How SITC Logistics Korea Built a Ranked Overseas Prospect List for Freight Forwarding Sales

Client: SITC Logistics Korea
Industry: International freight forwarding
Project: Overseas prospect research and prioritization
Deliverable: Verified prospect and contact data, ranked by fit, with onboarding for the sales team

About SITC Logistics Korea

SITC Logistics Korea is a Seoul-based freight forwarder established in 2000, specializing in air freight consolidation alongside road freight and warehousing services. Like most forwarders, its growth depends on winning and keeping accounts that move goods regularly across the routes it serves.

The challenge: forwarding is a hard market to prospect

Freight forwarding sales have a few traits that make outbound prospecting harder than in many other industries.

Rates alone rarely win the account

Shippers can request quotes from many forwarders at once. Price matters, but accounts are usually won by the forwarder that understands the shipper's lanes, volumes, and service needs, and that reaches the right person at the right time.

Not every company is a real prospect

A good prospect for a forwarder is not simply a company that imports or exports. It is a company whose shipment profile, destinations, and frequency match what the forwarder does well. Without that filter, sales teams spend time on companies that will never become meaningful accounts.

The decision maker is hard to find

Logistics decisions sit with logistics, supply chain, or procurement managers, and the right title varies by company size and industry. Generic company contact addresses rarely reach them.

The approach: from target definition to a ranked list

1. Set target account criteria

We started from SITC Logistics Korea's services and target markets, and defined what a good overseas account would look like: the type of company, the markets involved, and the conditions that made a company a realistic fit for its services.

2. Research and verify companies and decision makers

Using those criteria, we researched overseas companies and identified the people responsible for logistics and purchasing decisions at each. Each record was verified so the team would not waste effort on outdated or irrelevant contacts.

3. Classify and rank prospects by fit

Instead of handing over a flat list, we classified prospects by how well they matched the target criteria and ranked them by priority. That gave the sales team a clear order of attack: start with the accounts most likely to convert.

4. Onboard the team to use the data

Prospect data only creates value when a sales team actually works from it. We supported SITC Logistics Korea's team in putting the data to use, so it became part of their day-to-day prospecting rather than a file that sits unopened.

The result

• A clear definition of the overseas accounts SITC Logistics Korea should be pursuing
• Verified company and decision-maker data for those accounts
• A fit-based priority ranking that tells the team where to start
• Onboarding so the data could be used in live prospecting

What logistics companies can take from this

Define prospects by lanes and shipment profile

For a forwarder, the best filter is operational fit: where a company ships, how often, and what kind of cargo. Industry and company size come second.

Prioritize before you reach out

Sales capacity in a forwarding business is limited. Ranking prospects by fit makes sure the first calls and emails go to the accounts with the highest chance of becoming regular business.

Make the data part of the workflow

A prospect list that lives outside the sales routine gets ignored. Onboarding and a clear starting order are what turn research into pipeline.

From prospect list to pipeline

DeepSales helps logistics companies and exporters find overseas accounts that fit, reach decision makers with personalized multilingual outreach, and follow up until conversations turn into meetings. If you want your sales team working from a list built around your own services, talk to DeepSales.