Freight Intelligence Master

Platforms:

• LinkedIn Sales Navigator (saved searches)
• Indeed email alerts
• ZipRecruiter notifications

Actions:

1. Review new transportation manager postings
2. Quick company research (5 min per promising lead)
3. Add to CRM with tag: job_posting_lead
4. Score priority (S/A/B/C tier)

Target: Find 3-5 qualified job postings

8:10-8:20 AM: RFP Platform Scan

Platforms:

• SAM.gov (government)
• Ariba/Coupa (enterprise)
• Bonfire/JAGGAER (public sector)
• Uber Freight/Emerge (freight-specific)

Actions:

1. Check new RFP postings
2. Review saved search alerts
3. Add qualified RFPs to CRM with tag: rfp_opportunity
4. Flag urgent RFPs (closing <7 days)

Target: Find 2-3 qualified RFPs

8:20-8:30 AM: Intelligence Review

Sources:

• FMCSA database changes (weekly check)
• Industry news (Transport Topics, FreightWaves)
• LinkedIn company updates (saved companies)
• Conference attendee lists (quarterly events)

Actions:

1. Note any M&A activity
2. Track facility expansions
3. Monitor competitor job postings (turnover signals)
4. Update intelligence log

Target: Discover 1-2 additional signals

Afternoon Execution (2 hours)

2:00-3:00 PM: Email Campaign Execution

Activities:

1. Send 15-20 personalized emails using campaign templates
2. Respond to any incoming inquiries
3. Send follow-up emails per campaign schedules
4. Update CRM with email status

Breakdown:

• Type A campaigns (job posting): 8-10 emails
• Type B campaigns (RFP signals): 4-5 emails
• Type C campaigns (competitive): 3-5 emails

Tools: Apollo.io, HubSpot, or email client with templates

3:00-3:30 PM: LinkedIn Engagement

Activities:

1. Send 10 connection requests (personalized, no pitch)
2. Send 5-10 messages to existing connections
3. Engage with target company posts (like/comment)
4. Share 1 relevant industry article

Strategy:

• Connection requests to new job posting contacts
• Messages to connections per campaign schedule
• Engage with prospects showing activity

Tools: LinkedIn Sales Navigator

3:30-4:00 PM: Phone Follow-Up

Activities:

1. Make 10-15 call attempts
2. Leave voicemails referencing email
3. Schedule callbacks for answered calls
4. Update CRM with call notes

Prioritization:

• Hot RFP leads (closing soon)
• Replied to email but no meeting
• Day 35 job posting campaign calls

Tools: Phone + CRM for call logging

Weekly Planning Structure

Monday: Deep Intelligence Gathering

Focus: Research and qualification

Activities (3 hours):

1. Deep dive on all new job postings from weekend
2. Research RFP opportunities in detail
3. Competitive intelligence scan (Glassdoor, LinkedIn)
4. Update target account list
5. Score and prioritize all leads

Deliverable: Prioritized target list for the week

Tuesday-Thursday: Execution Days

Focus: High-volume outreach

Activities (2.5 hours/day):

1. Run standard daily workflow
2. Focus on highest-score leads
3. A/B test new messaging
4. Track response rates in real-time

Goal: Maximum touches on qualified leads

Friday: Analysis & Planning

Focus: Review and optimize

Activities (2 hours):

1. Calculate week's metrics
2. Identify what's working (A/B test results)
3. Update campaign templates
4. Plan next week's priorities
5. Clean up CRM

Deliverable: Performance report + next week's plan

Lead Prioritization Matrix

S-Tier: Immediate Action (24-hour response)

Criteria (requires ALL):

• Job posting + RFP signals detected
• Company spend >$100K annually
• Decision maker identified
• Competitor vulnerability confirmed

Actions:

• Full court press (email + LinkedIn + phone same day)
• Executive team notified
• Custom proposal within 48 hours

Expected Volume: 2-3 per month

A-Tier: High Priority (48-hour response)

Criteria (requires 2+):

• Strong job posting OR RFP signal
• Company spend >$50K annually
• Serviceable lanes identified
• Good fit for capabilities

Actions:

• Standard multi-touch campaign initiated
• Personalized Level 2 messaging
• Weekly follow-up cadence

Expected Volume: 10-15 per month

B-Tier: Qualified (Within 1 week)

Criteria (requires 1+):

• Single credible signal
• Company appears qualified
• Serviceable potential
• Good timing (RFP season)

Actions:

• Email + LinkedIn campaign only
• Level 1 personalization
• Bi-weekly follow-up cadence

Expected Volume: 20-30 per month

C-Tier: Nurture (Monthly touch)

Criteria:

• Weak signals but interesting
• Not currently qualified
• Future potential
• Worth staying visible

Actions:

• Monthly value-add email
• LinkedIn engagement
• Quarterly check-in call

Expected Volume: 50-100 in database

Performance Tracking

Weekly Targets

Monthly Targets

Conversion Funnel (Expected)

100 Leads Identified
    ↓ (15-20% meeting rate)
18 Meetings Booked
    ↓ (40-50% opportunity rate)
8 Qualified Opportunities
    ↓ (60-70% RFP inclusion)
5 RFP Participations
    ↓ (20-25% win rate)
1 New Customer

Key Insight: Need ~100 qualified leads/month to win 1 customer

Tool Stack

Essential Tier ($250/month)

LinkedIn Sales Navigator ($135/month)

• Use for: Job posting alerts, decision maker identification
• Setup: Save searches for all target job titles

Apollo.io ($79/month)

• Use for: Email finding, sequencing, data enrichment
• Setup: Import lead lists, set up sequences

Google Workspace ($12/month)

• Use for: Professional email, calendar, docs
• Setup: Create email templates, meeting links

CRM - HubSpot Free ($0)

• Use for: Lead tracking, campaign management, reporting
• Setup: Custom properties, automation, tags

Total: $226/month

Enhanced Tier ($500/month)

All essential tools PLUS:

BidNet Premium ($50/month)

• Use for: Additional RFP discovery
• Setup: Saved searches for transportation RFPs

ZoomInfo ($200/month) OR Seamless.ai ($150/month)

• Use for: Enhanced contact data, mobile numbers
• Setup: Chrome extension, CRM integration

Total: ~$476-526/month

Premium Tier ($2,000/month)

All enhanced tools PLUS:

ZoomInfo Full ($1,500/month)

• Use for: Enterprise data, intent signals, technographics
• Setup: Full CRM integration, intent monitoring

Conference Attendance ($500/month average)

• Use for: Face-to-face with decision makers
• Focus: CSCMP, TIA, regional logistics events

Total: ~$2,000/month

Automation Workflow

Morning Automation (Save 15 min/day)

Set Up:

1. Google Alerts for competitor news, M&A activity
2. LinkedIn saved searches with daily email digest
3. Indeed/ZipRecruiter job alerts to single email
4. RSS feed reader for FreightWaves/Transport Topics
5. IFTTT/Zapier to aggregate into single dashboard

Result: All intelligence in one morning check

Campaign Automation (Save 30 min/day)

Set Up:

1. HubSpot workflows triggered by CRM tags
2. Apollo.io sequences for email campaigns
3. Calendly for automatic meeting scheduling
4. Email templates with merge fields
5. LinkedIn saved responses for common questions

Result: Campaigns run automatically once triggered

Reporting Automation (Save 2 hours/week)

Set Up:

1. HubSpot dashboard for key metrics
2. Weekly automated email report
3. Google Sheets integration for additional analysis
4. Monthly performance review template

Result: Real-time visibility into performance

Decision Rules

When to Pursue an Opportunity

Pursue if YES to 3+:

• Annual spend potential >$50K
• Lanes we can service profitably
• Decision maker identified
• Strong intelligence signal(s)
• Reasonable competition level
• Good timing (not just awarded RFP)
• Cultural/size fit

When to Disqualify a Lead

Disqualify if ANY:

• Spend potential <$25K annually
• Lanes outside service area
• Payment terms >Net 60
• Technology requirements we can't meet
• Known bad actor (online reviews)
• Just awarded 3-year contract
• Unreasonable expectations

When to Pause a Campaign

Pause if:

• No response after 5+ touches
• Explicitly asked to stop
• Found out RFP already awarded
• Company went out of business
• Spam complaint received

Action: Move to quarterly nurture or remove

Integration Strategy

How Skills Work Together

Job Posting Intelligence
    ↓ (discovers leads)
RFP Early Detection
    ↓ (validates signals)
Master Orchestration
    ↓ (prioritizes & assigns)
Campaign Orchestration
    ↓ (executes outreach)
Competitive Displacement
    ↓ (applies when needed)
Master Orchestration
    ↓ (tracks & optimizes)

Cross-Skill Workflows

Workflow 1: Job Posting → RFP

1. Job Posting Intelligence finds new transportation manager
2. Master Orchestration scores as A-tier
3. Campaign Orchestration starts Type A campaign
4. RFP Early Detection watches for RFP in 60-90 days
5. Master Orchestration coordinates timing

Workflow 2: Competitive Signal → Displacement

1. RFP Early Detection finds company with known competitor
2. Master Orchestration researches competitor vulnerability
3. Competitive Displacement creates custom messaging
4. Campaign Orchestration executes Type C campaign
5. Master Orchestration tracks conversion

Workflow 3: Multi-Signal Convergence

1. Multiple skills detect different signals for same company
2. Master Orchestration raises to S-tier priority
3. All skills contribute intelligence
4. Custom campaign combines best tactics
5. Executive team engaged

Common Scenarios

Scenario 1: Found Great Job Posting, Now What?

Actions:

1. Immediate (Day 1):

   • Research company (5 min)
   • Find decision makers (current VP/CFO)
   • Score priority (likely B or A tier)
   • Add to CRM with job_posting_lead tag

2. Day 7:

   • Send company-level email (headcount replacement angle)
   • Send LinkedIn connection to VP/CFO
   • Set reminder for Day 60

3. Day 60 (after hire):

   • Find new hire on LinkedIn
   • Send welcome message (partnership angle)
   • Offer free RFP facilitation

4. Ongoing:

   • Monitor for RFP signals
   • Watch for conference attendance
   • Track facility/fleet changes

Scenario 2: RFP Closing in 7 Days, Found Today

Actions:

1. Hour 1:

   • Drop everything (S-tier urgency)
   • Read RFP requirements fully
   • Determine if qualified to respond

2. Day 1:

   • Email procurement contact (capability statement)
   • LinkedIn connection request
   • Phone call attempt
   • Request Q&A session if possible

3. Day 2-5:

   • Prepare response
   • Daily check-ins with procurement
   • Address any questions immediately

4. Day 6:

   • Submit 24 hours early
   • Confirmation email
   • Thank you + availability note

Scenario 3: Competitor Loses Major Account

Actions:

1. Day 1 (News breaks):

   • Identify lost account (LinkedIn, news)
   • Find decision maker
   • Research their new pain points

2. Day 2-3:

   • Empathy outreach (not pitchy)
   • Acknowledge their situation
   • Offer insights on what went wrong

3. Week 2:

   • Share similar customer success story
   • Position as stable alternative
   • Reference competitor's specific failure

4. Week 4:

   • Trial offer on problem lanes
   • Risk-free proposal
   • Quick win focus

Optimization Cycle

Monthly: Tactical Optimization

Review:

• Campaign performance by type
• Message variations that worked
• Channel effectiveness
• Time-of-day performance

Adjust:

• Update templates with winning messages
• Shift resources to best channels
• Optimize send times
• Refine targeting criteria

Quarterly: Strategic Optimization

Review:

• Overall conversion funnel
• Lead source effectiveness
• Win/loss analysis
• Competitive positioning

Adjust:

• Shift budget to best lead sources
• Refine ideal customer profile
• Update competitive messaging
• Adjust pricing/offerings

Annually: Program Optimization

Review:

• Full-year performance
• ROI by skill/activity
• Market changes
• Technology needs

Adjust:

• Major strategy pivots
• Tool stack changes
• Hiring needs
• Budget allocation

Success Formula

Consistent Activities (2.5 hours/day × 5 days = 12.5 hours/week):

• 30 min intelligence gathering
• 2 hours execution

Expected Results (Monthly):

• 100 leads discovered
• 18 meetings booked
• 8 opportunities qualified
• 5 RFP participations
• 1 customer won (~$100K revenue)

Key Insight: Success comes from consistent daily execution, not occasional heroic efforts.

Getting Started Checklist

Week 1: Setup

• Purchase essential tools (Sales Navigator, Apollo)
• Set up CRM with custom tags
• Create saved searches (job postings, RFPs)
• Set up email templates
• Configure automation rules

Week 2: Learning

• Run daily workflow manually
• Test all campaign templates
• Practice prioritization
• Track time spent per activity
• Identify workflow bottlenecks

Week 3: Optimization

• Add automation where helpful
• Refine messaging based on responses
• Optimize time allocation
• Start A/B testing
• Establish baseline metrics

Week 4+: Scale

• Increase lead volume
• Run multiple campaigns simultaneously
• Delegate activities where possible
• Continuous optimization
• Hit target metrics

Timeline to Results:

• First meeting: Week 2-3
• First opportunity: Week 4-6
• First customer: Week 8-12

Integration with Other Skills

This master skill coordinates all other skills:

• Job Posting Intelligence: Primary lead source, integrated into daily routine
• RFP Early Detection: Validation layer, prioritization input
• Competitive Displacement: Tactical playbook, applied when needed
• Campaign Orchestration: Execution engine, automated workflows

Use this skill as the "operating system" for all freight intelligence activities.