Greenhouse scales their global growth with Sales Navigator and Sales Insights

Greenhouse leverages Sales Navigator and Sales Insights to identify customer profiles and target accounts in markets that had previously been difficult to reach.

Donnelly explains how her team uses Sales Insights to find companies that are growing. “If a company is not growing, nor hiring, then it’s very hard to sell our product to these companies. Being able to look at companies’ growth a few different ways on Linkedin has been super powerful.”

Moran agrees: “As you’re figuring out which accounts to focus on and which individuals within those accounts to focus on, being able to filter accounts by buyer intent is key.”

The SDR team at Greenhouse values the scalability of LinkedIn sales tools. “As Sales Development leaders,” explains Donnelly, “we’ve had an SDR team as big as fifty, as small as ten, and anywhere in between. We always have to ask ourselves, ‘Do we have the right tech in place to support our team growth?’ I would tell any sales leader that this is a table-stakes tool you need to have, because it serves multiple functions within the SDR process that many tools just don’t touch.”

“I think about all the different tools we use that are integrated with LinkedIn,” reflects Donnelly, “and it speaks volumes to the value that LinkedIn brings and the multitude of areas it touches in the sales process. For us, it’s a source of truth for data such as headcount and company headquarters.”

The insights gained have helped Greenhouse maintain customer relationships, says Moran. “Once we identify the right accounts, we can dig deeper to gain insight into things like tenure within a seat, promotions within or movement to a company, and following folks that move between customer companies or previous pipelines. It really helps us to prioritize contacts within our target personas.”

Having both Linkedin Sales Insights and Sales Navigator working together has made all the difference in determining buyer intent.

“Sales Insights helps us identify the accounts within our addressable market that we want to strategically focus on,” says Moran. “Once we identify the right accounts and pull data from within those accounts, Sales Navigator takes over. Our teams are then able to leverage Sales Navigator to prioritize their accounts.”

These tools enable Greenhouse to adapt to changes in buyer behavior. “We’re already seeing that modern buyers are coming to sales interactions with more information year over year. LinkedIn Sales tools help us understand what resources companies and individuals are interacting with, and if and when they are researching our company or solutions like ours. Without being able to recognize those types of signals, you’re going to leave revenue on the table.”