Meet The Evans Sales Team: Hawkeye and Thanos! Or is it Tom and Brian?

We recently sat down with Tom and Brian and talked shop. Here are some highlights of what the guys had to say.

How did this whole thing start?

We’ve worked in a unique relationship together for nearly eight years now. We both realized we had unique skillsets, and we wanted to leverage those.

Tom focuses on truckload-specific opportunities and running discovery calls, with an eye on keeping Brian’s calendar full of possibilities. Tom fosters those conversations, and, now with the Minneapolis office, we can get right to servicing the client in a matter of 30 minutes.

Meanwhile, Brian focuses on the front end of things. He specializes in technology and focuses on onboarding and implementation. During this part of the process is when we begin to bring in the greater Evans execution team.

Naturally, as in any business, there are peaks and valleys in the sales cycle, so we looked at it and said, "Hey, what if you do what you're good at and I do what I'm good at?" It’s worked out well.

So who are you talking to as part of the sales cycle?

Our Managed Transportation & Enterprise solution most often begins with the C-suite, and then procurement, accounting, etc., get involved. So, we're usually talking to a lot of people and sometimes a couple of different decision-makers.

And now we've got this highly service-focused transactional arm in Minneapolis, the truckload brokerage that allows us to penetrate more opportunities quicker. That’s right in our wheelhouse.

How would you describe your sales approach?

We’re not high pressure, and we both ask a lot of questions. We want to fully understand a customer’s supply chain from the time they cut a PO to a supplier, all the way through to when they receive a freight invoice for a product they’ve shipped to their customer. We want a firm understanding of their current process and an even better picture of the ideal future state. Our job is to find out what Evans can help to automate, eliminate, and outsource from their supply chain.

Evans 2.0. Does it seem like there have been a lot of changes?

It feels like everything else has changed except our quality service. That’s the beauty of it. No matter what we try with technology, there will still be that consistent quality service driven by our strong operational and account management talent.

We hear you are both from Minnesota?

We both are, yeah. But one of us now lives in Florida, and you can tell which one of us is by the tan. We'll let you figure that out yourself!

We appreciate the guys taking the time to talk to us! If you’d like to connect with them, head over to LinkedIn and find Tom and Brian there.