In this episode, Brian and Justin dive deep into the evolution of a successful sales rep, tackling the all-too-familiar “Sunday Scaries” in logistics sales. They share insights on building a book of business from scratch, the hustle mentality required in the early years, and how to create consistency in revenue.

The conversation highlights the importance of availability, responsiveness, and continuous prospecting—even for veteran sales reps. They discuss industry-specific challenges like market fluctuations, the role of seasonality in pricing, and the necessity of a strong sales pipeline.

Throughout the episode, they reference past experiences, lessons from top performers, and valuable sales training resources, including Fanatical Prospecting by Jeb Blount. Whether you're just starting or a seasoned logistics professional, this episode is packed with actionable insights.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction

(00:24) - Overcoming the "Sunday Scaries"

(01:00) - The evolution of a logistics sales rep

(01:30) - Building a book of business from zero

(02:56) - Creating consistency in revenue

(04:48) - The hustle mentality: Availability and effort

(07:08) - Work-life balance in sales

(08:36) - Staying competitive in different life phases

(11:04) - The importance of maintaining a sales pipeline

(12:24) - Continuous prospecting and top-performer habits

(14:02) - Key sales strategies from Fanatical Prospecting

(16:23) - Understanding seasonality and market shifts

(17:06) - Final thoughts & episode recommendations

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Watch the pod on: YouTube