7 Innovative Steps to Boost Sales in Logistics Business
1. Establish a Formal Sales Procedure The #1 barrier to success in logistics business sales is a loosely defined — or unknown — sales procedure. According to research, firms that have a properly defined sales process grow revenue 18 per cent faster than those that don’t. To begin, break down your sales pipeline into its component sections (stages): Lead generation, qualification, and scoring Proposal / RFP for Needs Assessment Delivery & Closing Then, within each step, create a cohesive set of strategies and processes that your organization will employ.
Lead Generation– An effective marketing machine is essential, but so are outbound sales methods like cold phoning (of qualified leads) and attending industry events or trade exhibitions where potential clients would be present. Determine what information you’ll need to collect and record for effective scoring, evaluation, and touchpoint targeting across all lead profiles. Name and contact information (email, phone, etc.) are important to most logistics businesses, but other factors to consider include the lead’s job in their organization and how/where they learned about your company. Automation tools can help you save time and money by eliminating data entry and allowing you to make use of big data. Lead Qualification & Scoring– Not every lead you collect will turn out to be worthwhile. This stage is critical for distinguishing between the strong/hot chances and those that are either unlikely to convert or are a