LANXESS, a Germany-based company in the chemistry industry faced the typical challenge of not knowing who are the decision makers to reach out to and build strong relationships with. Traditional cold calling was an ineffective way for account manager, Giacomo Viscardi, to find new business opportunities. With no easy way to identify the right contacts at new companies, most of his outreach fell on deaf ears.
That changed when Giacomo started leveraging Sales Navigator. By inputting relevant filters, he could uncover potential clients and the specific decision-makers to target in just minutes. Armed with insight into prospects, Giacomo was able to personalize his initial outreach.
Using Sales Navigator’s advanced search doesn’t just save me a lot of time when prospecting, it also helps me find conversation starters so I can strike up a dialogue." – Giacomo Viscardi, Account Manager, Global Sales Smart EP Solutions, LANXESS
In one successful example, Giacomo used Filters to zero in on a plastics company. He discovered the Head of Purchasing and was able to connect via a personalized LinkedIn InMail. This led to an intro phone call where additional contacts were provided.
The ability to move from stranger to warm contact so quickly has transformed his business development efforts. By streamlining his prospect research, Sales Navigator enabled Giacomo to engage buyers effectively right from the start. His experiences show how the platform can turn cold calls into profitable warm sales conversations at scale.
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