Logistics
Logistics companies sell on relationships and lanes, but their best data lives in the TMS, inboxes and spreadsheets instead of the CRM. These FAQs cover what a brokerage or 3PL CRM should track, spot quotes versus contract bids, carrier sourcing, RFPs and spotting shippers before they go quiet.
- What should a freight brokerage CRM track?
A freight brokerage CRM should track the relationship, not just the activity: every shipper as a parent company with its plants and locations underneath, its lanes, spot quotes and contract bids in separate pipelines, the quote history, and load data from the TMS on the account. Carriers and RFPs need their own records too.