Case study: building a predictable prospecting machine for a last-mile delivery marketplace

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Nash Case Study

Name: Nash (usenash.com)

Industry: Marketplace. Nash offers a user friendly API and a platform that creates a marketplace for restaurants and other instant food order providers and delivery drivers

1. The challenge

Nash's first obstacle in their sales approach revolved around timely and accurate data collection of data that can be used in their sales outreach. The initial focus was on the supply side - organizations that sold food via their own online sales channels, such their website or an app.

Our role was to support facilitate a predictable prospecting process to acquire decision makers from hard-to-get organizations.

2. Our strategy

Our approach wasn't focused just one one stream of data.
Multiple sources were used to gather the information, including:

  • Directories
  • LinkedIn
  • Pitchbook.com 

The goal was to gather data of two key decision makers, preferably at different positions, that would be suitable and relevant in Nash's outreach.

The following data was collected:

  • Full name
  • Position
  • Valid company email
  • LinkedIn URL
  • Website
  • Background information

3. The launch

The launch of this campaign was relatively standard in our approach.

At Yantle, we use our proven and tested tool kit and processes to gather accurate information in the shortest possible time for projects just like this.

4. Results

We established a predictable and scalable process that produced the right prospects on a daily basis.

The team at Nash could rely on the data accuracy just as the continuous flow of new prospects that fueled their sales outreach. 

With a prospecting system in place, our client was able to focus on other, more high-priority tasks, such as writing of sales cadences, sales meetings, and improving their API platform.
Access sample data from this campaign.

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