Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.
Joe Hurst, The Cost of Getting Freight Compliance Wrong
Joe Hurst, President and Co-Founder of Veroot, joins Will to talk TSA, CTPAT, carrier compliance, and why freight companies may need to start thinking about compliance as a technology and data problem.
Joe shares how Veroot grew from a simple TSA carrier directory into a platform supporting thousands of carriers, air freight providers, brokers, and companies managing increasingly complex security requirements.
They get into the Montgomery ruling, FMCSA data, TSA requirements, carrier documentation, and the financial risk that comes with a scattered compliance process. Joe also explains why certifications like CTPAT can do more than protect a business.
They can help companies compete for freight they otherwise could not access.
The conversation also gets into building Veroot with his brother, surviving multiple freight cycles, finding product-market fit, and why Joe still believes in making 30 meaningful sales calls a da
1 Oct 2026
Will Hopkins, How Blackbox nearly doubled revenue with Journey
Will Hopkins, Co-Founder of Blackbox Logistics, joins Will Jenkins to talk about what changed when Blackbox brought in Journey for freight brokerage consulting.
Blackbox was already working hard in a difficult freight market. The goal was to get more from that effort through clearer processes, stronger business structure, and better visibility into productivity.
Will shares how the work supported Blackbox’s growth from approximately $35–40 million in 2024 revenue to a projected $70–75 million.
24 Sept 2026
Mike Riccio, Work the Plan: What Brokerage Owners Miss as They Scale
Mike Riccio, Founder of More Than Miles Consulting and Co-Founder of Open Road Ventures, joins Will Jenkins to talk about scaling a freight brokerage, building a business plan your team can follow, and preparing for growth or an eventual exit.
Mike brings nearly four decades in transportation, including helping build Leonard’s Express and later working directly with brokerage owners through More Than Miles Consulting. He explains why owners sometimes need to slow down before moving faster, define where the business is going, reverse engineer the steps to get there, and stay focused when day-to-day problems start pulling the team off course.
They also talk about getting employees connected to the bigger direction of the company, freight brokerage acquisitions through Open Road Ventures, succession planning, business valuation, partial exits, and what owners should think about before selling.
Who has been a guest on Sales Bites
Names identified in recent episode analyses. Showing up to five guests.
Charles Gracey
Kyle Engdahl
Kelly Usher
Kevin Miles
Abby Hafenbredl
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
8 ratings
Podcast Authority Score: 47 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
77
Social presence
91
YouTube
0
Engagement
0
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Books guests
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Questions about Sales Bites
Who hosts Sales Bites?
Will Jenkins host the show. Published by Will Jenkins.
How often do new episodes come out?
The show publishes daily, based on its RSS feed.
Does Sales Bites take guests?
Yes. Guests have been identified in episode analyses.
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