How Loadsmart's Account Executives source more pipeline with Rocketbrew
We have been working with Loadsmart, a logistics technology company, to grow outbound pipeline via automation and personalization. With Rocketbrew, Loadsmart booked meetings with VP and director level supply chain decision makers at mid and enterprise level shippers.
Challenge
Like many full cycle Account Executives, Loadsmart’s AE are required to spend 25% of their time prospecting.
This is a substantial ask for AEs that also have to prepare for customer meetings, cross-sell, negotiate deals and attend industry conferences.
As a result, the AEs relied heavily on inbound meetings and templated Salesloft sequences.
Although there was a robust process in place, the templated sequences lacked the personalization and relevancy to break into tough accounts to meet Loadsmart’s aggressive pipeline goals.
On top of that, Loadsmart was selling a complex product with long sales cycles - meaning that finding the right timing for leads to buy was a major challenge.
Loadsmart was looking for a way to grow pipeline without growing costs exponentially.
Solution
Loadsmart partnered with Rocketbrew to deploy an enterprise grade AI outbound engine. Rocketbrew found leads, researched them, and conversed on behalf of Loadsmart’s reps until a meeting was booked.
Within the first week they noticed four major improvements:
Higher quality messages
Instead of templated messages, Rocketbrew researched every single lead and incorporated buying signals like: new transportation facilities, new trucking routes, transportation hires, product launches, differentiating against existing solutions and more.
Automated lead nurturing
Instead of losing track of leads that are mid contract with a competitor, Rocketbrew automatically re-engages with leads months or years later. Instead of ending prospecting, Rocketbrew nurtures the lead over time by sharing valuable content until the lead is back in the market.
Closed lost and MQL re-targeting
Instead of working only net new leads, Rocketbrew was used to re-engage closed lost and warmer MQLs. This gave reps back time to focus on selling and closing.
Bi-directional Salesforce sync
Instead of reps manually entering data into Salesforce, Rocketbrew automatically filled in all required fields and activities, and created the meeting object.
Results
Within the first month, Rocketbrew generated 3x more meetings than Loadsmart’s Salesloft sequences.
Their reps met with teams at mid and enterprise level shippers. Loadsmart is projected to have over $1M in pipeline, automatically generated from Rocketbrew.
✅ Increased pipeline: Loadsmart increased the number of discovery meetings by 3x and accounted for 29% of all outbound pipeline in the first month.
✅ Reduced costs: Loadsmart saved upwards of $130k per year in labor, tooling and hiring costs of the next rep.
✅ Streamlined Operations: Loadsmart automated prospecting to cold leads, MQLs and re-engaging with close lost accounts.
Conclusion
Loadsmart’s transition to Rocketbrew highlights the importance of leveraging AI and automation to unlock pipeline efficiency. For teams targeting enterprise accounts with long sales cycles, basic sequencing software may not be sufficient considering the amount of research and personalization needed to break into these accounts.
By leveraging Rocketbrew’s all in one automated outbound engine, Loadsmart is uniquely positioned to outcompete rivals in the space.
Check out how Rocketbrew can work for your organization here.
