Global trade is as complex as it is essential to worldwide economic stability. From organizing freight shipped through the air or over oceans, to customs and other governmental red tape, there’s a lot for businesses to worry about when it comes to world commerce. 

Just take it from Will Urban, Chief Revenue Officer of the freight forwarding company Flexport — a business creating cutting-edge technology that has changed the way organizations visualize their supply chain by digitizing data to drive greater efficiency and profit.

In this episode of Go to Market Grit, Joubin and Will talk about how Flexport is disrupting the freight forwarding industry, what the company’s go-to-market engine looks like, and why Will believes relationship building is important for salespeople.

In this episode, we cover:

• The ways freight forwarding and logistics companies manage world commerce, why global trade is so complex, and how Will began working in the industry. (2:28)
• What Will learned from taking a sabbatical from work — and how his time off led to his current job as Chief Revenue Officer of Flexport. (11:32)
• How Flexport is streamlining global trade with technology that makes it easier for customers to see and interact with freight data from across the world. (20:00)
• Will’s go-to-market strategy for Flexport and why he thinks sales in the shipping and freight forwarding industry is unique to other fields. (31:05)
• Why domain expertise matters for shipping and freight forwarding industry salespeople. (34:43)
• The benefits that Will and Joubin see to building long-term relationships with customers. (39:04)
• How Will defines grit. (49:36)

Links:

• Connect with Joubin
  • Twitter
  • LinkedIn
  • Email: gtmg@kleinerperkins.com
• Learn more about Kleiner Perkins
• Flexport
• Connect with Will
  • LinkedIn