Your closers should be closing.
Shipper prospecting, list building, cold outreach and appointment setting — so your reps spend the day selling rather than dialling.
An SDR who books three qualified shipper conversations a week changes what your sales floor is worth. The maths is not complicated; the discipline is.
Prospecting is the first thing that gets dropped when the day gets busy, which is why it works better as somebody’s only job than as a slice of everyone’s.
A day in the seat
- Building targeted shipper lists by lane, mode and commodity
- Cold calling and email sequences into decision makers
- Qualifying volume, lanes and current provider before handing over
- Booking discovery calls straight into your reps’ calendars
- Keeping the CRM clean enough to be worth reporting on
- Following up the pipeline everyone else forgets about
What we screen for
- A live cold call. Neutral, easily understood spoken English, and the ability to stay in the conversation past the first objection.
- Basic freight literacy, so the prospect takes them seriously in the first thirty seconds.
- Consistency. Outbound rewards showing up and dialling far more than it rewards brilliance.
- CRM discipline, because an SDR who does not log properly creates work rather than pipeline.
Where this works, and where it doesn’t
This seat works when you have something specific to say to a specific list — lanes you want, a mode you are strong in, a region you can serve better than the incumbent.
It does not work as a substitute for a value proposition. If the honest answer to “why should this shipper move to you?” is “we would be a bit cheaper”, more dials will not fix that, and we would rather say so on the first call than take the seat.
Common questions
Will they use our CRM and our email domain?
Yes. Staff work in your systems with named accounts, and can send from your domain if that is how you want it done.
Do you provide the prospect list?
They build it, using whatever data sources you subscribe to. We do not sell lists or bring our own data.
How do you handle deliverability and spam rules?
Sending volume, warm-up and content are set by you. We staff the seat; we do not run outreach infrastructure on your behalf.
Put someone on prospecting who does only that.
Tell us the lanes and the shippers you want in front of.