Empower Your Logistics Operations with Client Contact Software for Logistics

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hey everyone this is josh with sales dash this video is for anybody in logistics and freight brokerage looking to help scale their customer database be more efficient more productive for their sales team and overall improve sales management spreadsheets are something that are very common amongst sales organizations but overall it does lessen organization because you're then having customer client information in a bunch of different areas it doesn't allow for the build out of your customer database in one place which becomes easily one of your most valuable assets in freight and logistics it also helps improve team collaboration and just team management you know sometimes there can be higher turnovers so to have notes of previous clients and shippers in one area can be very effective so our system overall is great for anybody that's focused on building strong relationships with shippers to be detail oriented have all the notes in one place setting reminders frequently to follow up and it's also good for anybody in a high volume outbound dialing environment with a lot of cold calling as a lot of logistics companies are we know it's a pretty competitive place so what we're going to do here is basically build a new sales dash account from scratch for logistics so you can get a good idea and if you have any interest feel free to schedule a demo on our website sales crm.com where we can walk through your specific logistics services and industries that you service the information that you'd want to capture about your clients it's pretty easy for us to get this built out for you so you have a little bit more robust system that's going to allow your business to scale as you grow it first things first we're here at our dashboard it displays all the tasks that a specific sales rep would be operating out of one day you've got your pipeline to see where clients are throughout the actual sales process enabling you all to also forecast your business a bit better and then from here we have sales targets accountability is very very important doing enough touches is also very important in logistics so activity generation all the calls emails texts and meetings that are being logged into sales dash you've got your new deal generation for any you know appointments that have been scheduled rfps or spot freight that you may be uh bidding on and then you've got your one deals which we'll dive into here in just a second so we're going to start off first by customizing this dashboard very simply more towards logistics not too many details this funnel is not too bad but we're going to change up some of the wording here we're going to change negotiation um to quote we're going to leave discovery i'm sorry we're going to leave discovery because we want that's the stage that we want to learn more about our clients but we're going to change proposal over to quote i apologize and then we're going to change negotiation over to feedback from any of the quoting that we've done for any spot or rfp freight here we have one and lost reasons so anytime a deal within your sales funnel in sales has been mark 1 or lost a reason is going to be asked why the deal was won or why the deal was lost most deals typically in any sales environment are marked lost so there's a lot more value to make sure that you're as detailed as possible here these can also automatically be reports to run the reports for example on let me see all the clients that we marked lost due to timing six to 12 months ago that could be a very very valuable uh targeted list to basically start calling back on as you've already built some type of relationship have some type of information about those clients just to be specific on freight we're going to add a couple different ones like commodity and equipment let's just say that those the the shipper that you were prospecting on that has you know moves a commodity that you all prefer not to move or same thing with the equipment that just doesn't fit your niche we'll say that that could be a lost reason as well just in the event that you end up making that a service part of your logistics company uh for goals here we're going to say we want the sales reps to log 75 activities in a day and again you can set this to your own preference we're going to say we want to generate 20 new deals in a month and then lastly let's just say for one deals we could talk all this based off deal count or revenue we're gonna revenue can be hard early on in a relationship with the shipper to be accurate on so we're gonna say we wanna onboard three new shippers per sales rep within a given month and we're gonna save these changes so all this is going to be reflected on the dashboard and so we see quote and feedback here in the funnel 75 activities that we're trying to generate 20 new deals in a month all those different things going on from here this is where we're going to build out the system to collect the data that we're looking to understand about each client so there are three different entities within our system we have accounts contacts and deals accounts are going to be the businesses contacts are going to be the people within those organizations this could be like the shipping manager warehouse coordinator etc you can add as many of those as you need to within the contacts so you know what conversations you've had with who as there sometimes can be multiple influencers in a sale when building a relationship with a shipper and then in regards to the deals again this is going to be when you're you feel like there's an opportunity there uh to actually build a partnership um and the shipper's been a little bit more open to actually having a discussion or you may already be quoting out and whatnot so we're going to start off let's just create an account let's do abc transportation company so we'll do abc transco so we've got this account here now so in our accounts pages you're going to see general information an activity timeline and then also the ability to log new activity from here what we're going to do is actually add specific information and we're going to also create a deal so let's just say that this is for an rfp for q1 of 2021 and let's just say that there's a million dollars worth of freight and bidding ends let's just say end of april so we're going to put this in the new stage but selecting the potential revenue and close date helps do for helps you enable forecasting a little bit better to see okay who can we potentially partner with by the end of this month within a given month week as well as even you know projected revenue size so we've got going back to this account we've got this deal being hosted in here we'll also get accounts created but one of the things that we're going to do here is create custom fields for account pages in custom fields for deal pages so this would be fields like you see here phone address zip city all those things but for items that you may be looking to actually understand about your specific shippers and clients that you could be adding into the system so first we're going to do it for accounts pages for the businesses we're just going to do three quick examples so we're going to put general ship shipper information this is going to be the group of information that when we add a group fields are basically the information underneath these groups of fields so the first one that we're going to do is the industry and i'm going to make this a drop down so this way it makes it easy to just click and i'm not having to type it in because people can type in industries a bit different and the more you can make items or fields pre-predefined options in sales dash the cleaner your reporting is going to be if your sales reps don't have to type it in and if they can just basically choose it from a drop down this is exactly how it's going to look and we'll eventually jump into the account page just to take a look at that so we got industry added the next one let's do weekly load volume we'll just do this in ranges and we're going to do this one as a drop down as well let's just do 1 to 10. 11 to 20 21 to 50 51 to 100 and we'll just leave it there for the sake of this i know some people depending on if you're going after bigger organizations oops and we'll do this as a drop down all right next we're going to add one more and we're just going to for again for the sake of example we're going to say if it's spot in or con if they have spot in or contract free and we're going to do this as a multi-select so this allows us to type in both spot and contract but it allows us to click one or even both options if we need to because sometimes shippers will do both so we'll save that great so we've got some in the account pages again for the businesses now let's do it for the deals when we're actually looking at um bidding on freight so for deals we're going to add a group here and let's just do same thing like general info or let's just do discovery info and let's say the first one i want to know is about equipment what equipment do they move their freight with and i'm going to make this a multi-select option as well because sometimes shippers can do a combination like driving and flatbed etc alright so we've got those added in there again multi-select can select multiple options if needed save that next one we're going to do is shipping method going to do this as a multi-select as well because sometimes it can be more so we'll do full truckload ltl and let's just say partial save that next one let's see here we are going to do outbound locations so you could do outbound locate i'm going to do this as a text field um just so you can actually type in because there could be multiple outbound and inbound locations but just for the sake of example here we'll do the same for inbound because that may be something you want to collect if you're somebody that really focuses on lanes which a lot of freight companies do and then last but not least let's just do delivery type as a multi-select and we'll do either by appointment or let's just say first come first serve for however their deliveries typically happen so really with this i mean think about when you're adding in these fields it's really the information that you're most looking to collect about your shippers your potential clients you can essentially almost like add a script and even add questions in here to make it easier for your sales reps to go through this information as they're filling it out so that way they have the refreshers because a lot of the times you may just you know be using a google sheet or have questions you know printed out on a sheet of paper you can actually have these within sales dash to make it easier for the data entry which then again helps scale your reporting the reporting is crucial so any time that you for example would type in for equipment like if we go back to this deal we now see our discovery info that we put in here but you know for example if we put in drive in here and we've saved that this is not going to report for any specific deal that has drive in selected off as an equipment type and again the more and more that this is entered in with a lot of people in freight making anywhere from 50 to 150 dials in a broad range sometimes even more or less within a given day it's a lot of data that you can collect in a very quick period of time and it can be very very valuable and then you could run reports on it you can export it out of sales dash if you need to can help even refine kind of your ideal chipper profile if needed so going back to it again yes we can now enter in all this information in terms of shipping method let's just say they move freight via full truck and ltl save that outbound let's just say from atlanta and nashville inbound again you could type in whatever delivery type let's just say you know it'd always be first come first serve so we've got that we go back to the accounts in general shipper information we see those other things that we typed in industry let's just say they were construction weekly load volume you can select from from the drop down we'll say 21 to 50 and spot end or contract again same thing there so this is going to be really easy to scale again now you can also log activity like for an intro call all those kinds of different things within sales dash here to keep track of all your notes you can one of the things is that we also get a lot of no responses and a lot of left voicemails in logistics we actually make it quicker to actually set your next follow-up so let's just say you know you've got a typical cadence i like to follow up every two or three days well i can just basically click i want to call this person email or text in two days it sets that reminder and that's gonna then pop up on my dashboard two days from now in sales dash if i was to set a task actually for today just for the sake of example this is what's gonna pop up on my dashboard for me to actually complete so on my dashboard it shows me all my tasks for today i click into it i can see i already had an intro call i need to complete this call so i can even click this just to complete it and let's just say i left a voicemail and i can log that activity and again it goes into the timeline and then i can quickly set my next one so this way you can move a bit quicker we even have tabs up here at the top of our system so this way you can open up five ten shippers at a time just so you can actually move with a little bit more speed and efficiency beyond that team collaboration again is pretty simple but you can create roles to set specific permissions within sales dash to protect customer data you can even create different teams for all the different managers teams that you may have within your organization and set roles and permissions you know in terms of viewing around around that and then you can also just add as many users as you need to into into the system so overall that's just a brief overview of sales dash and how it can be effective for you again in a logistics freight brokerage environment trying to build strong relationships with your shippers making a lot of outbound dialing cold calling and trying to increase your organization away from spreadsheets but having almost essentially a sales hub for you and again the sales dashboard here makes it really simple to manage see exactly all the deals within your pipeline just from one click as well as even having reports on your dashboard and you i think you will see improvement in team collaboration and just team management in general if you do have any questions again don't hesitate to reach out to us drop a comment you can reach out to us at info sales crm.com you can schedule a demo directly on our website to again discuss your specific business and the needs that you have within the crm we'd be more than happy to help and hope you enjoyed watching this video and that you took something from it thanks for watching