IT's impact on sales

Dec. 3, 2007
According to CargoWise edi, a provider of integrated supply chain management systems, IT enhancements can not only improve operational efficiencies for freight forwarders

According to CargoWise edi, a provider of integrated supply chain management systems, IT enhancements can not only improve operational efficiencies for freight forwarders, but also improve and streamline the sales process. Their advice to freight forwarders may resonate with many fleets as well.

Providing the sales department with the appropriate access to account information via an integrated software platform can enable the sales team to better focus on core elements of the entire sales process rather than spending time tracking, scheduling and managing existing accounts in a separate system, said Gene Gander, vp sales - USA for CargoWise edi.

“Successful sales outcomes are often determined by the degree of integration within a company’s CRM [customer relationship management] program,” said Gander. “In today’s dynamic global marketplace, integrated IT-based solutions can play a significant role in driving increased sales for freight forwarders if sales and marketing functionality is integrated within the overall freight management and supply chain system.

“We find that most freight forwarders benefit tremendously by integrating IT enhancements into their overall CRM programs,” continued Gander. “The added value of real-time integration into the sales process is a true driver in impacting the sales and marketing functions.”

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