CRM 2.0:  Mining Profits through CRM...Before and After Your Sale

For years, transportation and logistics companies of all sizes invested in expensive CRM software. Yet, what’s the most widely used feature? Calendar management! What’s the most common complaint? CRM lacks critical functionality. In logistics, this means tracking lane-level pricing and managing complex workflows that unite and align the Sales, Carrier, Contracts, Legal and Pricing teams. Instead of trying to squeeze more juice from the lemon, a smart group of commercial leaders are looking closely at what happens before and after the sales process to find opportunities for automation...and unexpected profits. “We’re so used to thinking the CRM pipeline is what happens when the rep gets the call and ends when he or she places the order,” explained Shawn Masters, Chief Commercial Officer of ProTrans. “But there are some easy areas to automate — and find unexpected profits — before the sales cycle begins when you’re strategizing on the RFP, as well as after it ends when you’re bringing the customer online.” Indeed, a new breed of software products are helping manage the RFP and bid process, the domain of marketing automation companies such as HubSpot. The difference is, brokers and carriers need to manage RFPs and pricing workflows, not email blasts. Similarly, after the sale, supply chain solution providers are turning to technology platforms to help accelerate time-to-value and reduce scope creep, both of which are correlated with higher profits. Both innovations are predicated on seamless integration to mainstream CRMs such as MS Dynamics and Salesforce.com so reps can stay informed of the status of bids and the latest onboarding implementations. Join us for a free webinar about the strategies and tactics forward-looking logistics leaders are using to extend their CRM investment before and after the sale to find profits in unexpected places, featuring: Andy Clarke, former Chief Financial Officer of CH Robinson Shawn Masters, Chief Commercial Officer of ProTrans Simon Oxley, Chief Commercial Officer of Hong Kong-based LF Logistics