Analyzing Peak Retail Shipping Volumes in 2023 versus 2024: A Tale of Two Seasons
A big thank you and shout out to Jennie Malafarina & Aaron Huff at Virago Marketing along with Kevin Hill at Brush Pass Research for their contributions and collaboration. We hope you find this content very useful for driving revenue growth in 2025.
5 Proven Strategies to Accelerate Sales Growth in 2025
According to Salesforce.com, 69% of sales executives say buying processes are advancing faster than their organizations can adapt. Would you concur? Perhaps you want to keep some “old school” sales methods, such as promptly answering calls and responding to emails. However, the B2B sales landscape has changed rapidly, and you’ll fall behind unless you plan to stay ahead in 2025.
From now on, sales success will require growth-driven strategies and automation tools to meet prospects where they’re at in the buying process.
This article explains a five-step, surefire method for securing more meetings and closing deals. It will align your sales process with executives’ purchasing decisions to propel revenue growth and strengthen customer relationships.
1. Use Market Intelligence to Target High-Value Prospects
The traditional shotgun approach relies on prospects responding to unsolicited cold calls or emails. This is futile because there is usually a disconnect. Prospects will not engage in a sales discussion unless they are seeking or considering solutions to their problems at that very moment.
To penetrate this B2B sales firewall, strategies must shift from broad outreach to data-driven targeting that engages the prospects most likely to convert. This requires market intelligence and competitive analysis, both of which can be accomplished quickly and cost-effectively.
Creating ideal customer profiles (ICPs) is a good starting point. This exercise helps organizations better understand and address pain points. Ideally, your ICPs will be updated regularly based on interviews, feedback, and surveys.
Next, you can use industry-leading databases like Trucking Tower Leads and Brush Pass Research to search and analyze public and private data to:
✅ Discover industry trends and identify market segments needing your solution
✅ Leverage predictive analytics to find high-intent prospects
✅ Find contacts and map decision-making hierarchies to reach key stakeholders
For example, a sales executive recently used a commercial database and third-party research to obtain exclusive market intelligence about fleets’ use of electronic logging devices (ELDs). The data helped the executive identify prospects’ deployed products, which enabled him to engage 407 companies with tailored messaging about a solution that addresses their specific needs.
2. Engage Buyers with a Value-First Approach
Modern buyers don’t have time or attention for small talk. They expect real value to merit even the slightest attention. Superficial incentives, like taking someone to lunch or delivering a box of donuts to their office, are not persuasive for people with numbers and deadlines to meet.
Prospects can easily verify if the companies they engage with provide immediate value and relevant insights. Agencies specializing in transportation, like Virago Marketing, help sales teams establish instant credibility with value-driven content, local networking events, and other strategies to ignite meaningful connections and conversations.
A simple way to evaluate the effectiveness of your messaging is with the “2V to 2R” ratio. The Value and Verified Results (2V) you offer must greatly exceed a buyer’s Resistors and Risk (2R) levels. Here are three ways to elevate this ratio in your favor:
✅ Develop high-quality educational content (e.g., white papers, industry reports) that address key challenges
✅ Use data-backed insights to personalize outreach and show industry expertise
✅ Engage in social selling by sharing industry perspectives on LinkedIn
Companies that demonstrate value with these strategies can substantially improve lead generation and generate millions in sales pipeline revenue compared to traditional outreach methods.
3. Build Credibility with Case Studies & Social Proof
Ronald Reagan’s famous quote, “Trust but verify,” does not describe how modern buyers engage with companies. Buyers can quickly obtain information and conduct thorough research before they commit to a sales meeting or demo. You are verified before being trusted.
The first point of contact with a company is often from an online search. Google, Bing, ChatGPT, and other platforms now provide top-level AI Search results that personalize and summarize content based on user intent. Being featured and cited by AI Search tools is critical to staying competitive in the early buying stage.
Whether through an online search or direct outreach, businesses can establish instant credibility by proving their value at the first point of contact. Strategies to build and reinforce trust at the first engagement include:
✅ Creating high-quality content that is concise, engaging, relevant, informative, and authoritative
✅ Presenting case studies with measurable results and highlighting client testimonials from industry leaders
✅ Optimizing your LinkedIn and website presence to reflect credibility through awards, certifications, partnerships, and more.
4. Automate Sales Workflows for Efficiency
As sales cycles become more complex and time-consuming, automation tools ensure that critical touchpoints with buyers are seamlessly managed across multiple channels.
Businesses implementing AI-driven sales automation tools, like Rocket Sales Pros, have a holistic process that increases response rates, improves pipeline visibility, and closes deals faster.
The building blocks for this type of sales automation engine include:
✅ CRM automation to track leads and reduce manual data entry
✅ AI-driven sequenced messaging to optimize follow-ups for better response rates
✅ Automated scheduling to simplify meeting coordination
✅ Sales analytics tools with real-time insights to make intelligent decisions
With a sales automation engine, companies engage prospects through multi-channel outreach—email, LinkedIn, phone calls, virtual meetings, and more—and provide buyers with a seamless experience to prevent missed or lost sales opportunities.
5. Strengthen Outreach with a Multi-Touch Strategy
Studies show most buyers need at least seven touchpoints before making a purchase, yet many sales professionals stop after two attempts. Returning to the 2V to 2R ratio, all touchpoints must demonstrate value to capture and maintain buyers’ attention to move them through the pipeline.
Sales automation tools from providers like Green Path Tech can put prospects into a messaging sequence that captures their attention and engages them at the right moments in the buying journey. Rather than repeat the same message, the outreach piques and sustains interest with:
✅ Different communication formats (emails, LinkedIn, video meetings, phone calls)
✅ Fresh insights for each touchpoint that builds on the previous one(s).
✅ Increased social media presence and third-party media coverage. Research shows that 67% of the buyer’s journey now occurs on digital platforms like LinkedIn, Facebook, and Twitter.
Consistent multi-touch strategies and personalized messages are the most critical components of sales automation. While technology offers these advantages, old-school commitment is still the most crucial step in sales.
Following through on commitments is essential to maintaining credibility at every step in the sales process. However, technology can vastly improve one’s ability to make and keep commitments by increasing the visibility and insights needed to manage them effectively.
The Future of Sales
Now, more than ever, sales success depends on delivering immediate value and establishing credibility through verifiable results. Traditional sales tactics such as product pitches and mass outreach have lost effectiveness. Instead, top sales teams drive sustainable growth through data-driven targeting, value-first engagement, and automation.
Adopting these five strategies will give transportation, logistics, and supply chain companies a competitive advantage with a structured, scalable sales approach that consistently delivers value.
To discover more strategies for boosting sales in 2025 and beyond, download “Ten Secrets to Selling More Today” from Green Path Tech. To scale your sales efforts today, contact Andy Hedrick, CEO of Green Path Tech: andy.hedrick@greenpathtech.com
Podcast: 3 Key Trends in Supply Chain Marketing with Jennie Malafarina, CEO at Virago Marketing
Green Path Tech is thrilled to partner with Virago Marketing to deliver swift revenue acceleration through a synergy of curated content and advanced sales automation tools. Our partnership epitomizes the convergence of targeted messaging and efficient outreach, enabling clients to realize significant financial gains.A few topics that we cover during this episode:
✅ Keys to moving from cold to warm to closed more quickly
✅ Trends and habits of buyers today
✅ Differences between supply chain marketing and general marketing
Podcast: Supply Chain Innovators with Kevin Hill, Founder & CEO at Brush Pass Research
We love partnering with Brush Pass Research. Their detailed contacts database of freight brokerage companies along with custom-intelligence research projects across various segments of the supply chain industry provide very impactful targeting for more effective sales outreach campaigns. Michael Vincent and Kevin Hill go back quite a few years to their days of podcasting together at FreightWaves on sales growth episodes covering insights and trends. It was great seeing them podcast together again on this Supply Chain Innovators episode.
Andrew Smith joins Michael Vincent on the Supply Chain Innovators show. Andrew and Michael talk about introducing autonomy to keep up with normal job attrition rates in the yard hostler arena, the normal wear and grind of typical yard hostler positions, and what AI has done for the industry. Both share news and insights for the road ahead.
Podcast: Faster Growth Using Research
How do you find the right targets and position your solutions for rapid growth? We discuss how effective research across hundreds or thousands of companies provides a pathway to success.
Do you want rapid sales growth at far less costs? Below are a few of the things happening on that front:
✅ $8B+ in new sales pipelines created for our partners so far
✅ Over 80,000 podcast playbacks per month
✅ 15X-35X returns on sales automation projects
Click here to learn more: https://greenpathtech.com/solutions/rocket-sales-pros/
Green Path Tech brings together 180+ combined years of sales, marketing, engineering, and implementations to help companies grow their revenues rapidly. With over $800M in contracts negotiated from the buy side and sell side, we understand both sides of the equation when working to close a deal. We have generated over $9B in new sales pipelines for our partners and we have delivered over $10B in operating cost reductions for clients during our careers.
Virago Marketing connects brands in transportation, logistics, and supply chain with their ideal audiences. Our expert strategies and captivating content ignite meaningful conversations to propel growth. We specialize in demand and lead generation with a palette of services that include strategic roadmaps, brand design, key messaging, websites, SEO and SEM, PR, advertising, campaign development and execution.
Brush Pass Research empowers sales teams targeting the freight brokerage industry with comprehensive company intelligence and direct contact details. Our extensive database features over 18,000 decision-makers across the top 1,700 North American freight brokerages, enabling you to identify key prospects, connect efficiently, and streamline your sales process. With insights into technology stacks, including TMS profiles, quick pay, visibility, and onboarding software, we provide the tools needed to prospect faster and smarter. Experience accelerated sales cycles and improved conversion rates with Brush Pass Research. Sign up today at www.brushpassresearch.com and transform your sales strategy.
Check out more podcast episodes here:
https://www.youtube.com/@GreenPath-Tech/videos
To your success,
Andy Hedrick – CEO