We help logistics companies improve how they attract customers, manage sales, develop commercial teams, and communicate their value. The examples below show the situations our clients faced, what we changed together, and how clients assessed the work.

We withhold some client names, commercially sensitive details, and exact results because of confidentiality agreements. Anonymized stories describe genuine project work while protecting the information clients have trusted us with.

Our work is designed for the commercial realities of freight forwarding, road transport, warehousing, fulfillment, express logistics, and logistics technology. We focus on practical implementation, not generic advice. Every engagement starts with the company’s actual market, customers, team, and growth constraints.

Facing a similar challenge? If your company wants to improve sales, marketing, or commercial performance, arrange a confidential conversation with Tomas Ananjevas.

Discuss a similar challenge

Sales systems and commercial development

Client profile

Air-cargo and freight-forwarding professionals working in highly competitive markets.

Challenge

Sales growth required a more systematic and professional approach rather than isolated selling techniques.

Our work

SCSB introduced practical sales structures, targeted processes, opportunity thinking, and immediate implementation support.

Outcome

Participants moved from isolated sales techniques to a more structured and repeatable approach to business development. They gained practical processes for identifying opportunities, prioritizing sales activity, and approaching customers more systematically. Because the methods were tailored to the realities of freight forwarding and air cargo, they could be applied immediately in day-to-day sales conversations and opportunity development.

Recommendations

If you are looking for sales-related help to build your business in a systematic and professional way, Tomas is your man. His proven organizational sales skills are essential when seeking success in this highly competitive industry.
Brandon Fried, Executive Director, Association Leader, Industry Advocate and Air Cargo Expert, The Airforwarders Association
I had the pleasure of attending some sales coaching sessions with Tomas Ananjevas, and it was a real game-changer. As a Product Manager in the freight forwarding industry, I face a fast-paced, highly competitive environment—Tomas quickly grasped the challenges. He offered me practical, targeted sales processes that I could implement immediately.
Andrea Battaglia, Head of Air Cargo and Pharma Handling at a global logistics provider with annual revenue of approximately €8 billion

Sales growth required a more systematic and professional approach rather than isolated selling techniques.

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Sales training and Sales Execution Hub

Client profile

Sales representatives and key-account managers in trucking and freight forwarding.

Challenge

Generic sales theory didn’t address complex customer expectations, trust, price sensitivity, or real logistics conversations.

Our work

Training used logistics-specific frameworks, real-world examples, practical exercises, and actionable approaches for customer discussions.

Outcome

Participants gained practical frameworks they could apply immediately in real customer conversations. Complex sales situations—such as managing demanding client expectations, building trust, responding to price pressure, and overcoming common objections—became easier to understand and address. The logistics-specific examples and personalized guidance strengthened participants’ confidence and gave them clearer, more structured approaches to everyday sales challenges. Participants also reported early improvements in their sales performance following the training.

Recommendations

I recently had the opportunity to participate in a Sales Ninja training led by Tomas, and it was a valuable experience. What stood out most was how practical and relevant the training was for professionals working in the logistics industry. Tomas did not focus on generic sales theory. Instead, he addressed the real challenges we face daily, from navigating complex client expectations to building trust in a highly competitive and price-sensitive market. The sessions were engaging and included practical frameworks, best practices, and actionable strategies we can apply immediately in real client conversations. Tomas has a great ability to simplify complex sales situations and provide clear approaches to overcome common obstacles. I highly recommend Tomas to sales professionals and organizations looking to strengthen their sales capabilities with practical insights that truly make a difference.
Vincent Kumar, Key Account Manager at a trucking company operating a fleet of more than 6,500 trucks
I recently completed a trucking sales training with Tomas, and I couldn’t be more impressed with his teaching style. Tomas is incredibly knowledgeable and can break down complex concepts into easy-to-understand lessons. His personalized approach and real-world examples kept the training engaging and practical. I would recommend Tomas to anyone looking to enhance their skills in the trucking industry!
Matthew Duffy, Sales Representative at a trucking company
Excellent, modern training that brings quick results in sales! Tomas delivers the sessions in an innovative way, using practical examples you can apply immediately. Highly recommended!
Sonata Silivanova, Sales Manager at a freight-forwarding company with approximately €50 million in annual revenue

Generic sales theory didn’t address complex customer expectations, trust, price sensitivity, or real logistics conversations.

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Sales leadership and team development

Client profile

Sales managers, road-haulage leaders and transport professionals with different experience levels.

Challenge

Managers needed relevant coaching and material that worked for both newer employees and experienced logistics professionals.

Our work

SCSB combined coaching, transport-specific material, and practical management guidance.

Outcome

Managers gained greater confidence in guiding their teams and received practical, transport-specific frameworks they could apply in daily sales and operational management. The material proved relevant to both newer employees and experienced logistics professionals because it translated broader sales and leadership principles into recognizable transport situations. Participants described the guidance as clear, engaging, and immediately usable, while management considered it valuable enough to continue the cooperation. The program also helped leaders create a more consistent approach to developing employees with different experience levels.

Recommendations

Great coaching skills. Good contact with people. Recommended.
Arvydas Valiulis, Director of the Road Haulage Department at Arijus Transport, an asset-based trucking company operating 150 trucks
Best option for transport companies as Tomas has vast experience in the transport sector. Materials are easy to understand and implement. That is basically what you need for your team, as it is purely focused on transport management processes. We will continue with cooperation.
Dainius Laurinonis, Sales Director at an asset-based trucking company operating 700 trucks
I recommend Tomas as a real pro in his area. I had a chance to participate in one of his trainings and was surprised and amazed by the quality and level of the training. He is the right person if you are looking to guide your sales team to Victory!
Justas Paplausas, Sales Manager at an asset-based trucking company operating more than 6,500 trucks
An excellent instructor and excellent courses. The material is engaging and highly useful, not only for someone new to logistics, but also for those who already have experience in the field.
Simas Sargunas, Senior Transport Manager at an asset-based trucking company operating approximately 500 trucks

Managers needed relevant coaching and material that worked for both newer employees and experienced logistics professionals.

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Marketing and growth consulting

Client profile

Logistics technology provider seeking stronger visibility and commercial impact.

Challenge

Technical capabilities needed to achieve clearer market positioning, stronger awareness, and customer interest.

Our work

SCSB combined targeted campaigns, strategic partnerships, product promotion, and customer-focused communication.

Outcome

SCSB developed a clear positioning strategy that made the product’s value easy for potential customers to understand. The first sales followed within four months, providing early evidence of market demand and helping the company attract further investment.

Recommendations

I highly recommend Tomas Ananjevas as a sales and marketing consultant in the transport and logistics industry. His analytical skills and thorough attention to details result in exceptional strategies that drive real results. By results, I mean customer acquisition and increasing market awareness about the company. Tomas takes a multi-faceted approach to brand and product promotion, combining targeted campaigns, strategic partnerships, and out-of-the-box initiatives. Above all, he always emphasizes customer relationships, bidding on long-term success through trust and reliability. For any company looking to enhance its sales and marketing efforts, Tomas is a valuable partner who delivers measurable impact.
Anton Vaganov, CEO of Automatic Cargo Inspection

Technical capabilities needed to achieve clearer market positioning, stronger awareness, and customer interest.

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Repositioning premium express transport to support commercial growth

Client profile

An established European provider of premium express and time-critical transportation services. The client’s identity remains confidential.

Challenge

The client provided premium express transportation services, but its sales and marketing approach was still designed for lower-value, standard transportation. As a result, the company struggled to communicate the value of its time-critical services, differentiate itself from lower-cost competitors, and support premium pricing.

Our work

SCSB developed an integrated communication and branding strategy that repositioned the company around the value of premium express transportation. We created a complete communication plan, introduced a new sales process, and aligned marketing messages with the company’s higher-value service proposition.

Outcome

After one year of working with SCSB, the company recorded approximately 20% year-on-year revenue growth. The clearer positioning, integrated communication plan, and new sales process helped the team communicate the value of its premium express services, differentiate its offering, and approach customers more consistently.

The client provided premium express transportation services, but its sales and marketing approach was still designed for lower-value, standard transportation.

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Marketing strategy, LinkedIn growth, newsletters, and SEO

Client profile

A logistics service provider seeking stronger digital visibility and more inquiries from potential customers. The client’s identity remains confidential.

Challenge

The company needed to strengthen its online presence and turn marketing activity into commercial opportunities. The goal was to reach a larger relevant audience, maintain regular contact with potential customers, and make its services easier to find through search engines.

Our work

SCSB supported LinkedIn audience development and content creation, newsletter communication, and search engine visibility. We developed branded messaging and customer-focused content that clearly explained the company’s services, strengthened its position as a thought leader in its category, and gave potential customers clear reasons to reach out.

Outcome

The company’s LinkedIn page became the most followed in its niche in the country. Its newsletter generated new potential customer inquiries, while SEO work achieved first-page search rankings for relevant keywords. Together, these channels strengthened the company’s visibility and created more opportunities for potential customers to discover its services and get in touch.

The company needed to strengthen its online presence and turn marketing activity into commercial opportunities.

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Motivation systems and commercial performance

Client profile

A freight-forwarding company with approximately EUR 20 million in annual revenue.

Challenge

The existing incentive approach needed to support several priorities at once: winning new business, retaining and developing current customers, and maintaining strong operational performance.

Our work

SCSB designed a motivational system that clearly prioritizes new business development while also rewarding customer retention, account development, and operational contribution. The model links commercial priorities to the behaviors expected of the relevant teams.

Outcome

The new motivational system gave employees clearer priorities and aligned individual rewards with the company’s commercial objectives. It distinguished new customer acquisition, existing-account growth, customer retention, and operational quality, helping teams pursue new business while maintaining service standards and developing existing relationships. Following implementation, revenue from newly acquired customers increased by approximately 25%.

The existing incentive approach needed to support several priorities at once: winning new business, retaining and developing current customers, and maintaining strong operational performance.

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Sales process, account management and CRM implementation

Client profile

An anonymized provider of fuel, toll, and payment solutions for trucking companies.

Challenge

Sales and account-management activity needed a shared process, clearer responsibilities and better visibility. The CRM also had to reflect how the team actually acquires, develops and retains trucking customers.

Our work

SCSB assessed the existing sales approach through interviews and questionnaires. We then designed and documented a new process for both sales and account management, mapped it into the CRM, supported the launch, and delivered team training focused on future customer and revenue growth.

Outcome

The company moved from fragmented individual working practices to one documented commercial system connecting sales, account management and CRM usage. Employees gained clearer responsibilities, shared definitions and practical guidance for managing prospects, opportunities and existing customers. The CRM was aligned with the actual customer journey, giving management better visibility into pipeline activity, follow-up, account development and retention risks. The new system also created a stronger foundation for consistent coaching, performance management, cross-selling and future revenue growth across both teams.

Sales and account-management activity needed a shared process, clearer responsibilities and better visibility.

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Logistics marketing, thought leadership and organic digital growth

Client profile

A freight-forwarding company providing sea, air, and rail transportation services. The company’s identity remains confidential.

Challenge

The company had strong freight-forwarding capabilities but limited visibility online. Its LinkedIn presence was underdeveloped, communication was inconsistent, and the website attracted approximately 200 organic visits per month. The company needed a credible digital presence to strengthen its market position, demonstrate expertise, and create more opportunities to stay visible to prospective customers.

Our work

SCSB developed and implemented an integrated LinkedIn and newsletter strategy aligned with the company’s commercial priorities. We established clear content themes, created a consistent publishing rhythm, and translated the company’s operational knowledge into content relevant to logistics decision-makers. We coordinated LinkedIn content and newsletters to build recognition, engage the target market, and direct relevant audiences to the company’s website.

Outcome

The company became the most-followed provider in its category on LinkedIn within its target market. Organic website traffic increased from approximately 200 to 4,000 visits per month (within 4 months), representing a 20-fold increase. The company established a consistent thought-leadership presence and significantly expanded its ability to reach prospective customers without relying exclusively on paid advertising or direct sales outreach.

The company had strong freight-forwarding capabilities but limited visibility online.

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Growth implementation and commercial transformation

Client profile

A freight-forwarding company with approximately €10 million in annual revenue before the program. The client’s identity remains confidential.

Challenge

The company wanted to accelerate commercial growth and needed a coordinated program to turn its ambitions into practical improvements.

Our work

SCSB delivered a full growth program over six months, helping the company define commercial priorities, implement agreed improvements, and support its team through execution.

Outcome

In the following year, the company’s annual revenue increased from approximately €10 million to €12 million—an increase of €2 million, or 20% year on year. The six-month growth program supported this progress by connecting commercial priorities with practical implementation and team execution.

The company wanted to accelerate commercial growth and needed a coordinated program to turn its ambitions into practical improvements.

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Facing a similar challenge?

If your company wants to improve sales, marketing, or commercial performance, arrange a confidential conversation with Tomas Ananjevas.

Discuss a similar challenge