Prospect company name: Pfizeres GmbH

Available Intel: This potential client receives all LSP invoices at their European finance department in Berlin. Upon receipt, the invoices are distributed amongst logistics departments in 13 different European countries where the cost allocations are manually added and the correctness of the invoice is checked by a team of specialists. Once completed, the invoices are returned to the European finance department to be data keyed in the ledger and centrally paid to the LSP’s. Meanwhile, the local finance departments handle all incoming e-mail traffic from LSP’s inquiring about the payment status of their invoices.


1. What buying signals do you see/recognize in the available information? (multiple options possible)

2. Which department would be the ideal stakeholder for you to introduce Freight Audit to?
3. In percentage, how much cost savings would you use in your sales pitch?
4. On a scale from 1 to 10 (where 1 stands for ‘No change at all” and 10 stands for ‘An absolute No-Brainer, the perfect Freight Audit client) how would you scale this opportunity to become a Freight Audit client?
5. What sales argument(s) would you use for this opportunity to get this potential client interested in a follow-up meeting together with one of ControlPay’s Freight Audit specialists??

Prospect company name: Enzo Pellari S.r.l.

Situation: Out of the blue you received a phone call from an Italian Junior Buyer within a global automotive company. The automotive company wants to produce a car for a new market, people in the early twenties. The buyer got excited by ControlPay services, which you explained to him as being the best in class, highly automated, incredible business intelligence functions, the kickstarter to optimize their global LSP network and the missing link to freight cost reduction. After the call, you contacted ControlPay via TP leads and shared all the intel you gathered. The immediate feedback you received is that ControlPay knows this client well from earlier tenders in 2017 (APAC) and 2019 (LatAm).



What buying signals do you see/recognize in the available information? (multiple options possible)
2. Which department would be the ideal stakeholder for you to introduce Freight Audit to?
3. In percentage, how much cost savings would you use in your sales pitch?
4. On a scale from 1 to 10 (where 1 stands for ‘No change at all” and 10 stands for ‘An absolute No-Brainer, the perfect Freight Audit client) how would you scale this opportunity to become a Freight Audit client?
5. What sales argument(s) would you use for this opportunity to get this potential new client interested in a follow-up meeting together with one of ControlPay’s Freight Audit specialists?

Prospect company name: Amacone Ltd.

Story: After months of surfing the web you finally found the 4K 60fps 3-axis GPS/Glonass 5.8Ghz 8km drone you have been dreaming of since you were 12. With a smile covering your entire face you place the drone in your shopping basket and with only minutes to spare click the option ‘next day delivery’. After having received the track & trace code you go to sleep peacefully only to find yourself awake all night thinking about all the beautiful HD images and movies you will be able to shoot soon. The next day, working home-office, you see UPS entering your street and before the delivery guy is able to ring your doorbell you open the door and grab the Amacone box from his hands. Because of your excitement you unfortunately overlooked that your package got damaged during transport making it that your drone will never fly unless you throw it in the air yourself. To see how to solve this you contact the Amacone customer service and manage to reach the customer service manager. In a pleasant call you exchange information and without too much hassle you are promised to receive a new Drone. In the minutes chit chatting with the customer service manager she openly complains to you that her entire department is stressed out because of all the calls related to UPS Express damaged deliveries. Next to that she also mentions that in this time of the year is quite normal for the company to ship out 120.000 parcels each and every day. Somewhere inside your mind a bell starts ringing loud and you see a huge opportunity in the making. So without hesitation you fire away your 5 base TPLeads questions and suggest for VC meeting to talk about her current logistics challenges and how you can help to relieve her department from a lot of stress. Of course she accepts.



What buying signals do you see/recognize in the available information? (multiple options possible)
2. Which department would be the ideal stakeholder for you to introduce Freight Audit to?
3. In percentage, how much cost savings would you use in your sales pitch?
4. On a scale from 1 to 10 (where 1 stands for ‘No change at all” and 10 stands for ‘An absolute No-Brainer, the perfect Freight Audit client) how would you scale this opportunity to become a Freight Audit client?
5. What sales argument(s) would you use for this opportunity to get this potential client interested in a follow-up meeting together with one of ControlPay’s Freight Audit specialists?
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