Executive Briefings

As Forwarding, Logistics Evolve, So Must CRM Tools

Unlike days gone past, the sales process within the freight forwarding industry today reflects the fact that purchasing decisions are being made increasingly at the C-level executive or board room echelon, as opposed to the old traffic manager and shipping room floor paradigms. This means that today's sales and marketing efforts require a greater degree of corporate participation, cross-departmental IT integration and advanced sales tools to support this new business model.
The key to a successful sales process today is the establishment of freight-specific sales and marketing tools within a comprehensive customer relationship management application. The forwarding and logistics market is evolving into an increasingly competitive and tight margin industry that warrants a new level of professionalism well beyond that of what a single sales manager can deliver. Today, a robust, integrated CRM tool provides the best opportunity to execute the sales value proposition by communicating significant sales data to all pertinent personnel, including operations, finance and IT departments.
Source: Manufacturing & Logistics IT, http://www.logisticsit.com

Unlike days gone past, the sales process within the freight forwarding industry today reflects the fact that purchasing decisions are being made increasingly at the C-level executive or board room echelon, as opposed to the old traffic manager and shipping room floor paradigms. This means that today's sales and marketing efforts require a greater degree of corporate participation, cross-departmental IT integration and advanced sales tools to support this new business model.
The key to a successful sales process today is the establishment of freight-specific sales and marketing tools within a comprehensive customer relationship management application. The forwarding and logistics market is evolving into an increasingly competitive and tight margin industry that warrants a new level of professionalism well beyond that of what a single sales manager can deliver. Today, a robust, integrated CRM tool provides the best opportunity to execute the sales value proposition by communicating significant sales data to all pertinent personnel, including operations, finance and IT departments.
Source: Manufacturing & Logistics IT, http://www.logisticsit.com