Tell Me Everything | Season 1 Episode 16: The One Where the Freight Queen Teaches Us How to Win

Amazon-bestselling author of ‘The Revenue Engine: Fueling a B2B High Octane Pipeline’ and Lead Coverage CEO Kara Brown joins host Danielle Spinelli to share what’s actually working in freight and supply chain marketing today—and what’s coming next. From a workshop tour built around a 28-exercise workbook to lessons from Echo Global Logistics, Kara unpacks a practical GTM playbook for shippers, 3PLs, forwarders, and freight tech: executive point of view content, intent data, and partnerships. She dives into using HubSpot’s native AI and Buyer Intent (including job-change alerts), psychographic email tools like CrystalKnows and Lavender, and agentic research with Clay to find and win the elusive “5% buying moment,” plus how to cut trade-show noise by focusing on accounts already in-market. Kara and Danielle also get candid about women in logistics, the realities of the speaker circuit, and balancing fast growth with family life in Atlanta. If you care about logistics go-to-market, 3PL sales, shipper acquisition, and building third-party credibility through partnerships, this episode delivers tested tactics you can use now. https://youtu.be/-_8-5E_wpnE https://podcasts.apple.com/us/podcast/tell-me-everything/id1815859373 https://open.spotify.com/episode/5UgJBC7GnpNn7bI1NHrtGq?si=0CoCb8SuRkamdeSsLlAS5g or on FR8Talk Media https://www.youtube.com/@bcsfreightnetwork