A growth engine of sales efficacy
SUCCESS STORY
Tata Consultancy Services (TCS) is an IT services, consulting and business solutions organisation that is active in 55 countries around the world. As a business, TCS has identified strong growth potential in markets across APAC. While its well-trained consultants have successfully established relationships in key territory accounts, TCS continued to look for ways to supercharge growth, turning to LinkedIn Sales Navigator to help its team grow, retain and acquire customers.
THE OPPORTUNITY
Going deeper into growth markets
As a business, TCS has identified strong growth potential in markets across APAC.
While its well-trained consultants have successfully established relationships in key territory accounts, TCS continued to look for ways to supercharge growth by both acquiring new customers and growing existing accounts through effective cross-selling and up-selling.
THE SOLUTION
Driving productivity with sales intelligence
TCS for specific markets in APAC, turned to LinkedIn Sales Navigator to help its team grow, retain and acquire customers. Many different groups at TCS, including country leads, client partners in customer-facing roles and business development representatives, were onboarded onto Sales Navigator.
In addition to engaging key decision makers, TCS consultants needed to identify business buying groups within each account. They used Sales Navigator to find new leads and seek warm paths to make connections faster while discovering customer insights to personalise their outreach for better results.
THE RESULTS
Uncovering new leads
Using Sales Navigator, TCS consultants were able to identify new leads and prioritise accounts with the biggest opportunities.
Sales Navigator augmented TCS’ traditional sales tactics, enabling highly targeted sales outreach that would yield the best opportunities and outcomes for their team.
Deepening account insights
TCS consultants surveyed used Sales Navigator to uncover missing decision makers or influencers and close information gaps. The consultants reported how they were able to acquire reliable information about new, unlisted prospects, when secondary information was scarce. This helped them craft a more compelling sales pitch.
TCS consultants saved time with Sales Navigator alerts. They were notified about relevant news about an account or prospect immediately, which helped them personalise both the timing and content of their outreach.
On average, TCS consultants report that they have saved about 6.8 hours a month — time that they have put towards higher-value sales activities. With Sales Navigator on their team, TCS continues to win as the partner of choice in its growth markets.
ABOUT TCS
Tata Consultancy Services is an IT services, consulting and business solutions organization that has been partnering with many of the world’s largest businesses in their transformation journeys for over 56 years. Our consulting-led, cognitive powered, portfolio of business, technology and engineering services and solutions is delivered through our unique Location Independent Agile™ delivery model, recognized as a benchmark of excellence in software development. A part of the Tata group, India's largest multinational business group, TCS has over 612,700 of the world’s best-trained consultants in 55 countries.
INDUSTRY
IT Services, Business Solutions & Consulting
No. OF EMPLOYEES:
10,000+
HEADQUARTERS
Mumbai, India
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