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Craft Brewer Secures B2B Sales Opportunities with Leading UK Retailers and Distributors

St Mel’s Brewing Company is an independent brewery specialising in the craft ales.

As part of a government initiative, they were selected to explore the UK market with a view to creating a sustainable UK market share and generating B2B sales.

To achieve these objectives St Mel’s required support to understand the market feasibility, whilst gaining traction within their target audiences to build a sustainable sales pipeline.

Securing the B2B Sales Appointment with Retailers.

JMB commenced the campaign by developing a sales pipeline of companies that reflected St Mel’s ideal B2B sales profile and buyer persona for B2B sales.

These targets ranged from independent FMCG retailers, hospitality groups, F&B distributors, wholesales and the UK’s largest supermarkets.

JMB’s inside sales team delivered a proactive outbound B2B telemarketing campaign to establish market appetite, gain insight and secure direct sales meetings with prospects.

The Results.

  • High-value meeting secured with companies such as TESCO, One Stop and key distributors
  • Streamlined sales process
  • Scalable sales model of continued growth

The pilot was highly successful in securing a number of high-value meetings providing a direct route to market and access to the commercial opportunities required for growth.

Market insight into buying cycles and the value chain also enabled St Mel’s to schedule further lead generation activity in-line with market demands for optimum campaign ROI.

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