Hi everyone,

Happy Monday! I’d like to share a new case study with you today. The story of TELUS, a dynamic, world-leading communications technology company based in Canada, will resonate with many, and some of their challenges before investing in Sales Navigator may sound familiar to you as well. TELUS saw how pandemic conditions forced business transactions to take place entirely in the digital space, which helped their sales enablement team identify an opportunity to fully embrace a virtual selling strategy.

Through this investment, TELUS wanted to enable sales executives to connect to the right buyer personas, leveraging existing relationships to reach decision makers and accelerate their overall sales velocity.

Here are three summarized results TELUS saw, but make sure to check out the full case study for more information:

• A new sales strategy: “We created a strategy where you socially surround the buying committee. In order to do this, you need several connections within the account that are going to help qualify your opportunity.” – Paul Bleier, Director of Sales Enablement
• Finding the right buyers at the right times, leading to:
  • Sales Navigator influencing 82% of all closed won revenue in Q3 and Q4 in 2021
  • 209% increase in deal size in the closed won opportunities influenced by Sales Navigator
• Building resources to onboard faster – The Sales Performance Culture team at TELUS built an internal site dedicated to social selling resources to make the onboarding and education process easier.

Thank you and happy selling,

Eva C.