
a
,
but
if
I
had
to
say
1v1c
,
canva
is
super
important
when
it
comes
to
marketing
.
It
can
make
anybody
a
marketer
.
That's
,
that's
what's
so
awesome
about
it
.
It's
such
a
simple
tool
and
just
getting
the
practice
with
it
helps
.
And
then
this
one's
probably
unique
,
but
clean
shot
X
.
So
clean
shot
X
is
like
helps
with
screenshots
and
with
recording
,
like
screen
grabs
and
all
that
kind
of
stuff
.
So
a
lot
of
times
,
if
you
see
,
you
know
any
specific
screen
grabs
of
like
our
software
or
even
just
like
little
things
that
I
do
Most
of
the
time
.
That's
actually
what
I
use
.
It
is
the
easiest
thing
.
I
use
it
.
It's
firm
,
I
think
it's
.
I
don't
know
if
it's
just
for
Mac
,
but
you
know
,
I
know
there's
like
snipping
tool
,
but
it's
.
I
use
it
like
loom
or
something
.
Blythe Brumleve
41:09
Is
it
exactly
I
?
Josh Lyles
41:10
can
I
,
instead
of
using
loom
,
I
could
just
use
that
and
record
a
specific
spot
,
spot
of
the
screen
and
it
can
take
all
the
audio
video
,
everything
from
it
.
Or
I
can
like
be
in
my
CRM
and
,
you
know
,
have
myself
just
like
loom
,
have
myself
as
a
little
circle
in
it
.
Blythe Brumleve
41:22
So
oh
,
that's
cool
.
Yeah
,
it
probably
makes
for
great
like
product
demos
,
quick
product
demos
.
Okay
,
next
question
is
a
favorite
freight
business
that
is
in
your
own
?
Josh Lyles
41:33
Oh
,
Any
freight
brokers
that
use
the
Sales
dash
is
easily
my
favorite
.
I
love
talking
to
them
and
sometimes
I
get
a
lot
of
questions
,
but
honestly
I
love
it
.
But
that
Is
my
answer
.
Blythe Brumleve
41:46
That's
a
little
.
That's
kind
of
cheating
.
Josh Lyles
41:48
I'll
come
back
to
that
one
.
I'll
come
back
to
that
one
.
Blythe Brumleve
41:50
Okay
,
next
one
.
What's
one
task
in
your
current
job
that
you
can't
stand
doing
?
Josh Lyles
41:55
editing
content
.
Blythe Brumleve
41:57
Yeah
.
Josh Lyles
41:57
I
need
.
I
need
a
.
I
heard
you
saying
AI
tool
.
I'm
taking
a
note
.
I
need
.
I
need
a
.
Yeah
,
opus
.
Blythe Brumleve
42:02
I'm
gonna
look
at
opus
clips
is
a
God
said
,
because
they
just
released
a
button
not
to
.
They
don't
pay
me
for
any
of
this
,
but
they
just
released
a
major
update
in
the
month
of
August
where
it
like
auto
frames
and
you
can
select
,
you
know
,
highlight
key
words
.
So
if
you're
only
looking
for
like
,
maybe
like
AI
,
in
one
conversation
,
it
will
just
isolate
that
part
of
the
conversation
that
you
talked
about
AI
it's
.
I
mean
,
I
cannot
speak
enough
high
.
You
know
better
things
about
that
platform
.
Okay
,
next
one
if
you
didn't
have
to
worry
about
money
,
what
would
you
want
to
do
for
the
rest
of
your
life
?
Josh Lyles
42:31
I
would
want
to
be
a
GM
for
an
NBA
team
.
I
would
love
it
.
I
would
love
it
.
I
love
basketball
,
I
love
sports
,
but
basketball
and
NBA
has
always
been
my
favorite
.
Leadership
is
one
of
the
biggest
things
I've
always
just
kind
of
studied
and
you
know
,
assembling
a
team
and
all
that
kind
of
stuff
.
I
just
think
it
would
be
a
lot
of
fun
.
That's
yeah
,
so
that
that's
probably
I
would
.
Josh Lyles
42:51
I
would
enjoy
that
.
I
know
it'd
be
stressful
,
for
sure
.
I
know
this
.
I
know
the
stress
does
that
come
into
it
.
But
that's
,
that's
what
I
would
sign
up
for
,
for
sure
.
But
what's
the
organization
that
you're
?
Blythe Brumleve
42:58
gonna
pick
?
I
guess
I'll
pick
the
Atlanta
Hawks
,
just
because
.
Josh Lyles
43:01
I'm
from
Atlanta
.
You
know
they
probably
did
.
They
still
have
a
lot
of
work
to
do
.
They
have
a
lot
of
work
to
do
.
Blythe Brumleve
43:06
And
,
honestly
,
I
would
want
to
take
a
project
.
I
would
,
I
would
,
I
would
not
want
to
go
to
one
of
the
established
.
Josh Lyles
43:09
Like
I
wouldn't
want
to
put
you
know
,
be
at
the
Lakers
or
for
the
Celtics
,
or
you
know
one
of
the
historic
teams
like
the
Bulls
,
I
,
I
want
to
take
a
full-blown
project
.
Yeah
,
yeah
,
I'm
not
small
market
teams
deserve
love
too
.
Blythe Brumleve
43:23
Yeah
,
you
know
like
I
know
a
lot
of
people
be
like
.
Josh Lyles
43:26
Oh
,
I
just
kicked
my
feet
up
at
the
beach
and
like
that
would
be
fun
if
I
didn't
have
.
But
like
that
I
have
to
be
doing
something
.
Like
I
enjoy
work
.
And
even
that
other
question
you
asked
about
like
what
tasks
I
Honestly
enjoy
them
,
like
even
editing
content
.
I
don't
necessarily
like
love
it
,
but
I'm
still
gonna
do
it
Because
I
know
how
much
,
how
important
it
is
.
Like
I
I'm
Thankfully
like
out
of
spot
where
I
really
enjoy
what
I
do
.
And
you
know
,
like
work
is
,
you
can
make
work
fun
.
Blythe Brumleve
43:49
Yeah
,
it's
,
it's
definitely
like
the
80
20
rule
if
you
enjoy
80%
of
your
job
,
then
you
can
do
it
.
You
enjoy
80%
of
your
job
,
then
the
other
20%
is
worth
dealing
with
In
order
to
enjoy
that
.
The
rest
of
that
80%
,
okay
,
next
one
what
is
something
you
believe
in
that
most
people
don't
?
Josh Lyles
44:07
Sales
can
be
fun
.
I
Believe
that
I
literally
think
it's
as
simple
as
this
and
this
is
like
.
This
is
my
easy
flip
of
it
,
because
Growing
up
I
was
a
big
introvert
,
didn't
talk
that
much
,
I
was
just
like
a
big
listener
,
observer
,
all
that
stuff
.
But
to
me
it's
like
flipping
your
mindset
that
you're
not
selling
that
and
you're
just
helping
.
You're
helping
others
.
Blythe Brumleve
44:26
Yeah
,
100%
.
I
struggle
with
Because
we're
both
part
of
an
eight
shoots
founder
group
and
within
logistics
,
and
so
that's
one
thing
that
I
have
confessed
is
that
I
am
terrible
without
bound
sales
,
but
it
is
something
that
I
want
to
get
better
at
,
so
actively
trying
to
improve
that
process
.
Inbound
sales
is
great
.
Outbound
sales
is
what
terrifies
me
.
Josh Lyles
44:47
But
even
in
that
,
like
I
think
about
it
,
for
what
you
do
,
you
have
a
huge
reach
.
You
know
you
have
one
of
the
most
established
podcasts
in
the
logistics
space
,
right
like
thank
you
.
Just
in
that
in
itself
,
anybody
that
has
a
product
or
has
you
know
needs
to
get
in
touch
with
the
logistics
community
and
the
logistics
network
.
It
makes
so
much
sense
for
them
to
look
at
a
sponsorship
for
the
podcast
.
You
know
so
.
Josh Lyles
45:10
It
does
it
makes
a
ton
of
sense
.
So
that's
reason
why
I'm
saying
it's
like
you
would
be
helping
somebody
out
,
because
the
ROI
Should
be
there
for
them
,
that
this
is
where
their
audience
is
and
they're
listening
,
and
for
those
that
are
really
interested
in
it
,
they're
listening
to
this
.
Somebody
that's
in
the
.
You
know
,
a
random
industry
like
this
is
logistics
focus
.
It's
in
the
name
.
Blythe Brumleve
45:27
Well
,
I'm
gonna
cut
that
clip
and
that's
gonna
be
up
on
a
sale
.
Thank
you
for
that
.
All
right
and
last
one
what
is
your
favorite
supply
chain
or
logistics
fact
?
Josh Lyles
45:38
I
Think
it's
really
interesting
.
But
if
you
consider
the
amount
of
miles
that
an
average
like
just
truck
driver
,
heavy
truck
driver
,
drives
every
single
day
,
I
think
the
average
is
around
like
500
miles
.
And
if
you
take
basically
all
the
truck
drivers
globally
,
they
basically
do
they
basically
drive
about
a
fifth
of
a
light
year
.
Or
if
you
were
to
actually
do
the
amount
of
trips
to
the
sun
,
it's
about
6,000
times
To
the
Sun
and
back
is
that
every
day
,
or
is
that
?
Every
like
over
their
lifetime
,
yearly
oh
.
Blythe Brumleve
46:09
Wow
,
yeah
,
that's
crazy
nice
fact
.
Yeah
,
all
right
.
Josh Lyles
46:13
I
was
like
,
wow
,
that's
,
and
you
don't
realize
.
Like
I
mean
obviously
,
like
everything
has
to
be
moved
.
Typically
,
you
know
,
most
stuff
is
moved
via
over
the
road
truckload
and
all
that
kind
of
stuff
,
but
and
I
know
there's
a
lot
of
ocean
air
freight
and
all
that
but
when
you
consider
,
like
how
many
miles
are
driven
just
to
Get
stuff
from
point
A
to
point
B
,
like
yeah
,
you
don't
think
about
it
globally
because
,
like
for
us
,
for
us
,
you
know
,
canada
,
mexico
,
but
just
that's
,
it's
a
lot
.
I
thought
it
was
impressive
.
Blythe Brumleve
46:39
Yeah
,
for
sure
.
There's
a
former
podcast
guest
.
He's
actually
gonna
be
another
recurring
guest
in
the
future
Brian
Glick
.
He
said
that
it
is
absolutely
,
with
all
the
crap
we
talk
about
with
you
know
,
logistics
and
supply
chain
crisis
and
things
like
that
it
is
remarkable
that
we
can
get
something
shipped
from
one
part
of
the
globe
to
the
other
part
of
the
globe
a
lot
of
times
within
a
week
.
Josh Lyles
47:01
I
would
rather
less
than
that
.
Blythe Brumleve
47:02
That's
incredible
.
Josh Lyles
47:04
It's
fun
space
that
we
live
in
.
Blythe Brumleve
47:07
Yeah
,
it
definitely
is
.
It's
filled
with
problems
.
It's
filled
with
people
who
are
willing
to
get
creative
and
solve
those
problems
.
So
,
josh
,
we
appreciate
your
time
and
insight
on
this
topic
.
Where
can
folks
follow
more
of
your
work
?
Get
signed
up
for
a
demo
over
at
Salesd
ash
all
that
good
stuff
.
Josh Lyles
47:24
Yeah
,
so
easy
way
to
get
connected
with
me
is
on
LinkedIn
.
You
can
find
me
at
Josh
Lyles
,
l-y-l-e-s
.
And
then
our
website
for
our
CRM
for
Salesd
ash
crm
.
com
.
Dash
is
spelled
out
D-A-S-H
,
but
you
can
always
schedule
a
demo
.
If
you
schedule
a
demo
,
I'll
be
the
one
to
host
it
and
talk
with
you
.
It's
a
pretty
short
demo
for
the
most
part
because
it
is
a
fairly
simple
system
,
but
that's
always
going
to
be
the
easiest
way
.
And
then
you
can
always
start
a
14-day
free
trial
.
If
you're
somebody
that
just
likes
to
get
your
hands
dirty
,
and
just
take
it
for
a
test
run
.
Blythe Brumleve
47:55
Heck
.
Yes
,
so
we
will
make
sure
to
include
all
of
those
links
in
the
show
notes
just
to
make
it
easy
for
folks
.
But
,
Josh
,
this
was
an
awesome
discussion
.
We'll
have
to
have
you
back
on
in
the
future
in
order
to
talk
about
how
the
Shark
Tank
episode
went
.
But
again
,
thank
you
for
sharing
your
insight
and
hopefully
some
marketers
and
sales
reps
out
there
got
a
little
bit
better
today
after
listening
.
Josh Lyles
48:14
Hopefully
.
Thanks
for
having
me
on
Blimey
,
I
really
enjoyed
it
.
Blythe Brumleve
48:21
I
hope
you
enjoyed
this
episode
of
Everything
is
Logistics
,
a
podcast
for
the
thinkers
in
freight
,
telling
the
stories
behind
how
your
favorite
stuff
and
people
get
from
point
A
to
B
.
Subscribe
to
the
show
,
sign
up
for
our
newsletter
and
follow
our
socials
over
at
everythingislogisticscom
.
Blythe Brumleve
48:37
And
in
addition
to
the
podcast
,
I
also
wanted
to
let
y'all
know
about
another
company
I
operate
,
and
that's
Digital
Dispatch
,
where
we
help
you
build
a
better
website
.
Now
,
a
lot
of
the
times
,
we
hand
this
task
of
building
a
new
website
or
refreshing
a
current
one
off
to
a
co-worker's
child
,
a
neighbor
down
the
street
or
a
stranger
around
the
world
,
where
you
probably
spend
more
time
explaining
the
freight
industry
than
it
takes
to
actually
build
the
dang
website
.
Well
,
that
doesn't
happen
at
Digital
Dispatch
.
Blythe Brumleve
49:04
We've
been
building
online
since
2009
,
but
we're
also
early
adopters
of
AI
,
automation
and
other
website
tactics
that
help
your
company
to
be
a
central
place
to
pull
in
all
of
your
social
media
posts
,
recruit
new
employees
and
give
potential
customers
a
glimpse
into
how
you
operate
your
business
.
Our
new
website
builds
start
as
low
as
$1,500
,
along
with
ongoing
website
management
,
maintenance
and
updates
starting
at
$90
a
month
,
plus
some
bonus
,
freight
marketing
and
sales
content
similar
to
what
you
hear
on
the
podcast
.
You
can
watch
a
quick
explainer
video
over
on
digitaldispatchio
.
Just
check
out
the
pricing
page
once
you
arrive
and
you
can
see
how
we
can
build
your
digital
ecosystem
on
a
strong
foundation
.
Until
then
,
I
hope
you
enjoyed
this
episode
.
I'll
see
you
all
real
soon
and
go
.
Jags
MUSIC
.
