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When the deal reaches the last stage, it means iDrive has a signed contract with the customer, and set up a carrier account for that company.

The various deal stages a prospect follows are discovery, proposal, negotiation, and contract in-hand. “With Freshsales Classic, we can merge all contacts into the deal, so that every communication associated with the deal is tracked,” adds White. If there is some traction, it requests for a shipping invoice, to determine whether iDrive’s consulting services would be of benefit to the prospect. Once a contact, the team performs a discovery call to learn more about the company, and how iDrive can deliver value to the customer’s business operations. “Once the leads are in the CRM, we use a combination of email and phone marketing within Freshsales Classic, and once the prospect has shown interest, we move them to the contact stage,” explains White. IDrive typically imports leads into Freshsales Classic. A lead could be any company that ships goods for more than a hundred thousand dollars a year. IDrive Logistics How iDrive Uses Freshsales Classic “While business development was a large component, we also used Salesforce to interface with our contractors and vendors, and track our internal deals, manage accounts, and communicate with teams in other offices, and remotely” recalls White. Streamlining With CRMįor close to a decade, iDrive used Salesforce to manage and create visibility into its business development and liaising activities. While we have a global presence, a majority of our customers are based in the US,” adds White. “Our customers are largely based in the United States, Canada, and the UK. Today, it serves close to 700 customers whose revenue range from five million dollars to USD 40 billion. With 30 employees on board, the company is headquartered in Utah, with a satellite office in Atlanta, Georgia. We assist our customers in re-negotiating their carrier contracts, making them as reasonable as possible,” notes Matthew White, the client relations and operations manager at iDrive Logistics. “Our advisory services mostly concern pricing for small parcel carrier contracts. Founded in 2008, iDrive Logistics provides small parcel supply chain solutions to companies ranging from small, independently owned businesses to large enterprise shippers in medical, hardware, retail, and other sectors.