Sales outreach · Production

BlueGrace Logistics gets 88% lift in reply rates using Gong Engage

The problem

BlueGrace's full-cycle sellers worked in legacy tools with disjointed workflows that lacked personalization support, causing wasted time on admin tasks and tool switching while producing poor outreach response rates. Sales leaders had limited visibility into seller performance, and siloed teams with fragmented data made coaching a guessing game.

First attempt

Legacy sales engagement tools forced 'spray-and-pray' outbound tactics that produced low-quality engagement and poor response rates, and all performance data was anecdotal or self-reported, making pipeline predictability impossible.

Workflow diagram · grounded in source
1
Lead-to-close managed in Gong
trigger
“Today, his full-cycle reps manage their entire lead-to-close sales process in Gong.”
2
Streamlined flows with templates
output
“Bryce's teams now use streamlined flows for activities, events, and key industries, all of which include email templates and phone scripts that can be personalized.”
3
AI call summaries and to-do lists
ai_action
“With generated call summaries and prioritized daily to-do lists, for example, sellers spend less time on administrative tasks and more time making calls and sending personalized emails.”
4
Salesforce data in Deals board
integration
“The sales (and revenue) teams see their Salesforce data in Gong's "Deals" board, which helps with precise pipeline management. Everyone updates their opportunities and revenue predictions directly in Gong, so there's no platform switching.”
5
Leader coaching from insights
feedback_loop
“With Gong's full visibility into the highlights and next best steps in each account, sales leaders have the insights they need to coach their teams to more closed-won deals. Plus, leaders can quickly review call summaries and key perform…”
Reported outcome

Using Gong Engage, BlueGrace achieved an 88% lift in reply rates (from 16% to 30%), sellers executed 52% more calls and emails, touched 49% more accounts, and new hires delivered 2x expected revenue productivity.

Reported metrics
Outreach reply rate lift88%
outreach reply rate before Gong Engage16%
outreach reply rate after Gong Engage30%
Sales calls and emails executed52% more
Show all 6 reported metrics
outreach reply rate lift88%
outreach reply rate before Gong Engage16%
outreach reply rate after Gong Engage30%
sales calls and emails executed52% more
accounts touched49% more
new hire revenue productivity2x the expected
Reported stack
Gong EngageGongSalesforce
Source
https://www.gong.io/customers/case-studies/how-bluegraces-reps-got-an-88-lift-in-reply-rates-using-gong-engage
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Using Gong Engage, BlueGrace achieved an 88% lift in reply rates (from 16% to 30%), sellers executed 52% more calls and emails, touched 49% more accounts, and new hires delivered 2x expected revenue productivity.

What tools did this team use?

Gong Engage, Gong, Salesforce.

What results were reported?

Outreach reply rate lift: 88%; outreach reply rate before Gong Engage: 16%; outreach reply rate after Gong Engage: 30%; Sales calls and emails executed: 52% more (source-reported, not independently verified).

What failed first in this deployment?

Legacy sales engagement tools forced 'spray-and-pray' outbound tactics that produced low-quality engagement and poor response rates, and all performance data was anecdotal or self-reported, making pipeline predictabil…

How is this sales outreach AI workflow structured?

Lead-to-close managed in Gong → Streamlined flows with templates → AI call summaries and to-do lists → Salesforce data in Deals board → Leader coaching from insights.

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