CASE STUDY · BRANDING & MERCHANDISE
From Pipeline Challenges to Consistent £40k Sales Wins
How targeted B2B prospecting helped a branding and merchandise provider generate qualified meetings and signed business.
Reported monthly averages across a 12-month engagement.
01 · The Challenge
Closing wasn't the problem.
Our client, an established branding and merchandise provider, had a strong ability to convert qualified sales opportunities into paying customers.
Their challenge wasn't closing business. It was generating enough of the right conversations in the first place.
Without a consistent flow of qualified appointments, their sales team wasn't able to fully capitalise on its commercial capabilities.
They needed a reliable outbound prospecting function capable of reaching Marketing Directors, identifying relevant opportunities and consistently filling the front end of their sales pipeline.
02 · Our Approach
Targeted outbound appointment setting.
A targeted B2B outbound appointment-setting campaign was implemented, focused on engaging Marketing Directors at prospective customer organisations. The campaign concentrated on three core objectives:
- Targeted decision-maker engagement: reaching Marketing Directors through proactive outbound sales conversations.
- Qualified appointment generation: identifying relevant prospects and arranging sales meetings for the client's commercial team.
- Pipeline development: generating additional marketing-qualified leads for future nurturing and follow-up.
This allowed the client's sales team to focus on its strength: presenting solutions, developing relationships and converting qualified opportunities into signed business.
03 · The Results
Average monthly outcomes.
Across the 12-month engagement, the campaign delivered the following average monthly outcomes:
- 8 qualified sales meetings with prospective customers.
- 20 additional marketing-qualified leads for future pipeline development.
- An average of approximately 1 signed deal per month originating from the qualified meeting pipeline.
- £40,000 average order value for signed business.
- Approximately 1 in 8 qualified meetings converting into signed business (around 12.5%).
The approximate 12.5% meeting-to-deal figure is calculated from reported average figures and is not a verified cohort conversion rate. Qualified meetings and additional marketing-qualified leads are separate measures. The £40,000 figure is average signed order value, not profit or verified incremental revenue. These monthly averages do not establish a cumulative number of signed deals.
04 · The Commercial Impact
More time on qualified opportunities.
By outsourcing the front end of its sales process, the client was able to concentrate internal resources on qualified opportunities rather than spending additional time generating initial conversations.
The campaign provided a consistent flow of appointments alongside a wider pool of marketing-qualified leads.
Most importantly, it helped connect proactive outbound sales activity with tangible commercial outcomes.
05 · The Takeaway
More opportunities to do what you do well.
A business doesn't always need to change how it sells. Sometimes, it simply needs more opportunities to demonstrate what it already does well.
Targeted prospecting, qualified conversations and consistent pipeline development helped this branding and merchandise provider turn an inconsistent front-end sales process into a repeatable source of commercial opportunities.
This case study reflects the delivery experience behind Elara Partners. The campaign was delivered through the existing business behind the Elara Partners brand; these historical results are not presented as independent delivery by a newly formed legal entity. Reported outcomes are not guaranteed or typical results for every client.
All client results