The Challenge
Shifts in buyer behavior and the disruption caused by COVID-19 exposed weaknesses in traditional, human-centric sales processes across many industries. As Gartner highlighted in its AI Guided Selling report, organizations needed to rapidly modernize sales operations to remain competitive. Purolator sought greater foresight into its sales pipeline, improved forecast accuracy, and more effective coaching tools to increase win rates across its growing sales organization.
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Sales processes relied heavily on human judgment and in-person interactions.
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Limited predictive insight into win rates and forecast outcomes.
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Need to focus sales efforts on the strongest opportunities across a fast-growing business.
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Desire to reduce churn risk and improve conversion rates.
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Requirement for scalable, real-time guided selling tools across North America.
Purolator needed AI-driven guidance to improve sales effectiveness in a rapidly changing environment.
Purolator is a leading international courier, freight, and logistics company, handling over 100 million shipments annually and generating more than $1 billion in revenue.
With 13,000+ employees and a vast operational network across North America, Purolator is known for its forward-thinking use of AI and advanced analytics to drive continuous improvement, particularly during the high-pressure period of the COVID-19 pandemic.
”AI is a long-term journey and it can be uncannily accurate once you build the right data foundations. Their software has built a powerful data completeness layer that increases Salesforce adoption rates as a booster to ensure the advanced analytics methods are statistically valid; and by leveraging the powerful predictions in SalesInsights, Purolator has successfully increased our win rates and improved our sales forecasting process.
Jeff GreenSVP Sales & Customer Experience
The Solution
Purolator selected SalesChoice’s Insight Engine™ to guide its North American direct and indirect sales teams. As a Salesforce ISV Partner, SalesChoice built customized AI models tailored to Purolator’s unique data and sales realities, ensuring accuracy, relevance, and trust in the predictions.
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Customized AI models for new and renewal opportunities across six divisions.
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Division-specific insights revealing distinct win drivers by region and business unit.
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Integrated SalesChoice Insight Engine™ with Salesforce Einstein and Purolator’s BI layer.
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Delivered real-time guided selling insights and prioritization within Salesforce.
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Embedded coaching recommendations to support sales execution and deal progression.
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Ensured data completeness and integrity to support statistically valid predictions.
The solution blended predictive AI with existing Salesforce intelligence—without disrupting workflows.
The Results
By embedding AI-guided selling directly into its sales operations, Purolator improved forecast confidence, increased win rates, and strengthened coaching effectiveness across teams.
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Increased sales win rates through better opportunity prioritization.
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Improved forecast accuracy with AI-driven predictive insights.
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Enabled real-time coaching to support sales teams in the moment.
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Increased Salesforce adoption through data completeness and usability enhancements.
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Established a scalable AI foundation to support long-term sales transformation.
Purolator gained smarter selling, stronger forecasts, and a competitive edge through trusted AI.
