Challenges: Apptio, a provider of SaaS-based technology business management solutions, found it difficult to classify roles and responsibilities of their LinkedIn contacts.
Actions: Sales reps took time to rank all their LinkedIn contacts by their role and responsibilities to the company.
Results: By ranking their contacts, the sales team became 30-40% more efficient using this social selling approach. The sales team also felt they built a higher level of trust with their stakeholders. [i]
Check out more tips like this in Erik Qualman’s book, How to Sell on LinkedIn. 
[i] LinkedIn. “Apptio Reaches Key Stakeholders with LinkedIn Sales Navigator,” LinkedIn Sales Solutions, 2013, Accessed May 20, 2016, https://business.linkedin. com/content/dam/business/sales-solutions/global/en_US/site/pdf/cs/linkedinapptio-case-study-en-us.pdf
