In the latest episode of the Trucking for Millennials podcast, Aaron dives deep into the world of transportation marketing and sales, live from the TMSA conference in New Orleans. This episode is packed with valuable insights from industry experts, including Jim Kenny, a seasoned professional in non-asset-based sales, and the team from Mohawk Global, a family-owned 3PL company. Here are three key takeaways from this enlightening episode.

1. The Importance of Vital Behaviors in Sales

One of the standout segments of this episode is the discussion with Jim Kinney about the vital behaviors of sales professionals. Kenny breaks down the sales process into manageable blocks and emphasizes the importance of pre-call planning, sales call opening, needs assessment, solution development, closing, and follow-up.

Quote from Jim Kenny:

"The sales process has three blocks or six blocks. Pre-call planning, sales call opening, needs assessment, solution development, closing, and follow-up. Whether you're selling to the carrier side or the shipper side, we now know if we break these down into vital behaviors, these are the things we need to do."

Kinney's approach is all about being prepared and understanding the customer's needs. He stresses the importance of doing your homework before making a call, such as researching the customer's products and locations. This preparation allows sales professionals to ask informed questions and offer relevant solutions, which can significantly increase the chances of closing a deal.

Key Points:

• Pre-call Planning: Research the customer's products and locations to tailor your pitch.

• Sales Call Opening: Differentiate yourself and get the conversation started.

• Needs Assessment: Ask needs-based questions to understand the customer's requirements better.

2. Leading with Love and Compassion in Business

The episode also features an inspiring conversation with the team from Mohawk Global, who emphasize the importance of leading with love and compassion. This family-owned business has built a strong culture around their core values: care, enrich, and deliver. They believe that compassionate leadership starts at the top and trickles down through the entire organization.

Quote from Joe Grannell:

"Compassionate leadership is where it all starts for us. Our father, who started this mission 30 years ago, has been very consistent towards making sure we're enriching our people, making sure we're caring for our people, and making sure that we're delivering for our people."

Mohawk Global's no-layoff policy is a testament to their commitment to their employees. This policy ensures that employees feel secure, even during tough times, which in turn fosters loyalty and dedication. The company also emphasizes work-life balance, encouraging employees to prioritize family and personal well-being.

Key Points:

• No-Layoff Policy: Ensures job security and builds trust among employees.

• Work-Life Balance: Encourages employees to prioritize family and personal well-being.

• Compassionate Leadership: Starts at the top and permeates through the organization.

3. The Power of Transparency and Community Engagement

Another significant takeaway from this episode is the power of transparency and community engagement. Mohawk Global practices transparency by regularly updating employees on the company's financial status and involving them in profit-sharing. This transparency builds trust and ensures that everyone is aligned with the company's goals.

Quote from Joe Grannell:

"Our father, along with some of our executives, travel to every single branch three times a year. And a big reason for that is they give a very in-depth presentation on what's going on in the organization."

In addition to transparency, Mohawk Global is deeply committed to community engagement. They have a charitable fund supported by employee donations and company matches, which is used to help employees in need and support local causes. Their Mohawk Global Give Back initiative focuses on addressing food insecurity in the communities where they operate.

Key Points:

• Transparency: Regular updates on the company's financial status and profit-sharing build trust.

• Charitable Fund: Supports employees in need and local causes.

• Community Engagement: Initiatives like the Mohawk Global Give Back address food insecurity.

Conclusion

This episode of the Trucking for Millennials podcast offers valuable insights into the world of transportation marketing and sales. From Jim Kenny's practical advice on vital sales behaviors to Mohawk Global's inspiring approach to compassionate leadership and community engagement, there are plenty of takeaways for listeners to apply in their own businesses. Whether you're a sales professional looking to improve your techniques or a business leader aiming to build a more compassionate and transparent organization, this episode has something for everyone.