18 Qualified Meetings Per Month With Supply Chain Directors at Mid-Market Manufacturers
How a regional freight broker used multi-channel outreach to book meetings with procurement and logistics leaders at companies shipping 50+ truckloads monthly.
Reply Rate
Meetings Booked Monthly
Positive Reply Rate
Time to First Meeting
The challenge
This freight brokerage had solid carrier relationships and competitive rates, but struggled to get in front of shippers with consistent volume. Their sales team spent hours cold calling procurement departments, only to get blocked by gatekeepers or sent to voicemail. They needed a way to reach supply chain directors and logistics managers at mid-market manufacturers -- companies shipping 50-200 truckloads per month. Previous attempts with generic email blasts and LinkedIn automation tools yielded sub-1% response rates and zero qualified conversations. They needed a system that could handle multi-touch outreach across channels while their internal team focused on closing deals.
Who we targeted
- Supply Chain Directors
- Logistics Managers
- Procurement Directors
- Operations VPs
“We went from cold calling lists to having supply chain directors actually asking us about our capacity and rates.”
Our approach
We built a two-channel campaign targeting supply chain directors, logistics managers, and procurement leaders at manufacturers in industrial equipment, food & beverage, and building materials verticals. Email messaging focused on capacity guarantees during peak seasons and 48-hour rate quotes. LinkedIn outreach highlighted case studies from similar shippers. Every positive reply was called within 60 minutes by a dedicated operator who qualified shipping volume, current carrier mix, and pain points around capacity or cost. We set up four dedicated sending domains to protect their company domain and rotated messaging every two weeks based on reply sentiment analysis.
The results
The campaign generated 18 qualified meetings per month within 90 days -- meetings with decision-makers managing freight budgets over $500K annually. Reply rates hit 9.2%, nearly 3x higher than their previous internal attempts. The operator's speed-to-lead calling converted 31% of warm replies into scheduled meetings. Within five months, they closed three new shippers worth a combined $890K in annual freight revenue. The founder canceled their lead list subscription and reallocated two internal reps from prospecting to account management. Month-to-month pricing meant they could scale spend based on sales capacity without long-term commitments.
Timeline
Live in 5 business days, first qualified meetings within 12 days, 18 meetings per month by day 90
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