The Logistics of Logistics Sales Insights for Logistics Leaders with Trey Griggs
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 GriggsTrey 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 GroupBETA 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.