LinkedIn Case Study: Sales Team Increases Efficiency by Ranking Contacts

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

About the Author: Erik Qualman

Often called a Digital Dale Carnegie and The Tony Robbins of Tech, Erik Qualman is a #1 Best Selling Author and Motivational Keynote Speaker that has spoken in 49 countries.

His Socialnomics work has been featured on 60 Minutes to the Wall Street Journal and used by the National Guard to NASA. His book Digital Leader propelled him to be voted the 2nd Most Likeable Author in the World behind Harry Potter's J.K. Rowling. Qualman is a sitting professor at Harvard & MIT's edX labs.

His latest book What Happens in Vegas Stays on YouTube is a Pulitzer Prize nominated work.
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