The Logistics of Logistics The CRO Perspective: Growing FreightTech Sales with Ryan Sullivan
Ryan Sullivan and Joe Lynch discuss the CRO perspective - growing freighttech sales. Ryan is the CEO and Founder of Ratchet Ventures, a fractional CRO firm specializing in the logistics and freighttech space.
Summary: The CRO Perspective: Growing FreightTech SalesIn this podcast, Ryan Sullivan, Founder of Ratchet Ventures and an experienced Chief Revenue Officer (CRO), shares his insights on growing sales in the freight tech and logistics industry. He discusses the importance of revenue management, transitioning from founder-led sales to a scalable process, and the three levers to increase sales: larger deals, more opportunities, and higher conversion rates. Ryan emphasizes understanding the ideal customer profile, building genuine relationships, and specializing in a specific niche to improve sales performance. He also addresses the challenges growing companies face in finding the right sales leadership and how fractional CRO services can help. Throughout the podcast, Ryan shares his unconventional journey and expertise in helping companies and individuals navigate the increasingly competitive supply chain technology industry.
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About Ryan SullivanRyan Sullivan is the CEO & Founder of Ratchet Ventures. With over a decade of experience in supply chain tech, Ryan partners with seed to Series B companies to revamp sales strategies, optimize pipelines, and enhance forecasting. A proven leader with success at Kuebix and Tive, he specializes in transitioning from founder-led sales to scalable processes, achieving 5-10x revenue growth. As a 2x founder, 2x corporate exit, and 3-time founding sales leader, Ryan's expertise includes channel partnerships, sales playbooks, prospecting, and CRM enablement. Passionate about innovation in logistics and transportation, he actively shares industry insights on LinkedIn and is committed to transparency and authenticity in all business interactions. Based in Boston, Ryan drives growth and innovation in the supply chain industry.
About Ratchet VenturesRatchet Ventures, led by CEO & Founder Ryan Sullivan, empowers supply chain technology leaders to scale, secure funding, and drive profitable revenue through comprehensive growth services. With over 15 years of experience, Ryan partners with seed to Series B companies to transition from founder-led sales to scalable processes, achieving significant growth. Ratchet Ventures specializes in Fractional CRO services, strategic growth planning, and go-to-market strategies. As a 2x founder, 2x corporate exit, and 3-time founding sales leader, Ryan's expertise is instrumental in navigating startup complexities and driving innovation in the supply chain sector (Ryan Sullivan ).
Key Takeaways: The CRO Perspective: Growing FreightTech Sales- Gain insights from a Chief Revenue Officer on growing sales in the freight tech industry.
- Learn about the importance of building relationships with customers.
- Understand the growing significance of revenue management in companies.
- Discover how to transition from founder-led sales to a scalable sales process.
- Hear about Ryan Sullivan's unconventional journey to becoming a successful tech sales leader.
- Learn three key levers to grow sales in freight tech and logistics companies.
- Understand the value of genuine expertise and personal connections in the era of AI-generated content.
(00:00:01) The CRO Perspective on Freight Tech Sales
(00:00:20) Fractional CRO for Early Stage Companies
(00:01:35) The Growing Importance of Revenue Management
(00:04:00) Scaling Sales Beyond Founder-Led Efforts
(00:08:05) Accidental Entrepreneur Discovers Supply Chain Tech
(00:14:18) Three Levers to Grow Freight Tech Sales
(00:16:03) Selling Larger Deals in Freight Brokerage
(00:19:34) The Value of Authentic Expertise
(00:22:17) Boost Sales Conversion Through Customer Understanding
(00:24:32) Niching Down for Higher Conversions
(00:32:34) Focusing on the Ideal Customer Profile
(00:39:35) Fractional CRO: Helping Companies Overcome Growth Barriers
(00:43:21) Fractional CRO: Driving Strategic Sales Growth
(00:47:03) Navigating Sales Leadership Challenges in Growing Companies
(00:51:48) Three Ways to Grow Freight Tech Sales
(00:52:52) Navigating Supply Chain Technology and Capital
Learn More About The CRO Perspective: Growing FreightTech Sales The Logistics of Logistics Podcast