Challenge: New Horizons, an independent IT training company, realized their sales team was not utilizing social media to its full potential to find new prospects and push their business forward.
Actions: New Horizons used LinkedIn as a way to build their social media existence, making their social cycle more efficient, gaining new leads and overall gaining more business.
Results: With LinkedIn, the sales team was able to close a $25K deal in just 5 days after contacting the new prospect. The sales team increased their ability to follow the same trend line, as well as other LinkedIn searches. They also increased their number of contacts, thus leading to more opportunities. [i]
Check out more tips like this in Erik Qualman’s book, How to Sell on LinkedIn.
[i] LinkedIn. “Sales Navigator Builds Pipeline Through Increased Lead Flow and Insights to Use When Reaching Out.” LinkedIn Sales Solutions. 2013. Accessed July 15, 2016. https://business.linkedin.com/content/dam/business/salessolutions/global/en_US/site/pdf/cs/linkedin-new-horizons-case-study-en-us.pdf