How to Use Trade Data in a B2B Sales Workflow
Trade data can help a sales team decide which companies to research next, but it does not explain “why now” on its own. A shipment record describes reported activity; it does not confirm current demand, a supplier problem, or permission to contact someone.
A reviewable sales workflow
- Define the job. Identify the product or service you offer and the kind of company that could have a fit.
- Search available records. Use relevant product terms or HS codes, then apply the country, date, port, importer, or exporter filters available in the workspace.
- Check the match. Review the source, record date, product description, and named parties. Compare company names, websites, and locations; resolve aliases and duplicates where possible.
- Assess the account. Combine the record with current company research. Treat it as a possible signal, then have a person decide whether the account fits and what remains uncertain.
- Plan an appropriate next step. Follow applicable contact rules and suppression requirements. If the account proceeds, record the source, owner, decision, and next action in the tools available to your team.
Use the review sequence Signals -> Leads -> Enrichment -> Decision -> Outreach -> Pipeline. The human decision comes before outreach; a shipment record alone should not trigger a message.
For example, a freight-services team researching importers of chilled goods might search available product and route records, then check which named companies match its target profile. A matching record may justify further research; it does not show that the company needs a new freight provider.
The trade-data search guide explains how to review records and company matches. For a later campaign handoff, see campaign setup.
FAQ
How do I start a sales workflow with trade data?
Define the product or service you offer, choose relevant product terms or HS codes, and search the available records. Review the company match, source, and date before deciding whether an account merits more research.
Do shipment records prove current buying intent?
No. They describe reported trade activity and may suggest a research question. They do not establish current demand, a supplier problem, or permission to contact someone.
How often is trade data updated?
Coverage and timing depend on the source and available records. Check the date on each result; do not assume that records are current or updated on a fixed schedule.
Can I send trade data to my CRM?
Only through a connection or workflow supported and enabled for your workspace. Check which fields move and how the connection behaves; do not assume a native CRM sync.
How can a small sales team use shipment records?
Use relevant records to decide which companies to research, then check company fit, contact details, and applicable contact rules. A record alone cannot rank an account by likelihood to convert.