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Pipeline CRM’s flexibility significantly streamlined Trailer Bridge’s transportation and logistics sales processes. This resulted in a 100% increase in sales productivity and the opening of eight new branches.
Trailer Bridge, a leading shipping and logistics company in America, leverages a fleet of over 53 containers to deliver goods safely and on time. Their comprehensive service offerings include Caribbean shipping, intermodal transport, and government logistics, both domestically and internationally.
To effectively manage their growing customer base and meet increasing sales demands, Trailer Bridge recognized the need for a robust CRM system. They understood that a streamlined sales process was crucial to avoid negatively impacting their efficient supply chain. This led them to adopt Pipeline’s logistics CRM.
We spoke with Jeff Vaughn, Vice President of Sales at Trailer Bridge, to understand how their team utilizes Pipeline CRM to overcome the unique challenges of logistics sales. Our conversation also revealed the significant positive impact of our logistics CRM software on their business, particularly a remarkable 100% increase in productivity despite managing a substantial customer base of over 13,000 clients.
When asked why Trailer Bridge chose Pipeline CRM as the backbone of their logistics company, Vaughn recalls their satisfaction with Pipeline CRM from his previous experience. He would like the team to experience the same.
“I used Pipeline CRM when I worked at a different transportation and logistics company, and from my experience there, I believed it would work for my sales team at Trailer Bridge,” said Vaughn.
One of the key factors in his decision was Pipeline CRM’s ease of use. He appreciated its simple onboarding process and user-friendly interface, which he believed would encourage the Trailer Bridge team to engage with the CRM system fully.
In fact, the onboarding process took approximately one month. Afterward, the Trailer Bridge sales team felt confident in navigating the app, managing deals, tracking customer engagements, and building a functional, transactional pipeline.
Vaughn envisioned Pipeline CRM as a tool to streamline their sales processes, enabling them to manage more deals effectively and track opportunities with greater precision amidst their fast-paced business environment. His expectations have been met.
“Pipeline CRM is built to work with us in the logistics and transportation industry. We sell multiple service offerings that are a little grey,” explained Vaughn.
While Pipeline CRM wasn’t the team’s first CRM, jumping on board with our CRM solution was super easy. Our seamless CRM data migration process ensured that the sales data transfer from Salesforce to Pipeline CRM was seamless, leaving no data unattended or misplaced.
Migrating to Pipeline CRM was simple to do, and I didn’t need a significant budget to do it
The sales team quickly learned to utilize key Pipeline CRM features, such as Sources and Tags, to segment data effectively by sales stages. They also appreciated the flexibility to create custom fields, including transactional pricing, price proposals, rate negotiations, and win/loss tracking.
This empowers the team to gain deeper insights into their sales performance, prioritize leads more effectively, and manage tasks efficiently. Furthermore, the advanced data field customization solution allows for personalized details to be added to each prospect record. This enables the team to craft tailored proposals and develop unique nurturing strategies for each individual prospect.
As explained by Vaughn, “Within the past year and a half, I can say we are fully engaged in Pipeline CRM, and now we’ve got great data tagging and inputting of sources.”
Previously, when his sales representatives utilized Salesforce, task tracking was often neglected. However, this has significantly improved since implementing Pipeline CRM, one of the best CRMs for transportation and logistics companies. Now, Vaughn, as a sales manager, has clear visibility into task completion rates and can easily identify which tasks have directly contributed to winning new business.
“Everything is trackable with Pipeline CRM. If something becomes a win, we know who worked on that win as a team. There’s credit to give. You want to give your sales reps visibility and rewards,” commented Vaughn.
Vaughn highlighted that Pipeline CRM effectively meets the dynamic demands of the transportation and logistics industry, where sales cycles can vary from just a few hours to several years.
Pipeline’s customizable CRM system enables the Trailer Bridge team to manage multiple sales pipelines seamlessly. Features such as custom field solutions, integrated email, instant lead notifications, and sales goal tracking allow them to capture, nurture, and close leads across these diverse sales cycles.
“In the world of selling freight, there are rapid changes to keep up with. You can win a customer in hours or begin working with a giant company that might take two years to win business. Then there are multiple in-between pipelines where a customer might transact in seven days or up to two years.”
This level of flexibility and adaptability has enabled the team to handle more prospects than ever before. According to Vaughn, it’s now common for his salespeople to manage 30 to 40 leads and 15 to 20 pipeline accounts at a time.
“Let’s face it, no human on their own can realistically manage dozens of leads and multiple pipelines especially if you know how to follow up with your customers correctly. That’s what a CRM like Pipeline CRM is for.”
Additionally, Vaughn shared how Pipeline CRM revolutionized his team’s sales process by eliminating inefficiencies that once hindered their productivity. Reflecting on the past, he described their former Friday sales calls as “long, tedious, repetitive, and horrible.” These meetings have since been completely removed—because they’re no longer needed.
Thanks to Pipeline CRM, Vaughn’s team now communicates, stays informed, and takes action seamlessly within the platform. “We removed that wasteful meeting. Now we use Pipeline CRM to communicate, learn, get up to date, and know what actions to take in any situation,” he explained.
This shift not only streamlined operations but also brought about a profound cultural change. “We changed our sales culture for the better,” Vaughn emphasized, highlighting how the adoption of Pipeline CRM has empowered his team to focus on what truly matters: driving results and closing deals.
Pipeline CRM is built to work with us in the logistics and transportation industry.
Beyond operational success, the company achieved significant revenue milestones. To accommodate this rapid growth, the Trailer Bridge plans to open eight new branches within the next year.
Vaughn emphasized that Pipeline CRM has become indispensable, serving as the cornerstone for managing their most valuable asset: 13,000 loyal customers.
“Our usage of Pipeline CRM has been curving up dramatically because we are growing. The larger we get, the more we need it. We call it ‘living in Pipeline CRM,’” added Vaughn.
Curious about how Pipeline CRM can streamline your transportation and logistics business? Book a demo today and discover the difference it can make!
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Our usage of Pipeline CRM has been curving up dramatically because we are growing. The larger we get, the more we need it. We call it ‘living in Pipeline CRM.’
