Logistics Signal Outbound: $1.1M Pipeline from Expansion Triggers

A logistics SaaS vendor needed pipeline from accounts showing expansion signals — generic broad lists produced low reply rates.

Research & discovery

Sales wanted facility expansion, hiring, and tech change triggers. Prior outbound ignored timing and ICP tier discipline.

Solution

Signal squad: Weekly trigger lists with personalized plays.

Multi-channel: Email, LinkedIn, and call tasks coordinated in CRM.

Daily updates: Pipeline and meeting reporting for sales reviews.

Results

• $1.1M pipeline from signal-sourced opps
• 26 held meetings in 90 days
• 3.2x reply rate vs prior lists

Conclusion

Signal-based outbound beat broad lists for logistics enterprise GTM.

“Sales finally had a reason to reach out beyond cold timing.”

FAQ — Case study