Offering a Starbucks “corner café” solution in B2B
The challenge
“
- How to support Starbucks in prospecting the B2B sector (companies with > 2,000 employees) in adopting a Starbucks corner.
- Campagne de Lead Gen campaign (LinkedIn) and MQL management in SQL
”
The solution
- A dedicated SDR
- A tailor-made digital campaign for the College & University and 4- and 5-star hotel sectors
- Outbound calls to College & University + 4- and 5-star hotel targets
- Target Food & Beverage Managers
- Identification of MQL
- Qualification in SQL and organization of appointments for Nestlé Pro KAMs Nestlé Pro
The extra touch
- 70% conversion rate
- Increased conversion on contacts who benefited from tailored sales pitches
- 4,400 hot leads generated/year
- Volume of qualified hot leads generated to meet needs
