How to sell to Heads of Operations at Logistics companies
Heads of Operations in logistics are focused on optimizing supply chain efficiency, measured by on-time delivery rates. They respond to outreach that showcases a clear understanding of their daily challenges, such as unexpected freight delays and the need for real-time visibility into shipments. Addressing these issues directly can open the door to meaningful conversations.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 549 logistics company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- unexpected freight delays
- lack of real-time shipment visibility
- high operational costs
- inefficient supply chain processes
The playbook
- 01
Identify recent supply chain disruptions
Use news aggregators or industry reports to find logistics companies that recently experienced disruptions, such as delays or capacity issues. Target your outreach to these companies, as they are likely seeking solutions to improve their operations.
- 02
Pinpoint decision-makers in operations
Utilize LinkedIn Sales Navigator to filter for job titles like COO or Head of Operations within your targeted companies. This ensures your outreach is directed to individuals who have the authority to make operational decisions.
- 03
Highlight solutions for freight visibility
Craft your message to emphasize how your solution provides real-time tracking and visibility into freight movements. This addresses a common pain point for Heads of Operations, making them more likely to engage with your outreach.
- 04
Follow up on recent operational changes
If a company has recently announced changes to their logistics strategy or operations, follow up with a relevant message that connects your solution to their new goals. Timing your outreach around these announcements increases your chances of a response.
- 05
Prepare for objections about budget constraints
Anticipate pushback regarding budget limitations by preparing case studies or examples that demonstrate cost savings achieved through your solution. This prepares you to effectively counter objections during the call.
Can logistics companies even receive your mail?
We measured the DNS of 549 logistics companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 22.3% of 1–10-person companies against 83.3% of the largest — 61 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Improving freight visibility
- Solutions for supply chain delays
- Optimizing logistics operations
Questions
- Why do Heads of Operations in logistics ignore cold outreach?
- Heads of Operations often receive numerous outreach attempts daily, making it challenging for them to discern valuable messages. If your outreach doesn't immediately address their specific pain points or demonstrate a clear understanding of their operational challenges, it may be overlooked.
- What operational challenges do logistics executives face?
- Logistics executives frequently deal with issues like freight delays, rising costs, and the need for improved supply chain visibility. These challenges can hinder their ability to meet delivery targets and maintain customer satisfaction, making them critical areas to address in outreach.
- How should I approach a logistics COO about process improvement?
- When reaching out to a logistics COO, focus on specific pain points such as inefficiencies in their current operations. Present tailored insights or solutions that can directly address these issues, rather than generic sales pitches.
- What metrics are important to Heads of Operations in logistics?
- Heads of Operations typically focus on metrics like on-time delivery rates, cost per shipment, and overall supply chain efficiency. Understanding these metrics can help you tailor your messaging to align with their goals and demonstrate how your solution can positively impact these figures.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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