In 2021, Flexport made a strategic pivot from Trans-Pacific ocean freight to prioritize air freight amid a supply chain crunch. This shift wasn’t easy; it required a rethinking of sales strategy, training, and incentive structures to target high-value air freight clients effectively. Learn how Flexport tackled key challenges—identifying actionable accounts, incentivizing reps, and adapting talk tracks—and the lessons that could transform your sales team’s focus during market shifts. This blog dives into the journey, the strategies that made it work, and how to build on these same principles to empower logistics companies in today’s dynamic market.

Are you a Sales Leader in Freight and Logistics? Join industry experts Will Urban (former CRO, Flexport & Expeditors), Eric Johnson (JOC), and Brian Li (Flexport) as they discuss how to drive sales success in today's competitive logistics market.

Sales teams in logistics are drowning in data but still struggling to turn it into revenue. At Revenue Vessel, we streamline the chaos, providing unified, accurate datasets that empower reps to focus on what really matters—booking more business.

Global trade’s unpredictability creates prime opportunities for outbound sales. At Flexport, we grew to $5B by consistently connecting with the right shippers at the right time—a strategy any logistics company can adopt.