The Brief
Nutritics, a cutting-edge provider of data-driven food analytics solutions, set their sights on dominating the UK hospitality sector. Despite having a robust in-house business development team, they faced two critical challenges:
1. Inconsistent lead generation: Their pipeline was unpredictable, leading to feast-or-famine cycles in their sales process.
2. Low-value prospects: Many leads had small budgets, hindering sustainable business growth.
The Solution
To address these challenges, Punch! deployed a comprehensive sales development strategy:
Market Mapping and ICP Definition: Our outbound strategists conducted a thorough analysis of the UK hospitality landscape, precisely defining Nutritics’ total addressable market (TAM). This crucial step laid the foundation for targeted outreach.
High-Value Lead Generation: Leveraging our proprietary data warehouse and advanced sales intelligence tools, we built an exclusive database of premium hospitality accounts. These leads were meticulously filtered to match Nutritics’ ideal customer profile (ICP), ensuring every prospect had: a) Strong buying signals indicating a potential purchase window, b) The optimal number of hospitality sites, c) Healthy annual revenue
Tailored Outbound Program: We designed and executed a custom outbound campaign that capitalised on Nutritics’ strong brand equity. Our approach included:
- Multi-channel outreach: Combining telemarketing, email marketing, and social selling for maximum impact
- Consultative selling: Engaging prospects with value-driven conversations rather than pushy sales tactics
- Sales enablement: Equipping our SDRs with in-depth knowledge of Nutritics’ solutions to handle complex inquiries
This strategic approach allowed Nutritics to focus their internal resources on closing deals while our dedicated SDR team generated a steady stream of high-quality leads, setting the stage for exponential growth in the UK market.
Results In The First 7 Months
Pipeline Generated
Sales Qualified Appointments
