A Georgia freight brokerage was losing its selling day to admin work. Rebuilding the pipeline around how loads are actually sold turned clicking back into conversations.
Boost Transport moves freight out of Gainesville, Georgia. The firm brokers loads, runs warehousing and manages whole supply chains for manufacturers that want one partner rather than five.
Sales ran on Salesforce. The platform could do almost anything, which turned out to be the problem. Every simple action carried a string of administrative steps nobody had asked for.
A second attempt with Zoho went the other way. It was easier to use, and it would not bend to the way freight is actually sold.
Justin Smith became president in early 2025. He had rolled out Pipedrive at other companies before, so the diagnosis did not take long.
What was actually going wrong before anything changed, and why it stayed that way so long.
The bottleneck was not the pipeline. It was the distance between a rep deciding to do something and the system letting them do it.
Scheduling a single follow-up took twenty five clicks. No one click is a problem. Twenty five of them, every time, is a tax on the working day.
Freight is sold on variables a generic CRM does not ship with. Equipment type, service area and the freight forecast decide the load, so a pipeline that cannot hold them cannot show the truth.
Built inside the tools the company already paid for. Nothing exotic, put together in a different order.
Pipelines, products and data fields were rebuilt around the variables that decide a load. Shipment type and customer spend became real fields, so reporting could finally see them.
PipedriveWeb forms sit on the website and behind an internal referral link. A lead typed in by a colleague lands in the same pipeline as a lead from the site.
PipedriveA won deal opens a project that walks the customer through onboarding. The transport management system, the phone tool and the document tool write back to the same record.
Pipedrive
Microsoft 365The before column is where the company started. The after column is where it landed once every system was running.
| Metric | Before | After |
|---|---|---|
| Clicks to schedule a follow-up | 25 | A couple |
| Sales platform | Salesforce | Pipedrive |
| Admin time per task, per rep | 40 sec more | 40 sec less |
Pipedrive helped me overcome one of the biggest challenges in sales: too many clicks.
We are letting our sales team focus on thinking and being creative instead of clicking.
Every story leaves one. Reading it is cheaper than learning it the slow way.
Two platforms were tried before this one. The lesson was never that Salesforce is weak, it was that a process nobody can run at speed is not a process.
Nothing here is exotic. Custom fields, web forms and a projects board are ordinary features of a CRM most brokerages already pay for.
The money came from matching those features to how freight is really sold.
The points the story turns on, in the order they happened.
Less operational workload: 30%
Read the caseTickets answered by the agent: 54%
Read the caseThe auditoría de IA y operaciones finds it, prices it, then hands you a plan in two working days. Your fee comes off the first thing you build with us.
