Scaling Food Sustainability with Foodsteps

How Ethical Sales helped Foodsteps accelerate sales and expand its impact in the food industry.

Client: Foodsteps | Industry: Food Sustainability & Technology (SaaS)

Services Provided: Scale – Outsourced Business Development

Key Highlights:

  • Built a sales pipeline of over 900 key prospects across the food service and hospitality sectors.
  • Established new business relationships with sustainability-focused enterprises in Foodsteps’ target market. 
  • Secured qualified sales meetings with industry leaders in the food service industry.
Foodsteps Ethical Sales Case Study

The Challenge

Foodsteps, a pioneering UK-based food sustainability platform, sought to accelerate its commercial growth while maintaining its commitment to net-zero food systems. Its challenges included:

  • The incumbent sales and client success team at Foodsteps couldn’t take on outbound business development at the speed and scale needed. 
  • A shift in focus to a more direct sales approach targeting food service and hospitality businesses was needed to secure future opportunities as fast as possible.
  • Prospect data sets required significant expansion across the food service industry. 

The Solution

 Ethical Sales partnered with Foodsteps to deliver a tailored business development approach:

  • Targeted Outreach: Built and refined a dataset of 900+ prospects across restaurants, enterprise-level catering businesses and cookery schools.
  • Sector-Specific Engagement: Supported the team in developing case studies for different market segments, improving credibility and relevance.
  • Multi-Channel Sales Strategies: Leveraged LinkedIn, email campaigns and direct outreach to drive engagement and secure high-value meetings.

Implementation

Our approach included:

  • Data-Driven Strategy: Transitioned Foodsteps’ sales data to HubSpot, ensuring a structured and efficient outreach process.
  • Expanded Sales Team: Grew the Ethical Sales delivery team from 2 to 4 members to meet Foodstep’s evolving needs.
  • High-Impact Engagement: Implemented LinkedIn campaigns that generated 170+ new connections and increased brand awareness.

The Results

 Ethical Sales delivered measurable impact:

  • Sales Pipeline Growth: Developed a database of over 900 high-value prospects.
  • Qualified Sales Meetings: Secured sales meetings with leading food service companies interested in Foodstep’s solutions including Young’s Pubs, The Holland and Carnoustie Golf Club.
  • Market Positioning: Strengthened Foodsteps’ brand presence among sustainability-focused businesses through strategic outreach and content development.

Looking Ahead

As a result of our work with Foodsteps, the company is well-positioned for its next phase of growth. With the recent acquisition in 2024 by Registrar Corp, Foodsteps now has the opportunity to expand its impact globally, offering next-generation sustainability solutions to food businesses worldwide.

Do you want results like these? Book a meeting with us to discuss your business development needs.

"It's been a pleasure working with you and the team over the last few months – thank you for all your hard work and positive energy with the project, even though it was a challenging one at times!"
Client Success Director, Foodsteps