Understanding the challenge
A regional freight carrier was losing winnable business to faster competitors. Quotes were produced manually over email, taking hours or days, and inbound RFQs lived in inboxes with no CRM discipline, so leads went cold, follow-up was inconsistent, and sales operated reactively with no view of the pipeline.
Our approach
We led with Artificial Intelligence and Revenue Operations, automating the quote and pairing it with a proper Salesforce pipeline, then grew inbound demand with SEO.
Key elements of our solution included:
• A Salesforce build that captured every inbound RFQ and gave sales a single pipeline view.
• An AI quoting agent that drafted lane-based freight quotes in minutes from historical rate and capacity data.
• Automated follow-up sequences so no quote went cold.
• An SEO program targeting high-intent lane and service keywords to grow inbound RFQ volume.
Technical innovation
The AI quoting agent, trained on the carrier's historical lane pricing, fuel, and capacity, generated a recommended quote and margin band the instant an RFQ arrived, routed to a rep for a one-click send. Automation escalated aging quotes and nudged stalled deals, keeping the pipeline moving without manual chasing.
Outcome
Quote turnaround dropped 48%, the RFQ win rate climbed as reps responded first with confident pricing, and inbound RFQ volume grew from the SEO program, all tracked cleanly in Salesforce.
