Challenges

•  Prodware, a leader in digital transformation and provider of tech IT solutions, wanted to expand its digital strategy and diversify its lead generation techniques.
•  In efforts to take advantage of its team’s expansive networks, the organization sought to make social media and employee advocacy integral aspects of its growth efforts.

Solution

•  Setting reps up on Sales Navigator helped raise awareness around social networking and modern selling principles. The platform’s implementation helped spur critical behavioral change on Prodware’s sales team.
•  “Sales Navigator enablement was vital as the reps needed to improve their professional brands and have content to share,” says David Benguigui, Director of Marketing.

Results

•  Access to quality prospect data — illuminating key details like company information, job changes, and purchase signals — helps Prodware reps enter calls and appointments with the right insights to build momentum.
•  Using Sales Navigator in conjunction with Prodware’s CRM to track ROI has been a big driver for the program.
•  With support from Sales Navigator, Benguigui says Prodware has been able to “sign two great opportunities and generate additional pipeline.”