June 9 3:00pm - 3:45pm

General breakout:
Precision GTM

How to Build a High-Performance Revenue Engine That Actually Converts

Presented by LeadCoverage and SalesIntel

Tired of outdated tactics that don’t move the needle? It’s time to rev up your go-to-market (GTM) strategy with a proven framework built for transportation and logistics professionals ready to grow smarter—not just harder.

Join LeadCoverage & SalesIntel as they draw from Kara Brown's Revenue Engine framework—built on the powerful trio of Volume, Velocity, and Value—to help you build a GTM motion that actually drives results. You’ll learn how to spark interest, nurture engagement, and close the loop with follow-up strategies that convert.

Whether you're aiming to better qualify leads or align sales and marketing, this session offers a practical roadmap to turn your pipeline into a predictable growth engine. You’ll also learn how to measure success with evolving KPIs that reflect the realities of today’s buyer journey.

Perfect for sales, marketing, and revenue leaders who are ready to modernize and scale, this session will equip you with real-world GTM tactics you can implement immediately to fuel consistent revenue growth.

Key Takeaways:

Learn how to apply the Volume, Velocity, and Value framework to create a measurable and scalable GTM strategy.
Discover tactics to better align sales and marketing teams for higher lead conversion and ROI.
Gain actionable insights to qualify leads more effectively, eliminate wasted effort, and track performance with KPIs that evolve alongside your strategy.

Meet the Moderator

Gary Cornelius

VP of Business Development

Gary is the VP of Business Development of TCW, Inc., leading their Sales, Marketing, and customer-facing teams. He has 37 years of experience in transportation and logistics, including leadership roles in both Sales & Operations. Gary has been with TCW for 18 years, with his current tenure starting in 2013.

Gary serves as the co-Chair of TMSA’s Education Committee and is on the TMSA Board of Directors. He also does philanthropic work through The American Cancer Society, including advocacy, Relay for Life, and publicly speaks throughout the Southeast for the Society.

When not working or volunteering, Gary spends time with family at the lake, traveling and kayak fishing.

Meet the Speakers

Eric James

Associate Vice President of Sales, SalesIntel.io

Eric James is an accomplished sales and management leader, currently serving as Vice President of Sales at SalesIntel.io since January 2023. He joined SalesIntel.io in 2021, first as Senior Director of Sales. Prior to this, Eric was a Business Development Executive at D3 TECHNOLOGIES (2020–2021), Vice President at Modern Business Interiors (2019–2020), and Vice President of Sales at Ascend Learning (2018).

Earlier in his career, Eric spent over a decade at Enterprise Holdings, advancing from Management Trainee to Group Rental Manager. There, he achieved notable results, including driving significant sales growth, improving customer satisfaction, and building strong C-level relationships.

Eric holds a Bachelor of Science in Hotel, Restaurant, and Institution Management from Iowa State University (1998–2003) and earned a Lean Six Sigma (LSSWB) certification from the Management and Strategy Institute in 2017

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Crawford McCarty

VP of Marketing, LeadCoverage

Crawford McCarty leads the demand generation practice at LeadCoverage. Crawford has 15 years of demand generation experience leading teams and utilizing the latest and most innovative marketing strategies. Having begun his career in the digital marketing renaissance at Silverpop, Crawford honed his skills from the brightest in the industry before moving to IBM as a critical piece of the Geo-Expansion team in the Watson Behavioral Marketing business unit. Crawford has spent the last decade+ working on the forefront of marketing technology becoming an expert practitioner in weaponizing prospect behavior utilizing a data-based strategy of advanced marketing attribution models to drive ROI-backed decisions.

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