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Sales & CRM
A CRM Built Around One Company's Way of Selling
Off-the-shelf CRMs asked AJ Worldwide to sell their way. With its in-house team, we built one that sells AJ Worldwide's way.
- Client
- Industry
- International freight forwarding
Results
18 daysfrom the design meeting to a complete system the team could test
Won means shippeda deal counts as won only when AJ Worldwide's own shipment data shows the first shipment
30 daysto hold a first meeting, or the company goes back to the shared pool
2,200+ companiessorted automatically from AJ Worldwide's shipment records into customers and prospects
Built and in testing with AJ Worldwide's team; figures from the build, September 2026.
Sales Pipeline
Your accounts · this quarter
Claimed2
Atlas Metal
12 d leftOrion Trade
28 d leftMeeting2
Delta Foods
TueEge Tekstil
ThuQuote sent1
Kuzey Lojistik
2 quotesWon1
Marmara Steel
ShippedWon is set from shipments, not by handSynced 2 min ago
Before
Selling Without One Shared Picture
AJWW sells with a clear method: who may approach which company, how long they keep it, and what counts as a win. Generic CRMs could not hold those rules, so they lived in messages, hand-offs and people's memory.
Managers could not easily see who was working which account, prospects were claimed twice or forgotten, and confirming that a deal was really won meant checking by hand.
The Map
Writing Down the Rules of the Game
We mapped the sales method with the people who use it: how prospects are found, who can claim them, which stages a deal goes through and who confirms it.
The canvas became the specification. Every rule the team agreed on became a rule in the system.
How prospects are found and classified
Who may claim an account, and for how long
The stages from first meeting to signed agreement
What counts as a win, and who confirms it
The System
A CRM That Knows the Method
Together with AJ Worldwide's in-house developer, we built a CRM that enforces the method instead of asking the team to remember it. Accounts are classified automatically, and the system knows the difference between a prospect, a claimed account and a customer.
Prospect pool
Unclaimed companies wait in a shared pool, classified automatically.
Claimed
A rep has 30 days to hold a first meeting; the clock is visible to everyone.
Meeting and quote
Meetings and quotes move the deal through the agreed stages.
Agreement
A manager confirms each signed agreement.
Won
Wins come from the company's own shipment data, never set by hand.
Research and Hand-Off
The team researches a company and hands it to a partner agency in one flow.
Roles and Digests
Everyone sees what their role allows, and a Monday digest is built to keep managers up to date.
Today
What Changes for the Team
The system is built and being tested with AJ Worldwide's team. Once the sales team moves in, everyone works from one shared picture of every account: one open deal per company, a clock on every claim, and a win that counts because the shipment data says so.
Instead of chasing updates, managers will read a Monday digest and reports on how deals move, from claim to first meeting to first shipment. When the method changes, the system changes with it.
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