Selling, learning, strategy, motivation, sales,

1. 1
Pipeline Management

2. Opportunity Identified: Signal
• Tells you they have a contract with the competition that is
expiring soon
• Agrees to move forward with FedEx
• Has an unmet need
• Shares decision makers
• Discusses shipping/business models
• Tells you they are adding new facilities or products
• Tours FedEx facility
2

3. Customer Data Received: Signals
• Competitor invoices/pricing
agreements
• Annual spend along with
supporting documentation
• IT platform/website integrations
needs to automate their shipping
• Shipping business payment source
– manufacturer, suppliers, or
vendors?
• Shipping partners that can use
FedEx
• Issues with current carriers
• Access to other key customer
stakeholders
• Engages with Solutions resources
• FedEx Sales and Op tour customer
dock
• Shipment information (weights,
class, dimensions)
• Shipping history (local, regional,
national)
• Billing info
• Overview of TMS or other tools
used to optimize transportation
decisions
• Current competitor base rate
The customer shares/provides:

4. Submit Pricing: Signals
• Accepts meeting invitation and invites other
decision makers
• Validates need for pricing

5. Closed/Won: Signal
• Customer starts shipping with FedEx
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6. Closed/Implementing: Signals
• Customer assigns IT resources
• Customer agrees to jointly build an implementation plan
• Customer develops routing guide
• Customer educates on changes in carrier
• Customer engages support resources