How I Built a Consistent Outbound Pipeline for Vantage Logistics
Vantage Logistics needed a predictable way to reach shippers and manufacturers across North America. An outbound program built on a clear ICP and operational triggers reached about 10 qualified meetings a month and six closed-won opportunities worth about $150K in ACV.
- Vantage Logistics
- Logistics / Supply Chain
~10
ongoing run-rate
6
outbound-sourced, per the CRM
~$150K
as reported in the CRM
Problem
Vantage Logistics needed a more predictable way to generate conversations with mid-market and enterprise shippers and manufacturers across North America.
Its ideal customers typically had high shipping volumes, recurring freight requirements and supply-chain challenges that created a strong need for reliable logistics capacity.
The primary buyers were Directors of Logistics, VPs of Supply Chain and Chief Procurement Officers.
Intervention
I built the outbound program around a clearly defined ICP and business situations that suggested a prospect might need a logistics partner.
Messaging focused on operational pain points such as:
- Seasonal shipping-capacity crunches
- Supply-chain expansion
- Recurring freight requirements
- Operational pressure associated with increasing shipping volume
Rather than relying on broad logistics messaging, prospects were prioritized according to their fit with the ICP and the relevance of the trigger.
Implementation
Across the six-month engagement, the campaign worked approximately 1,200 prospects across 400 accounts, with roughly 200 accounts and 600 prospects worked per three-month period.
Outreach combined personalized email with LinkedIn Sales Navigator research and touchpoints.
The technology stack included:
- Apollo for prospecting and enrichment
- LinkedIn Sales Navigator for account and buyer research
- Salesloft for sequence execution
The outbound system reached an ongoing run-rate of approximately 10 qualified meetings per month.
My contribution
Company: Outbound Oak
Role: Principal, Outbound & Pipeline Strategy
I designed the outbound system, defined the ICP and prospecting triggers, developed the messaging approach, structured the sequence and managed campaign optimization.
I focused on creating qualified conversations and initial sales opportunities. Vantage Logistics' sales team handled discovery, scoping and closing.
Result
- Approximately 10 qualified meetings per month at ongoing run-rate
- 6 closed-won opportunities. The CRM identified the six closed-won opportunities as outbound-sourced.
- Approximately $150K in closed-won ACV, as reported in the CRM
- The biggest change was moving from sporadic prospecting to a consistent outbound process built around a clear ICP, real buying signals and coordinated email and LinkedIn outreach.
Lesson
For logistics businesses, outbound becomes more relevant when the message reflects the operational event creating the need rather than simply describing the logistics service.
Our biggest win wasn’t simply getting more meetings. It was creating more opportunities without having to add another full-time SDR immediately. The system is now producing around 10 qualified meetings a month, and we’ve attributed roughly $150K in closed-won ACV to opportunities generated through the campaign. For a relatively lean sales team, that’s been significant.