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259 Trucks Onboarded in 90 Days
The Challenge
A growing tech-driven truck factory company wanted to rapidly scale its carriers’ onboarding efforts. Their platform, designed to provide fast access to funds, invoice factoring, accounts receivable automation, and smart business banking, was ready to increase their sales efforts. However, the company lacked a structured inside sales operation capable of sustaining the high-volume outreach and inbound workload required to onboard carriers at scale.
The company needed a reliable, high-performing inside sales team that could manage high call volume, convert warm leads, and feed a steady pipeline of approved carriers into their factoring platform.
The Solution
Avanza deployed a team of 6 dedicated Inside Sales professionals trained specifically for the freight factoring vertical. Each Inside Sales team member was integrated into the client’s workflow and tasked with a structured daily cadence that included:
- Inbound sales line management: answering calls from carriers interested in the factoring platform.
- Warm lead follow-ups: engaging with pre-qualified prospects to drive conversions.
- Outbound prospecting calls: proactively reaching new trucking companies to expand the pipeline.
Each Inside Sales team member handled approximately 70 calls per day, resulting in a combined team output of roughly 420 calls per day and over 37,800+ calls across the 90-day engagement period.
Structured Conversion Pipeline
The process was designed to maximize efficiency and ensure a seamless handoff between sales and operations:
- Lead Engagement: Inside Sales professionals contacted warm leads and handled inbound inquiries, qualifying carriers for the factoring platform.
- Handoff to Compliance: Interested carriers were passed to the client’s Conversion & Compliance Team for documentation verification and eligibility review.
- Onboarding & Activation: Approved carriers were onboarded onto the platform and began factoring operations immediately.
This structured approach ensured that Inside Sales efforts translated directly into funded, active carriers, eliminating wasted effort and accelerating the onboarding cycle.
The Result
Within 90 days, the nearshore Inside Sales team delivered consistent, measurable results:
The combination of high call volume, warm lead engagement, and a rigorous compliance process produced steady, month-over-month growth in carrier onboarding. The team maintained consistent production throughout the engagement, demonstrating the scalability and reliability of Avanza’s nearshore staffing model.
The Inside Sales team handles approximately 70 calls per day per team member. This includes inbound sales line calls, warm lead follow-ups, and outbound prospecting calls. With 6 Inside Sales professionals, the team produces a combined output of 420 calls per day.
Over the course of 90 days, the team completed over 37,800 calls. The structured process ensured that every qualified carrier was passed to the Conversion & Compliance Team for documentation verification and onboarding into the factoring platform.
259 carriers were onboarded and activated on the platform within the 90-day engagement period. Monthly production remained steady and consistent, demonstrating the scalability of the Inside Sales model and a reliable pipeline from first call to funded carrier.
The combination of high call volume, warm lead engagement, and a rigorous compliance process created a repeatable system for carrier acquisition. Avanza's nearshore Inside Sales team delivers the same quality and intensity as a domestic operation, purpose-built for the freight factoring vertical.
The Result
High call volume + warm leads + a structured compliance process = 259 trucks onboarded in 90 days.
This case demonstrates how a purpose-built nearshore Inside Sales team can drive rapid carrier and owner-op onboarding for FreightTech platforms, delivering the same quality and intensity as a domestic team, at a fraction of the cost.
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