CASE 03 · B2B · Logistics

B2B logistics: database reach grew 7× in 3 weeks

The sales team was dialing 200 shippers a week by hand. An AI voice agent took over first-touch outreach and qualification — reps now only pick up the warm leads.

×7

database reach

1,400+

contacts/wk (was 200)

−68%

rep workload

3 wks

to launch

Context

The situation

Freight brokerage · B2B · 12,000 shippers in the book

4 reps could only call 200 contacts a week — just 3% of the book. The other 97% of shippers never got a single touch. Competitors were poaching accounts before the team could even get them on the phone.

Problems before deployment

4 reps × 50 calls/day = 200 contacts/week — only 3% of the book
97% of the book (11,640 shippers) never got a single call
Reps burned hours on cold dials instead of closing deals
No qualification up front: a rep had no idea who they were calling
Bigger-headcount competitors grabbed the warm accounts first

Before / After

BEFORE · Weekly database reach

200 contacts (3% of book)

AFTER · Weekly database reach

1,400+ contacts (×7)

BEFORE · The rep's job

Cold dialing + closing deals

AFTER · The rep's job

Warm leads only — closing deals

BEFORE · Routine-dialing load

100% on the reps' shoulders

AFTER · Rep workload

−68% — high-value work only

Solution

What we built

Pull and segment the book

We segmented all 12,000 contacts on three axes: freight potential (small / mid / large), lane region, and date of last contact. First priority — high-potential segments with no touch in 90+ days.

The script: pitch + qualify

The AI voice agent ran a tight 90-second pitch on what the brokerage could do (lanes, transit times, terms) and asked 2 qualifying questions: current monthly freight volume and whether they'd consider a new carrier. The answers set the lead's priority automatically.

1,400+ outbound calls a week

280 calls a day × 5 business days. The system respected each prospect's business hours (a 9am–6pm B2B window), made up to 3 dial attempts 4 hours apart, and logged every contact's status in real time.

Qualified leads → the rep's CRM

The moment a contact said "yes, I'm interested," a lead was created in the CRM with the full call context: region, volume, objections, best time to call back. The rep dials with that in hand — and deal conversion climbs.

→ Integration: HubSpot

Native CRM integration

Every call, outcome and transcript lands in HubSpot automatically. Leadership watches segment-by-segment analytics, conversion and reasons-for-no in real time.

Results

After 6 weeks live

×7

Database reach jumped from 200 to 1,400+ contacts a week — with no extra headcount and no added payroll

−68%

Rep workload dropped — and they poured the freed-up time into closing deals, which lifted conversion

3 wks

Full launch cycle: from signed contract to the first day of dialing — no heavy integrations, no pause in day-to-day work

↑ CR

Deal conversion went up: reps work only the warm leads that already raised a hand and passed qualification