For this innovative company with a mission focused on reengineering how the world handles spills, Spill Tackle’s business model is predicated on moving product from manufacturing sites to distribution and customer sites. However, with a focus on product development, manufacturing, and sales, the company’s day-to-day management of moving freight became a point of friction rather than a conduit to driving revenue.
“If the sales team doesn’t close the deal then and there on the phone, it becomes a 50/50 chance on whether the deal closes later on. Speed is key in our industry.”
To close deals on the spot, Spill Tackle’s inside sales team must know the cost of shipping upfront. With the majority of Spill Tackle’s shipments being six pallets or more, there was no fast way to get shipment quotes for PTL without the burden of multiple calls and emails that could take up to two hours of waiting before having proper information to bring back to the client, at which point a sale could be lost.