Scheldt Freight Solutions handles sea and road freight out of the port of Antwerp. Almost all of its customers were in Flanders, even though many importers sit in Wallonia and Brussels.
The challenge
- A Dutch-speaking sales team with little reach in French-speaking Belgium
- Long sales cycles, with no structured follow-up
- Meetings booked with people who didn't control the freight budget
What we did
We set up a mixed team: one Dutch-speaking and one French-speaking SDR, both comfortable in English for international shippers. Each prospect was approached in their own language and qualified on shipping volume, lanes and decision authority.
- Importers and manufacturers segmented by region and freight volume
- Six-touch sequences by phone, email and LinkedIn
- Monthly review of lost reasons with the sales team
Results
27 qualified shipper meetings a quarter, and 41% of new pipeline now comes from Wallonia — a region the company had never cracked.
We'd tried Wallonia twice with Dutch-speaking sales. Starting in French changed everything.
