THE HUNT BOARD

Notes from the sales floor.

Practical writing for forwarders’ sales teams — queue building, quote follow-up, wallet share, response speed. WebCargo/Freightos, MIT/Oldroyd and Salesforce data cited; unverifiable statistics refused; buzzwords omitted.

Field sales and voice capture

VOICE LOGGING·11 MIN READ

Voice CRM for freight sales teams: log every call and visit by speaking

What a voice CRM is, how it works for freight sales teams, and what to look for: a voice note that becomes the logged activity, quote request

AI IN THE CRM·10 MIN READ

AI CRM for freight forwarders: what the AI actually does, and why the queue stays rule-based

What an AI CRM does for a freight forwarder's sales team, where AI helps and where plain rules work better, and why a rule-based queue is easier to trust.

Prospecting and new business

QUEUE BUILDING·5 MIN READ

How do freight forwarders actually find new customers?

Strip away the '11 tips' listicles and three channels remain: referrals and conferences, trade-data lists built by HS code and lane, and inbound RFQs. The real question is what happens after the list exists — because a list without cadence is a spreadsheet.

Follow-up and cadence

FIRST TOUCH AND SPEED TO LEAD·5 MIN READ

The five-minute rule: what lead-response research says about speed

MIT/Oldroyd found calling a lead within five minutes gives ~100x the contact odds of waiting thirty; HBR found first-hour responders 7x likelier to qualify. B2B-wide studies, honestly labelled — and what a first-touch policy changes for a forwarding desk.

FOLLOW-UP AFTER THE QUOTE·5 MIN READ

Why quote follow-up is the highest-ROI hour in forwarding sales

Freightos mystery-shopped the industry: 60% of quote requests never got a quote, and of the forwarders who did quote, only 8% followed up. An hour spent chasing sent quotes competes against silence — here's the mechanism that makes the chase automatic.

Account growth and wallet share

MEASURING AND GROWING WALLET SHARE·6 MIN READ

The wallet-share playbook: selling where you already win

WebCargo/Freightos analysed 500,000 quotes: existing customers win at 22.7% versus 13.4% for new, and the curve compounds with quoting volume. The playbook — graduate wins into accounts with real credit terms, then grow share measured against invoiced revenue.