Sales Outreach Tools for Logistics Companies

Logistics professionals smiling in a warehouse, emphasizing the impact of effective sales outreach tools for logistics companies.
Logistics professionals smiling in a warehouse, emphasizing the impact of effective sales outreach tools for logistics companies.

To make a sale in logistics, just like in any other industry, your sales team needs to follow up consistently.

 

A recent survey discovered that only 2% of sales are made on the first contact.

 

The average closing rate increases to 3% on the second attempt and 5% on the third. By the fourth attempt, it rises to 10%. 80% of sales require five or more follow-ups to close. This presents a problem, as the survey also found that 44% of salespeople give up after a single attempt, and only 8% of salespeople follow up five or more times.

 

In this article, we’ll explore why this is the case for many salespeople and how a sales CRM can help your logistics company overcome this issue. We’ll also compare the five best sales outreach tools for logistics companies to help inform your choice.

 

Why Is Your Sales Team Not Following Up With Their Prospects?

 

Your sales reps know that sales outreach and follow-ups are vital for closing sales – it‘s their job to know, after all. So why are so many sales reps unwilling to do it?

 

Common barriers include a fear of rejection and a lack of perceived value in their outreach, which can make follow-ups feel uncomfortable. Salespeople also often face time constraints due to administrative tasks and might lack the necessary training to effectively guide prospects toward closing a deal.

 

Factors outside of their control, such as poor product offerings and a company’s negative reputation, compound the challenges, making it difficult for salespeople to engage prospects meaningfully.

 

However, these issues can be addressed with a simple solution—sales outreach tools. A sales CRM can help your sales team streamline processes and improve the value delivered during outreach efforts.

 

How Sales Outreach Tools Increase Revenue for Logistics Companies

 

Choosing the right sales software for your logistics company can significantly impact your revenue by assisting your sales team in closing deals. However, the advantages of a quality sales CRM can go beyond just increasing profits.

 

The Benefits of Sales Outreach Tools

 

First, let’s take a look at the obvious benefits.

 

  • Automated Follow-Up: if you’re leaning on CRM tools like Pipeline CRM, you can automate or semi-automate your follow-up. You can combine ready-made templates with mail merge and AI to create high-value content that moves your deals forward.
  • Automate Administrative Tasks: sales outreach tools make repetitive tasks like lead nurturing, follow-up, proposal, and quote generation easy to automate. You can do this on a semi-automated or fully automated basis.
  • Personalized Messaging: you can customize messages for each customer and point of contact, specially tailored to their specific circumstances, needs, and requirements.
  • Scalable Omni-Channel Outreach: with the right sales outreach tools, you can pitch prospects on LinkedIn, jump to Facebook, work on Indeed, and, of course, take the direct route and jump to email.

 

Now for the hidden benefits.

 

  • Rules-Based Productivity: with the proper sales outreach tool stack, you can create rules governing how your team handles reachouts with prospects. Want your reps to pursue prospects every week or refuse to send out quotes unless there’s a meeting in place? With the right outreach tool stack, you can.
  • Enforce Performance Standards: let’s say you have 10 sales reps on your team. You want them to send out 75 cold outreach emails per day. That’s 22,500 emails per month. Multiply that by a 2% conversion rate, and you have 450 monthly closed deals. With an average sale of $575, that’s $258,750 per month in gross revenue. But it all comes back to two ingredients—those 75 emails your reps send out and the quality of your message/offer. The right sales outreach tool stack helps you to enforce these quality standards.
  • Find Revenue Leaks: imagine that you pay your sales reps base plus commission. How much time do they spend on submitting reports and proposals vs. pitching and winning new business? Do you know how to do that manually? Which metrics and KPIs affect your team in that situation? With the right tool stack, you know.
  • Quickly Find A-Players: how many of the sales reps on your team are putting in the work? What’s your profit per salesperson? How many sales reps on your team are rainmakers? Rainmaker potentials? Where should managers invest their attention and energies?

 

Among the many benefits, it is clear that the level of scalability and control provided by the right toolset is crucial. By using effective sales outreach tools, you can gain the access, power, and control necessary to implement meaningful changes over time in your logistics business.

 

Top Sales Outreach Tools for Logistics Companies

 

Now that we’ve covered the why, we can explore the five best sales outreach tools for logistics companies.

 

Sales Outreach Tool #1: Pipeline CRM for Pipeline and Lead Management

 

Pipeline CRM homepage showcasing its features for logistics and transportation companies, including sales management and customer relationship tracking.

 

Pipeline CRM is a customer relationship management software designed to help you stay organized with various aspects of logistics, including freight, cargo, importing, exporting, shipping, and third-party logistics (3PL). This CRM software provides a centralized dashboard that equips you with all the tools necessary to enhance your sales cycle. It intelligently manages all the contacts within your supply chain, making it the ultimate solution for logistics and transportation management.

 

One logistics company, XpressConnect, used Pipeline CRM to import, target, and engage 70,000 contacts with personalized messages specially tailored to each account.

 

Customer testimonial from Chris Carpenter, VP of Sales at XpressConnect, emphasizing the impact of Pipeline CRM on mass enrollment and operational efficiency.

 

Read the full case study here.

 

Sales automation in logistics is a big deal. Here’s why you need a CRM tool in your stack.

 

The Right CRM Will Help You To:

 

  • Automate sales workflows and multi-channel lead engagement.
  • Automatically support your team with reminders, suggested actions, and easy progress tracking to close new deals fast.
  • Monitor the health of deals in your sales pipeline with pipeline management.
  • Automatically identify deals in danger and the steps needed to get them back on track.
  • Complete helpful post-mortems on the deals you lost—why they were lost and how to fix the problem.
  • Automate follow-ups, showing your team when to follow up, what to say, and how to say it.
  • Identify upselling, down-selling, and cross-selling opportunities in your logistics company.
  • Use ‘Next step’ suggestions to automatically prompt sales reps with the next move on a deal.
  • Get your sales, marketing, customer service, and accounting teams to share data and work seamlessly together.
  • Identify the sales pitches, offers, and incentives that are working.
  • Use AI assistance to identify customers thinking about leaving and flag at-risk accounts.
  • Bulk upload your existing contacts, which will all be in the system in minutes.

 

Pipeline Pros and Cons

 

  • Scalable yet affordable
  • Keeps the focus on closing new business with extensive sales management automation
  • Integrates with an extensive list of software (e.g., Microsoft, Google Apps, Zapier, etc.)
  • Best-in-class, industry-leading customer support
  • Best for small-to-medium financial organizations
  • Limited enterprise options
  • No on-premise options

 

Pipeline Customer Reviews

 

 

Pipeline CRM Pricing

 

  • Start plan: $25 per user per month
  • Develop plan: $33 per user per month
  • Grow plan: $49 per user per month

 

View the complete breakdown of Pipeline CRM’s prices here.

 

Sales Outreach Tool #2: Lemlist for Contact Verification

 

Lemlist homepage highlighting its sales outreach capabilities with access to a 450M+ contacts database for logistics companies.

 

Lemlist helps you find and verify potential buyers with a database of over 63 million companies and 450 million contacts. This makes it easy to identify and reach key decision-makers quickly. For cold sales outreach in logistics, ensuring accurate contact information is crucial because there’s nothing more frustrating than spending weeks pitching to someone who no longer works at the company.

 

Use Lemlist to build out your list of leads, find and verify contacts, and connect with your ideal customer profile in a few clicks. Here’s why you need a tool like Lemlist in your sales outreach stack.

 

The Right Lead Verification Tool Will:

 

  • Improve lead quality overnight.
  • Enhance contact data, eliminating the need to chase unreachable prospects.
  • Reduce marketing, advertising, and outreach costs.
  • Immediately increase your conversion rate by ensuring your leads are accurate and reachable.
  • Improve email deliverability rates, allowing your messages to reach more of the right people.
  • Help you avoid spam traps, blacklists, and reputation issues.
  • Eliminate poor-quality prospects who are not a good fit or are no longer interested in your services.
  • Prevent invalid contact information, thereby reducing spam complaints.

Lemlist Pros and Cons

 

  • Extremely user-friendly interface
  • Responsive customer support teams
  • Powerful personalization options for large lists
  • Occasional technical glitches
  • Issues with email deliverability
  • A steep learning curve for new/inexperienced users
  • Great for small-to-medium sales and marketing teams

Lemlist Pricing

 

  • Starter: $39 per month with 1 outgoing email per user
  • Pro: $69 per month with 3 outgoing emails per user
  • Multichannel Expert: $99 per month with 5 outgoing emails per user
  • Outreach scale: $159 per month with 15 outgoing emails per user

 

Explore Lemlist’s price list here.

 

Lemlist Customer Reviews

 

 

Sales Outreach Tool #3: LeadIQ for CRM Data Verification

 

LeadIQ homepage showcasing its prospecting hub and tools to eliminate stale CRM data for enhanced sales outreach and accuracy.

 

LeadIQ shared a pretty sobering data point. “B2B data decays more than 70% every year. It is becoming increasingly difficult for teams to really trust the data in their CRM. Take control of your CRM with automated data enrichment.”

 

At first glance, you might be thinking, “Why would I need that?” Here’s a scenario that plays out every day: You successfully pitch to Ralph, your contact at a medium-sized e-commerce retailer. Your company’s bid is selected as the winner, and you are awarded the contract.

 

However, when you contact Ralph to discuss some of your new services, you discover he is no longer with the company. He didn’t even bother to inform you before leaving! To make matters worse, his replacement is unfamiliar with your company, forcing you to go through the formal bidding process again. Now, you have to compete with all the other companies vying for your position.

 

The Right Data Hygiene and Verification Tool Will:

 

  • Automatically keep your CRM contact data accurate.
  • Maintain list, contact, and database hygiene, ensuring your pitch reaches the right decision-maker.
  • Provide notifications for buying signals, allowing you to pitch at the optimal time.
  • Integrate seamlessly with all other sales outreach tools in your stack.
  • Enrich your data by adding additional details for the companies and contacts in your pipeline.
  • Deliver automatic notifications when key decision-makers or points of contact change jobs.
  • Prevent your data from being locked away—offering multiple options for importing and exporting your data.

 

LeadIQ Pros and Cons

 

  • Perfect for outreach teams that need to self-source leads
  • Reps spent more time calling and less time hunting for contact information
  • LeadIQ integrates well with your existing sales outreach stack
  • The user interface is easy to use and easy for new users to understand
  • Mobile app user interface crashes often
  • Community driven approach means customers can communicate directly with the company
  • Responsive and knowledgeable support teams

 

LeadIQ Customer Reviews

 

 

LeadIQ Pricing

 

  • Free: $0 per user/mo
  • Essential: $45 per user/mo
  • Pro: $89 per user/mo
  • Enterprise: Contact

 

View LeadIQ’s price list here.

 

Sales Outreach Tool #4: Gong Engage for Automated Prospecting

 

Gong Engage homepage promoting its tools to turn conversations into quality sales engagement for logistics companies.

 

Gong positions itself as the leading authority in revenue intelligence. Their approach focuses on tracking and interpreting customer signals to help logistics companies implement actions that enhance top-line revenue over time.

 

They are dedicated to assisting companies in achieving three key objectives: (1) improving team productivity, (2) increasing revenue predictability, and (3) expanding the company’s pipeline.

 

Their platform relies heavily on AI, which is used to help you scale sales outreach (via automation) and optimize your sales team’s workflows. Using Gong’s platform to automate prospecting, outreach, messaging, and customer analysis.

 

With Gong Engage, you will be able to:

 

  • Capture every customer interaction and utilize AI designed for revenue to gain valuable insights.
  • Automatically generate personalized emails for your sales outreach campaigns.
  • Accelerate cold outreach with auto-dialers and AI-driven call summaries.
  • Track engagement between prospects and sales representatives to assess performance.
  • Integrate seamlessly with your CRM and sales reps’ email accounts.
  • Automatically send revenue-boosting to-do recommendations to sales reps.
  • Sync prospect engagement data with your CRM automatically to reduce busy work and enhance productivity.
  • Create scalable workflows and predefined steps for your reps to use when initiating and engaging with prospects.

 

Gong Engage Pros and Cons

 

  • Their platform is more expensive than other options but offers data that competitors currently do not provide.
  • It is ideal for sales teams handling many leads and managing a high workload.
  • The outcomes and platform performance generally surpass those of their closest competitors.
  • Once users become familiar with the system, it is straightforward to use, although it has a steep learning curve due to its complexity.
  • AI interpretations can sometimes be inaccurate, so it’s important to double-check these results with human oversight.
  • The platform integrates well with CRMs and automatically syncs performance and revenue data.
  • Gong Engage is particularly effective as it relies heavily on high-quality call recordings and data from multiple sales channels.

 

Gong Engage Reviews

 

 

Gong Engage Pricing

 

Gong wants customers to request a proposal. According to their website:

 

  • Licenses are priced per user
  • There is a platform fee based on the number of users supported
  • You can integrate your existing tech stack for free

 

Sales Outreach Tool #5: Calendly for Setting Appointments

 

Calendly homepage highlighting its scheduling tool, ideal for logistics companies to streamline meetings and improve outreach efficiency.

 

More than 20 million professionals across 100,000 companies book meetings instantly with Calendly. The company bills itself as the #1 scheduling tool, and it seems many of its customers agree.

Believe it or not, some people are still playing phone tag or chasing their prospects for meetings. They continuously call or text potential clients, only to be met with silence, delays, or avoidance. Calendly helps you quickly identify candidates who are uncommitted.

 

Successful sales teams link meetings to key events. For example, if you want a proposal or quote from our company, you’ll need to schedule a time for your decision-makers and stakeholders to meet with us. If you’d like us to walk you through our logistics sales software, you simply need to book a time for us to demonstrate how it works.

 

With the Right Scheduling Tool, Your Team Can:

 

  • Send text reminders before meetings.
  • Automatically send thank you messages at the end of meetings.
  • Guide prospects toward the best available dates and times for your team.
  • Prevent scheduling conflicts and account for meetings across different time zones.
  • Direct prospects to a scheduling page where they can select their preferred meeting date and time.
  • Set up calls in real-time using Calendly.
  • Add links to your team’s schedule across various communication channels (e.g., email, website, text, social media, etc.).
  • Automatically route leads to the appropriate sales representatives using a rules-based system (e.g., based on lead assignment, round robin, specific expertise, etc.).

 

Calendly Pros and Cons

 

  • The free plan is effective, but it has limited features.
  • It is very affordable for both individuals and organizations.
  • Calendly is easy to understand and use.
  • It offers an extensive list of integrations and customizations, including Outlook, Google Calendar, Zapier, Zoom, and Google Analytics.
  • However, scheduling conflicts may arise if your rules are set incorrectly.
  • Some features are lacking compared to competitors.
  • Customization options are limited for companies.
  • Additionally, you cannot move bookings between different event types.
  • There have also been occasional technical issues, which may lead to syncing problems at times.

 

Calendly Reviews

 

 

Calendly Pricing

 

  • Free: $0 per user/mo
  • Essential: $10 per user/mo
  • Pro: $16 per user/mo
  • Enterprise: $15,000

 

View Calendly’s complete price list here.

 

Each of these sales outreach software tools offers unique benefits that will help your logistics company enhance sales processes, track sales data more accurately, and ultimately close more deals.

 

Let’s summarise what the ideal sales outreach software should do for your business.

 

What Should My Sales Outreach Tool Be Able to Do?

 

  • Find accurate contact data for your prospects.

 

When it comes to contact data, you need (a.) eligible prospects, (b.) a list of decision-makers at your target companies, and (c.) accurate contact data for each person in your target company.

 

  • Qualify and prioritize these prospects.

 

Do you divide your time between prospects as equally as you can? You shouldn’t be. Your prospects should be competing for your attention; the more effort and engagement they offer, the more attention they receive from you. Lead scoring and management tools give you a leg up on your outreach efforts, ensuring you spend time with the right people.

 

  • Score and qualify high-quality prospects.

 

These are logistics customers who are willing and able to buy your products and services. You’re looking for ideal customers—customers who show you through their behavior and outcomes (e.g., high engagement, repeat purchases, higher average order values, etc.).

 

  • Improve lead management, helping you engage with your prospects.

 

You need to be able to connect with prospects and share meaningful and valuable content. But you should also be able to shepherd prospects through your pipeline.

 

If you’re wondering if you can’t accomplish all of this without sales outreach tools, the answer is yes, of course, you can.

 

But it will be challenging.

 

As your organization grows, managing this manually will become increasingly difficult. Even with the right tools, keeping up can still be a challenge.

 

Sales Outreach Is Miserable When You’re Missing the Right Tools

 

Sales outreach and follow-up are crucial for sales reps, but many hesitate due to the traditional approach being difficult and messy. Choosing the right tools can transform this process, making it easier for teams to connect with and close new customers.

 

With the best tech stack, you gain scalability and control over your logistics company’s revenue overnight, leading to meaningful changes.

 

If your salespeople are struggling to close deals, try Pipeline CRM as your first choice in sales outreach tools. With the proper tools and training, sales outreach can become a powerful growth lever for your company.

 

Start your free trial today to transform your logistics company’s sales outreach processes.

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