High-volume outbound into an industry that runs on relationships
Logistics buyers switch providers when something breaks: a missed delivery, a rate rise, a lost container. The rep who's already in the conversation when it breaks wins the account.
It's a volume outbound market with a relationship sale inside it. Setters at the top, an account manager behind.
Rates get you the first conversation. Reliability keeps the account. A rep who asks about the last missed delivery instead of quoting a rate gets a different answer.
Who buys, and what they care about
Logistics / supply chain manager
Reliability, visibility, and a rate that doesn't surprise them.
Finance
Total landed cost.
How long the sale takes
Two to eight weeks.
Where the leads come from
Accounts researched by shipping profile, growth and trade lanes.
What our reps must know
- Freight and warehousing vocabulary
- Reading a shipment profile
- Rate versus reliability framing
Questions about selling in logistics & supply chain
- Setter for volume, with an account manager to keep what closes.
Get the number
Thirty minutes with Matt. Tell him what you sell and how many seats you're thinking about. He'll give you a figure, not a range.