Freight Brokerage Sales and Operations Vocabulary

This set contains the key terms and definitions derived from the lecture notes on freight brokerage sales processes and market operations.

Prospect

A potential customer who may need freight brokerage services.

Lead

A company or contact that has shown potential interest or fits the profile of a future customer.

Qualified Lead

A lead that has been evaluated and appears likely to need freight services.

Decision-Maker

The person who has the authority to choose or approve a freight broker.

Influencer

Someone who helps recommend or evaluate freight providers but may not make the final decision.

Gatekeeper

The person who controls access to the decision-maker, such as a receptionist or administrative assistant.

Account

A company that currently does business with your brokerage or is being actively pursued.

Target Account

A business your brokerage specifically wants to work with.

Customer

A company that hires your brokerage to arrange freight transportation.

Client

A customer with whom you've built an ongoing business relationship.

Carrier Network

The group of trucking companies and owner-operators a brokerage regularly works with.

Capacity

Available trucks and drivers that can move freight.

Spot Market

Freight that is moved one shipment at a time rather than under a long-term contract.

Contract Freight

Freight moved under an ongoing agreement between a shipper and a broker or carrier.

Quote

An estimated transportation price given to a customer.

RFQ (Request for Quote)

A request from a customer asking for transportation pricing.

Bid

A formal price proposal submitted to win a customer's freight business.

RFP (Request for Proposal)

A detailed request from a company asking transportation providers to explain how they would handle the business.

Sales Pipeline

A list of prospects organized by where they are in the sales process.

Follow-Up

Contacting a prospect after an initial conversation to continue building the relationship.

Touchpoint

Any interaction with a prospect or customer, including calls, emails, meetings, or visits.

Relationship Selling

A sales approach focused on building trust and long-term relationships rather than making one quick sale.

Value Proposition

A clear explanation of why a customer should choose your brokerage over another.

Competitive Advantage

A quality or service that makes your brokerage stand out from competitors.

Referral

A recommendation from an existing customer or business contact to a new potential customer.

Cold Call

Contacting a business that has had no previous relationship with your company.

Warm Lead

A prospect who has already expressed some interest or was referred by someone.

Discovery Call

An initial conversation focused on learning about the customer's transportation needs rather than selling.

Objection

A concern or hesitation expressed by a potential customer before making a decision.

Closing the Sale

Reaching an agreement that results in the customer doing business with your brokerage.