sales navigator cases
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“Before, our reps were doing an hour’s worth of research to get the right information to have that first touch with the customer. They would contact 8 or 9 prospects on any given day. LinkedIn Sales Navigator’s helped us take that hour down to just minutes.”
Brad RinklinChief Marketing Officer
Before Sales Navigator
It was time consuming to identify and engage the right decision makers and build credible relationships.
A New Approach
With LinkedIn Sales Navigator, Akamai’s sales team was able to get more warm introductions to the right C-level execs and make more meaningful connections.
Success with LinkedIn
About the company
Akamai is the leading cloud platform for helping enterprises provide secure, high-performing user experiences on any device, anywhere.
Cut sales cycle from 6 months
Built trusted relationships with to 1 month
prospects by leveragingkey insights
“We are now able to search for specific industries and geographical regions, and target decision-makers at companies that would benefit from a relationship with us.”
Kevin ThorntonInformation Systems Manager
Before Sales Navigator A New Approach Success with LinkedIn
About the company
Bronto Software is a leading provider of email and cross-channel marketing solutions for commerce-focused companies.
800% increase in prospected deals over first year of using Sales Navigator
With Sales Navigator, up-to-date profile information enabled reps to identify strong prospects, and new decision-makers.
A fluid customer base with high employee turnover proved difficult to target the right decision-makers
Victor Magarino PenalbaSales and Marketing Director
“Every week we’re closing 2 or 3 VIP Meetings,we simply couldn’t do this without LinkedIn”
Before Sales Navigator
Databases of leads were failing to connect Communycarse with decision-makers for its business intelligence solution, causing friction between sales and marketing
A New Approach
Up-to-date profile information connected sales teams to relevant decision-makers in wholly new categories, and boosted collaboration and morale within the business
About the company
Communycarse is one of Spain’s leading enterprise content management and IP communications players and has recently launched a highly disruptive video intelligence solution into the market
20% increase in conversion rates for core business
Dramatic increase in awareness for new products 2 to 3 strong leads every week
“LinkedIn Sales Navigator is the best tool oursales team has for our social and target account selling”
Before Sales Navigator
The multi-threading required to negotiate complex buying committees was highly time consuming, with deals taking a long time to close
A New Approach
Social selling features enable sales reps to build comprehensive account lists more efficiently, and prioritise outreach efforts, sharing connections to plan more effective approaches
Success with LinkedIn
About the company
Eloqua’s revenue performance management solutions help companies uncover business insights to inform marketing and sales strategies, and drive revenues
20 days cut from sales cycle 30% higher engagement by sales reps with
prospects 15% more reps exceed quota
Dennis DresserVP Americas Sales
“I called on companies for 2 years without getting a meeting, and within 3 months of using Sales Navigator, I was able to get in the door. We haven’t found a better source for getting to the proper contact as quickly as we can than with LinkedIn Sales Navigator.”
About the company
First Business is a locally managed company that specializes in commercial banking, asset-based lending, investment management, and more.
Lynn SigfredVice President
Before Sales Navigator
Getting access to the right decision maker took time and effort.
A New Approach
With LinkedIn Sales Navigator, First Business Bank’s sales team was ableto build more high quality leads and get warm introductions to the right contacts.
Success with LinkedIn
3-4x higher meeting success
More effective salesrate with TeamLink
prospecting with Lead Builder
Before Sales Navigator
Finding and building the right relationships across large, cross-functional decision making teams was time-consuming.
A New Approach
With LinkedIn Sales Navigator, the sales team discovered new relationship-building opportunities within their target accounts.
Success with LinkedIn
About the company
Hyland is a vendor for enterprise content management products like OnBase, a suite of solutions to help streamline case-management processes and increase efficiency.
“So we've reduced sales cycles ... 30 [to] 60 percent, which has been huge for us when you consider [it’s usually] 12 to 18 months. If you can condense that to four to seven months, that's a big deal.”
Sales cycle is 60% shorter with Sales Navigator
Prospecting time cut in half More effectively engage decision makers
Mike CachatIndustry Account Manager – Insurance Solutions
“Through Sales Navigator, a BDM identified that one of our staff went to school with the COO of the equity firm that owned a prospective company; they were family friends for 23 years and we won the account.”
Before Sales Navigator
Struggled with reaching a niche target audience due to low brand awareness and unreliable client databases.
A New Approach
With LinkedIn Sales Navigator, Sales is able to generate new leads and identify mutual connections to expand opportunities in niche markets.
Success with LinkedIn
About the company
Macquarie Telecom provides combined hosting, cloud, and telecommunications solutions to Australian business and Federal Government customers.
Achieved 100% ROI in 90-day Sales Navigator pilot
Discovered a connection that led to an account worth $85,000 in revenue per month
Luke CliftonGroup Executive, Sales and Marketing
“LinkedIn’s capability to allow us to find prospective customers and listen to their market challenges has certainly played a large part in this [market expansion].”
Before Sales Navigator
They were searching for a superior sales system both for internal use and to recommend to their clients
A New Approach
With LinkedIn Sales Navigator, Sales can optimize outcomes by simplifying communication with prospects and sharing thought leadership content to targeted groups
Success with LinkedIn
About the company
MHI Global is a sales consulting company that helps clients overhaul their sales techniques, re-energize their sales force, and fine-tune their customer interactions.
Increased sales revenue by 22% with half the salespeople
Closed a $250,000 key account Expanded revenue stream from 3 to 6
verticals
John DouganClient Director, Sales and Marketing
“Sales Navigator has a direct impact on sales of financial products. The ROI on the meetings we’ve obtained by using LinkedIn and the educational curriculum is 400%.”
Martin GagnonSenior VP of Intermediary Business Solutions
Before Sales Navigator
In a highly regulated industry, it was challenging for NBC wholesalers to differentiate themselves and establish new business relationships.
A New Approach
With LinkedIn Sales Navigator, NBC wholesalers can find and engage new prospects and share thought leadership content.
Success with LinkedIn
About the company
National Bank of Canada (NBC) is the sixth largest commercial bank in Canada, and was ranked third in Bloomberg’s 2011 list of “The World’s Strongest Banks.”
Over 500 Advisors participated in LinkedIn Training with NBC
400% ROI within 10 months 36% average growth in Monthly Net Sales with
Sales Navigator
“Sales Navigator is embedded in almost every stage of the sales process. It has become mission-critical for our team.”
Before Sales Navigator
Netsuite needed a solution to energise its sales teams, boost productivity and ensure more efficient account planning
A New Approach
Sales Navigator promotes more collaborative working within organisations, sharing contacts and enabling reps to make direct contact with high-level decision-makers
Success with LinkedIn
About the company
NetSuite Inc. is the industry’s leading vendor of cloud-based business accounting and ERP software suites, and enables companies to manage core business operations through a single system
7x increase in second-degree connections The sales team’s network grew from 15,730 to
115,891 15% more reps exceed quota
Jake HofwegenVP Global Sales Operations
“We use LinkedIn Sales Navigator for every single deal. It dramatically reduced the length of time to acquire a merchant.”
Paul Weingarth Head of Field Sales, Australia
Before Sales Navigator
Acquiring rich data for sales leads was expensive. Plus, data scrubbing was time consuming.
A New Approach
With LinkedIn Sales Navigator, PayPal’s sales team was able to get more accurate sales leads and speed up their sales cycle effortlessly and inexpensively.
Success with LinkedIn
Achieved almost 3000% ROI Reduced sales cycles by 25% Over $300,000 in revenue in
About the company
PayPal is the leading international e-commerce business that facilitates online payments and money transfers.
the first year.
“It’s made our blueprinting process a whole lot easier and enabled us to work smarter. You can pinpoint the exact person you should be speaking to.”
Ciara LucyDirector of Marketing Programmes, EMEA, India & Canada
Before Sales Navigator
Blueprinting prospects with complex buying committees was a time-consuming process that held back sales teams’ effectiveness.
A New Approach
More accurate, detailed profile data through LinkedIn enables sales teams to quickly map organisations. Reaching out through LinkedIn groups has helped create warmer leads.
Success with LinkedIn
22x ROI for Sales Navigator $900K in directly attributable revenues in 18
months Social selling effectiveness up 28% (Social Selling
Index)
About the company
PGi’s cloud-based solutions offer a simpler and nimbler approach to conferencing, with scalable solutions for businesses of all sizes. It has more than 45,000 customers, including 75% of the Fortune 100.
“Our team is securing prospect meetings, and valuable opportunities thanks to LinkedIn’s Sales Solutions. Currently 18 deals sitting inthe pipeline were sourced by LinkedIn”
Jeremy HarphamProduct Marketing Manager
Before Sales Navigator
Outbound marketing and cold-calling were losing effectiveness as IT buyers conducted their own research on social media.
A New Approach
Sales reps are using Sales Navigator’s Lead Builder and TeamLink features to navigate complex buying committees and generate warm introductions through senior executives’ contacts.
Success with LinkedIn
Shortened sales cycle, closing deals within 6 months
In first 6 months, 18 pipeline deals attributable to LinkedIn
70% of Sales Team are Power Users (5+ days per week)
About the company
The brand name Pitney Bowes is traditionally associated with mailing solutions and franking machines. However, the company is actually one of the world’s top 100 software providers and raising its profile in the space.
“LinkedIn Premium has the best ROI of any lead generation tool we are using.”
Before Sales Navigator
Reis needed a solution to increase the effectiveness of its Inside Sales team, and motivate team members to perform at a higher level
A New Approach
Benchmarking reps’ use of Sales Navigator has helped to embed best social selling practice across the team, whilst demonstrating Reis’s commitment to Inside Sales’ success
Success with LinkedIn
About the company
Reis, Inc. is a US-based provider of impartial commercial real estate performance information and analysis at the metro, submarket and property level
100% of reps report improved performance Sales Navigator-enabled deal delivered 100% of
monthly quota for one rep
Dana StetsonVP of New Business Sales
“Sales Navigator transformed our sales process by finding and engaging the right decision makers with relevant content and key insights in a programmatic way.”
Mark GhaderiProduct Marketing Manager
Before Sales Navigator
SAP needed to navigate new, fast-moving buying committees for cloud solutions, among prospects and existing clients.
A New Approach
Targeted prospecting enabled Inside Sales to engage a CXO audience at scale, whilst multi-threading and deep account penetration managed the cloud transition at existing clients.
Success with LinkedIn
About the company
SAP is the world leader in enterprise software and related services, and the world’s largest provider of cloud solutions. In total, 80% of Fortune 1000 companies use its Enterprise Resource Planning (ERP) system.
$4 million attributable revenues Sales pipeline up 40% Effective across North and South Asian
markets.
“In the past 18 months, we’ve generated $1 million in new revenue –and LinkedIn Sales Navigator has been instrumental indriving that increase.”
Eric MarcyDirector, Sales Development and Performance
Before Sales Navigator
SAVO lacked accurate data to target the right decision-makers, with a shortage of rich background info for crafting sales campaigns.
A New Approach
Detailed searches by geography and job title enable in-depth mapping of organisations, with deep background enabling a more effective social selling approach.
Success with LinkedIn
About the company
SAVO is a leading provider of Sales Enablement solutions, with applications that address all aspects of the Sales Enablement challenge: people, process, content and technology.
$1 Million in net new revenue Engagement amongst VP audience up from
20% to 50% Pipeline of qualified leads Accelerated sales cycle
“With Sales Navigator we are able to contact decision-makers at tier 1 companies where previously the team was often struggling to connect. My team absolutely loves it because cold calling can be difficult and LinkedIn provided the perfect transition and quick wins.”
Before Sales Navigator
Weight Watchers Australasia wanted to transition from a heavy reliance on referrals to active lead generation.
A New Approach
With LinkedIn Sales Navigator, sales reps can easily generate new leads, connect directly with decision makers, and proactively engage prospects in new market segments.
Success with LinkedIn
About the company
Weight Watchers is the world’s leading weight loss company, that has increased its focus on its At Work corporate program.
Achieved 100% ROI in 30 days Tripled lead database in
6 months Response rate and conversion rate significantly
increased
Duncan EllisNational Corporate Sales Manager, ANZ