Providing front-end sales for Trail in the Hospitality & Leisure sectors to generate £125k MRR.

Trail’s primary focus is multi-site restaurants, pubs & bars. Like many businesses that supply these industries, Trail felt the effects of COVID-19. At the same time, the pandemic made their safety and effciency functions more crucial than ever.

Determined to maintain their sales functions with maximum effciency, Trail approached durhamlane for support. Their aim was to achieve 30% domestic market share, with wider ambitions to grow their presence in other territories and new verticals in the future.

durhamlane specialise in functioning as an extension of our clients’ sales & marketing teams. As such, we worked in tandem with Trail’s in-house sales and marketing people, aligning our front end sales function with their ongoing campaigns in order to qualify leads and set up demos.

As well as qualifying leads generated by Trail’s in-house activity, our team were also able to generate leads through social selling cold outreach tactics. After achieving early success with Trail’s primary audience of small- and medium-sized hospitality and leisure
organisations, the durhamlane team were able to widen the scope and begin targeting enterprise accounts.