How to sell to Heads of Sales at Logistics companies
Heads of Sales in logistics companies are measured on revenue growth and customer retention rates. They respond to outreach that demonstrates an understanding of their operational challenges, such as high turnover in sales teams or inefficiencies in lead conversion. Showing knowledge of specific logistics pain points can prompt a reply from them.
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
- high sales team turnover
- inefficient lead conversion
- lack of visibility in sales pipeline
- difficulty in retaining clients
The playbook
- 01
Identify recent client wins
Look for logistics companies that have recently announced new contracts or expansions. Use industry news sites or press releases to find these events. Mentioning their success in your outreach can create a connection and show you're paying attention to their achievements.
- 02
Highlight sales team turnover
Research the average turnover rates for sales teams in logistics, which can be higher due to the competitive nature of the industry. Tailor your messaging to address the impact of turnover on sales performance. This shows you understand a critical pain point for Heads of Sales.
- 03
Address lead conversion challenges
Investigate common lead conversion rates in the logistics sector. Use this data to craft a message that discusses strategies for improving these rates. This will resonate with their goal of maximizing the efficiency of their sales teams.
- 04
Mention industry-specific technology trends
Stay updated on new technologies being adopted in logistics, such as automated dispatch systems or AI for route optimization. Reference these innovations in your outreach to show you’re aware of the tools that can enhance their sales processes.
- 05
Follow up on engagement metrics
If your initial outreach gets a response, track their engagement metrics, such as email open rates or responses. Use this data to refine your approach in follow-ups, emphasizing how you can help them achieve their sales objectives.
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 sales retention
- Boosting lead conversion rates
- Navigating logistics sales challenges
Questions
- Why do Heads of Sales in logistics ignore outreach about generic sales tools?
- Heads of Sales often receive numerous pitches that lack specificity to their industry. They prioritize solutions that address unique logistics challenges, such as managing complex supply chains or enhancing team productivity. Generic messages fail to resonate with their specific operational needs.
- How can I demonstrate understanding of logistics sales processes?
- To show understanding, reference specific challenges faced in logistics, such as fluctuating demand or regulatory compliance issues. Tailoring your outreach to these factors demonstrates that you are knowledgeable about their environment and can offer relevant solutions.
- What timing is best for reaching out to Heads of Sales in logistics?
- Reaching out at the beginning of a quarter can be effective, as Heads of Sales are often focused on meeting new targets. Additionally, timing your outreach after major industry events or trade shows can increase your chances of engagement, as they may be looking for new ideas.
- What common objections do Heads of Sales have about new sales strategies?
- Common objections include concerns about implementation costs, disruption to existing processes, and the time required for training staff. Addressing these objections upfront in your messaging can help alleviate their fears and open the door for further discussion.
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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