Crowley is a U.S.-based global logistics and supply chain company that has grown significantly since its inception, boasting over $2.5 billion in annual revenues and approximately 5,300 employees worldwide. The company specializes in a broad spectrum of services including logistics, shipping, vessel management and design, architecture, and fuel sales. It's involved in a wide array of sectors such as ocean cargo transportation, chemical and petroleum transportation, government services, freight forwarding, offshore engineering, and project management among others.
Crowley takes pride in its ability to take on tasks and traverse territories that others find daunting. The company is dedicated to providing streamlined and efficient solutions to complex problems. Crowley's ability to simplify intricate tasks sets them apart in their service offerings.
The company serves customers both in the domestic and international markets, extending its services to government sectors. Besides its core logistics and supply chain solutions, Crowley has diversified its services to include energy services, evident from its involvement in liquefied natural gas transportation and engineering.
Furthermore, Crowley's shipping unit caters to the demands for ocean towing and harbor ship assist and escort coupled with cold-storage and warehousing services. Crowley's versatility is also showcased in its global project logistics and heavylift barge transportation, serving clients with sizeable shipping and transportation needs. In the same vein, Crowley is active in the sphere of vessel construction management, testifying to its wide range of marine services.
One aspect that Crowley is highly committed to is ensuring client satisfaction and achieving the success of their mission, project or supply chain. The company invites potential clients to explore opportunities of partnering them as they continue to “Carry the World. Forward”.
Understanding Crowley's various pain points will be critical when prospecting. These pain points include inefficiencies in process management across various departments and services, maintaining consistent quality of service and customer satisfaction, managing global operations and diverse logistics risks, managing human resources across global locations, and controlling costs associated with running a globally dispersed operation.
Ensure that Crowley is a good fit for our product. Criteria to consider:
Identify key stakeholders in Crowley's organization who will likely influence the purchasing decision. These could include:
Construct a tailored sales approach designed to address each identified pain point.
Highlight how our SaaS product will enhance cross-departmental collaborations and improve operational efficiencies. Speak on the integrated supply chain software and project management tools in our offering.
Discuss how our specialized CRM software or quality control and regulatory compliance solution can ensure consistent quality of service and customer satisfaction across all their operations.
Show how our Enterprise Risk Management (ERM) software assists in identifying, assessing, and mitigating risks across different operational areas.
Sell the idea of our Human Resources Management System (HRMS), illustrating how it can streamline and automate their human resource management and ensure optimal utilization of their workforce.
Target the difficulty in managing costs by offering a product like our Enterprise Resource Planning (ERP) system or cost management software that provides transparent cost monitoring, analysis, and forecasting.
Set measurable goals throughout the process that align with the wider business objectives. This could include:
Outline the specific channels and tools your team will use to engage and interact with Crowley. These could include:
Prepare for potential objections or concerns that Crowley's decision-makers may have, and how to respond to them.
Ensure sales team is thoroughly trained on products and can clearly communicate value propositions. Offer continued support to clients by way of regular check-ins and updates.
Using digital analytics platforms, measure engagement, lead generation, and sales conversion rates. Adjust sales strategies as necessary based on this data.
Wrap up the plan by summarizing the key selling points, sales goals, and specific steps your team will take to convert Crowley from a lead into a customer.