TABLE OF CONTENTS
  • Specialized Logistics CRM
  • Sales Pipeline Management
  • Sales Cycles
  • Customer Rating
  • Auto Email and Call Synchronization
  • Full Logistics Quoting
  • Conclusion
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With so much competition in the logistics industry, it is time to invest in the right 3PL logistics technology for your CRM. Current technologies only focus on processing customer orders and do not emphasize the customer relationship management aspect. Having the right 3PL logistics technological CRM features can help you effectively manage your customer relationship and manage your entire sales process, from converting your leads to retaining customers. This will allow you to boost your sales by penetrating the market and keeping your current customers satisfied.

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This article will describe the essential 3PL logistics CRM technologies to help you penetrate the market, retain customers, and increase sales.

1. Specialized Logistics CRM

A specialized logistics CRM is an essential 3PL logistics technology that can help you boost your sales and increase market penetration. Traditionally, a non-logistics CRM comes with generic features that are not applicable to the logistics industry. These generic features are inefficient in catering to the tailored needs of your customers.

A CRM with features specific to the logistics industry can help you efficiently cater to the particular needs of your customers. Some specialized features may include a dashboard that monitors important logistics KPIs and full logistics quoting that helps you quote all transportation modes in one tool.

If you want to achieve the above-mentioned special features with a regular CRM, you'll need to customize your software and spend a lot of time and development resources. However, with a specialized logistics CRM, you will get these essential features out of the box.

2. Sales Pipeline Management

Sales pipeline management is another important 3PL logistics technology for your CRM that will allow you to boost sales. This technology will enable you to organize all your leads in the sales pipeline and helps attain a complete view of the sales funnel. Having leads organized in specific stages allows you to move each lead into the next stage easier and enables you to win more sales.

Sales pipeline management allows you to track your leads across various stages, such as leads, qualified leads, prospects, customers, and even lost deals. Knowing the deals that turned into wins or losses will allow you to identify the reasons for the outcome. This critical data can aid you in implementing new strategies to win more deals and boost your sales.

3. Sales Cycles

Another essential 3PL logistics CRM technology that will allow you to boost sales is sales cycles. This technology allows you to be very consistent when it comes to sales touches. It helps you maintain sales consistency by automatically configuring recurrent tasks for your sales workforce, including calling, emailing, and meetings with your customers.

Having a CRM with the sales cycles technology allows you to maintain timely sales touches. It ensures you always follow up with customers at the right time, which will help you convert more leads and boost your sales.

4. Customer Rating

Concerned about being able to retain customers that help you boost your sales and generate more profit? Rating customers can help you overcome this concern. Having a customer rating 3PL logistics technology allows you to rate customers according to your pre-defined criteria.

By rating customers, you will be able to prioritize leads and better serve the people bringing more business to you. For example, you can automatically set the top 25% of customers that bring the most profit to become five-star customers.

Maintaining ratings allows you to focus directly on the top-rated customers. It will help retain your most important customers and boost sales by ensuring that you don't lose your top-rated customers.

5. Auto Email and Call Synchronization

Another vital 3PL logistics technology to boost sales and market penetration is the email and call auto-synchronization feature of a CRM. This technology enables you to get a unified database of your company’s interactions with leads and customers.

Having a unified database of past interactions ensures that everyone on your team understands your leads and customers’ communication history. This will allow you to provide a consistent experience to your leads and customers, producing higher sales and customer retention.

6. Full Logistics Quoting

A CRM with full logistics quoting is another essential 3PL logistics technology. This technology enables you to generate a single quote for multiple logistics services. It could include multiple transport modes, such as air, ocean, and inland, and logistics projects, like warehousing or distribution.

Being in a competitive logistics industry, you need to respond quickly to the customer's quotation requests. This 3PL logistics technology allows you to promptly provide customers with a consolidated quote of all the requirements they need and increase your chances of closing.

Without such technology, you will have to prepare multiple quotes separately for each mode of transportation and other logistics requirements, consuming more time and potentially losing the deal.

Quickly providing your customers with an all-in-one quote can make you stand out from the competitors. Your customers will get a consolidated quote within minutes with all the necessary details, saving them valuable time. Having this efficient quoting mechanism can help retain your customers, boost your sales, and penetrate the market.

Conclusion

Working with a CRM that includes the above-mentioned six 3PL logistics technologies can help you increase your sales. Having specialized logistics technologies that allow you to organize your leads, ensure consistent sales touchpoints, rate customers, and more can help retain your customers and penetrate the market more efficiently and effectively.
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ABOUT AUTHOR

Hector Sunol Information Technology Expert

Hector is IFS’s co-founder and CEO, with over 21 years of experience leading and managing companies and IT operations for large and mid-size businesses. Hector is also the co-founder and CEO of Cyzerg, a technology company specializing in innovating software solutions for warehouses and DCs. Before IFS and Cyzerg, Hector was senior director of technical operations, overseeing an e-commerce website with more than one million monthly transactions.