How DERICHEBOURG Multiservices Deploys a Global Strategy with Sales Navigator
• DERICHEBOURG Multiservices is a complex global organization, offering outsourced services for multiple major industries including industrial/service companies, public services, and local governments. • Decision makers have expanded beyond Purchasing Departments and into other business units like Human Resources, Work Environment, and Boards of Directors, creating a difficult prospecting scenario in highly competitive markets. • “Multiplying contacts is no longer enough,” according to Silvine Thoma, Marketing & Communication Senior Manager. “We needed a tool that could save time and help our sales teams as well as identify new opportunities.”
• DERICHEBOURG’s Communications Department, which coaches the sales teams, adopted Sales Navigator and distributed about 25 licenses among reps. • The goal was to help salespeople: identify purchase influencers; arrange calls and meetings with key stakeholders; build relationships and develop new markets; and grow pipeline.
• With improved sales intelligence and collaboration, DERICHEBOURG Multiservices generated €803 million in 2018 • Derichebourg attributes numerous large contracts to opportunities made possible by Sales Navigator and LinkedIn.