FreightWise turned Chambr into a pre-call warmup and call volume went up 25%
Tyler Gangestad had the coaching problem every freight sales leader has. Not enough hours. Too many reps. Roleplay scheduling that never worked out.
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Tyler Gangestad, VP of Sales, FreightWise
In the logistics space, especially with folks who don't understand our model, learning this industry is time-consuming. We've seen probably upwards of six months to a full year before somebody fully understands everything in the space: parcel, LTL, full truckload, TMS, the competition, what our value props really are, and how we work. That's a real, time-consuming process.
We've partnered with Chambr, and one of the things that brings value is you can do those role plays, those cold calls, where I don't have to sit on every single one of them. I can go back and coach after the fact.
With new reps who've been around a year or less on my team, I've definitely seen an improvement in their ability to rebut objections, in understanding their talk track and their flow on cold calls, and then the discovery calls, which we've all been roleplaying. That's been super beneficial in our one-on-ones.
Going through the full transcript, I can say, "Hey, the role play asked this and you didn't really address it. You jumped to this. Is it because you were uncomfortable? Is it because you didn't understand?" There are so many things I'm able to dive in and dissect that I would never be able to otherwise, because I just don't have the bandwidth to sit on every single call.
The hardest part of cold calling is starting. If you're forced to do a Chambr roleplay before a call block, it's way easier to just go on to the next one. And the next one.
Tyler Gangestad, VP of Sales, FreightWise About FreightWise
FreightWise is a tech-enabled freight brokerage and TMS provider that helps shippers optimize their logistics spend. Their sales team sells into operations, supply chain, and finance, a multi-stakeholder buy that forces reps to handle objections across a lot of different rooms.
The Problem
Tyler had four reps who'd been on the team under a year. Sharp, but with a clear gap: when a prospect pushed back, they redirected. Not because they didn't know the answer, but because they weren't comfortable going there.
Manual roleplay didn't fix it. Getting everyone on the same call was a scheduling fight. And running objections with a teammate who already knows the talk track isn't realistic; they let you off the hook.
When you're roleplaying with someone you work with every day, they might just say, "OK, you got me." That's not realistic.
Tyler Gangestad, VP of Sales, FreightWise Tyler couldn't sit on every call. And he didn't have the hours to roleplay with each rep, every week. The math never worked.
What Changed
FreightWise built one simple yet super effective habit: run a Chambr roleplay before the call block.
They started with Chambr's prebuilt bots, then built custom scenarios: a warm call with a Logistics Manager and a discovery call with a VP of Operations. The AI pushed back harder than most real prospects would. That was the point.
In Chambr roleplays, the bots probably push back and rebut more than a typical person. But that's the best training possible. My team keeps going, and they're winning most of the time.
Tyler Gangestad, VP of Sales, FreightWise The one-on-ones changed too. Tyler had the full transcript and the analytics on every rep. He could pinpoint the exact moment a rep ducked a hard question, knowledge gap or confidence gap, and fix that, instead of running drills from scratch.
The Results
Reps walk into live calls knowing the hard moments are already familiar. With Chambr handling the repetition, Tyler's one-on-ones stopped being general prep and started targeting the exact spots where a rep needed to sharpen.
In Their Own Words
Even Michael Jordan would wake up in the morning and shoot free throws. That's what Chambr roleplays do before a call session. I'd rather make mistakes in an AI roleplay than with a live prospect. It's harder and harder to get real people on the phone. When you do, you don't want to miss. This is the first real sales enablement tool we've invested in, and we're getting a lot of ROI from Chambr.
Tyler Gangestad, VP of Sales, FreightWise