What a VP of RevOps Actually Does at a Freight Brokerage | Blake Greene, SET Logistics
Blake Greene spent 5 years at Access America and Coyote, swore he'd never come back to freight, then spent a decade in software and CRM consulting working with close to 1,000 companies. Now he's back as VP of RevOps at SET Logistics, a $200M+ brokerage in Birmingham, Alabama.In this episode of the Freight Sales Content Pod, Josh Lyles (founder of Salesdash CRM) sits down with Blake to talk about what's actually changed in brokerage after 10 years away, why "consistency compounds" still beats any shiny tool, what a VP of RevOps does inside a freight brokerage, the KPIs that matter beyond call counts, and how AI is changing visibility for reps and leaders.Blake also shares the hard lessons from starting his own business, his "humble, hungry, smart" hiring filter, and how he decides which problems to solve first when every department needs something.
⏱️ Chapters
00:00 Intro
01:09 Blake's background and path into freight
06:55 How distribution experience set him up for brokerage
13:26 Lessons from launching a fertilizer business
22:14 Brokerage today vs 10 years ago
25:31 Are brokerages overthinking their tech stack?
31:58 What a VP of RevOps does in freight
37:40 Working with the VP of Sales and Ops
39:54 How to prioritize which problems to solve
42:36 Hiring for humble, hungry, and smart
46:35 The KPIs that actually matter
48:59 How AI has changed brokerage
52:28 What's next for SET Logistics
57:48 How to connect with Blake
Connect with Blake and his team at SET Logistics: https://setlogistics.net/
Learn more about Salesdash CRM: https://salesdashcrm.com/
28 Aug 2026
Freight Brokerage Sales: Simple Improvements That Drive Results
In this episode, Josh Lyles sits down with Jackson Gardner who is a logistics veteran, former Director of Sales, and current consultant to break down what freight brokerage sales teams are getting wrong and how to fix it.
Jackson shares hard-earned lessons from carrier sales, shipper sales, founding sales at a startup, and running operations at multiple brokerages. If you're a sales rep, sales manager, or brokerage owner, this one is packed with actionable takeaways.What we cover:
1. Why carrier sales reps forget the "sales" part of their job
2. The communication breakdown between sales and operations
3. How selling logistics has changed since COVID (and why shippers are harder to reach than ever)
4. Why niche freight modes give smaller brokerages a competitive edge
5. The right number of accounts a rep should manage at one time
6. Quality connections vs. call volume -- which actually wins
7. Why your sales manager should still be making sales calls
8. The pod model vs. cradle-to-grave and when each works
9. Follow-up stats that will shock you (97 touches to land one enterprise account)
10. The mindset behind sustained success in logistics sales -- DFQ
Connect with Jackson Gardner on LinkedIn: / jackson-gardner-b10731ab (https://www.youtube.com/redirect?event=video_description&redir_token=QUM4Zm9rVHM0YWpQOV9FMjNFdWlTX21sZGlFVHxBR3JiS2FrZVAzV2RuY0EydmE2RVRQRWlZNm9aVkFJSHZmcFlQVGEzTGlORVJMbm5YR3lZbjMxcFdOeGFualBjRzdXVXNEdWFrUW14RW1jQ0FRSzBwbHNLSmxsYUF0Vkhjdzhj&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fjackson-gardner-b10731ab%2F&v=POzkKje5RWE)If you're freight brokerage is looking for a sales system for shipper prospecting, check out salesdashcrm.com.
25 Aug 2026
Why Freight Sales Teams Struggle | Eileen Dabrowski
In this episode of the Freight Sales Content Podcast, Josh Lyles sits down with Eileen Dabrowski, Founder & CEO of Apex Tide Consulting, to break down what separates high-performing logistics sales teams from the rest.
They dive into sales training, accountability vs. micromanagement, building a repeatable sales process, developing top performers, motivating different types of reps, and finding the right balance between people, process, and technology.
Eileen also shares why freight sales teams should focus less on activity for activity's sake and more on quality conversations, stronger relationships, and processes that actually help reps sell.Topics include:
1. Building a repeatable freight sales process
2. Accountability vs. micromanagement
3. Training and developing logistics sales reps
4. Why more calls and emails don't always mean better results
5. Developing and replicating top performers
6. Sales leadership and middle management
7. Using CRM and technology without creating more busywork
8. Change management and ongoing technology training
9. Building deeper relationships with shippers
10. Why generic prospecting emails are losing effectiveness
If you're leading, managing, or selling for a freight brokerage, 3PL, or logistics company, this conversation is packed with practical ideas for building a stronger sales organization.
Learn more about Salesdash CRM: https://salesdashcrm.com
Connect with Eileen: https://www.linkedin.com/in/eileen-dabrowski-a090a7141/
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