What was the sales challenge?

PTC helps more than 28,000 customers worldwide achieve sustained product and service advantage. PTC’s technology solutions transform the way products are created, operated and serviced across the entire product lifecycle - from conception and design to sourcing and service. Founded in 1985, it employs over 6,000 professionals serving businesses in rapidly evolving, globally distributed manufacturing industries worldwide.

Who are the target audience?

PTC sales teams must reach and influence a range of target audiences: strategic sales reps need access to new decision-makers that control cross-selling opportunities. Hunter reps for the emerging sector known as the “Internet of Things” (enabling smart, connected devices to share data securely) must reach, nurture and convert leads amongst businesses that may have no prior dealings with PTC.

The Results

The sales enablement team deployed 501 licenses across PTC’s global sales operations, using a regional sales enablement structure to support reps in getting the most from Sales Navigator.

They enlisted high-profile sales executives such as regional VPs to help champion social selling and leverage their own LinkedIn network to facilitate warm introductions to new and existing customers. PTC distributed content on internal platforms for sales reps to share, and used LinkedIn’s Social Selling Index (SSI) to highlight best practice, share success stories and tailor training to the point that different regions and reps had reached in the journey.

"On a day-to-day basis, we’re using social selling and Sales Navigator to get our marketing messages out there and build relationships,” says Julian Lee. “We’re getting valuable company and contact intelligence: who the right contacts are, and who they’re connecting with. And we’re able to engage people through InMail leveraging the insights we have to share.”

After just one year, this approach had already resulted in major gains:

  • More than $4.5 million in closed deals influenced or supported by LinkedIn
  • $44 million of additional, LinkedIn-supported deals in open pipeline
  • Over 2,000 prospects reached and more than 260 meetings booked through Sales Navigator ROI to date of 20X
  • Net Promoter Score of 48for LinkedIn Sales Navigator amongst the PTC sales team, with over90% recommending continued Sales Navigator investment 

About PTC

PTC helps more than 28,000 customers worldwide achieve sustained product and service advantage. PTC’s technology solutions transform the way products are created, operated and serviced across the entire product lifecycle - from conception and design to sourcing and service. Founded in 1985, it employs over 6,000 professionals serving businesses in rapidly evolving, globally distributed manufacturing industries worldwide.

INDUSTRY: Computer Software
NO. OF EMPLOYEES: 5,001 - 10,000
HQ LOCATION: Needham, MA
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PROSPECTING EXISTING ACCOUNTS

"The ‘saved leads’ list is my constant go-to for prospecting. It makes it easy to stay on top of what’s happening with my most important leads.”

Deb Williams, Strategic Account Executive

 

ZEROING IN ON C-LEVEL LEADS

“LinkedIn is my sniper: it’s about quality of leads as much as quantity, and gives me a shortlist of very qualified C-level leads to target for my calls.”

Giancarlo Rocco, Area Manager 

LEVERAGING INSIGHTS FOR INFLUENCE

“It’s all about sharing those insights and proving we have domain knowledge and thought leadership in key areas. We’ve established great support channels to share content and build professional brands for our reps.”

Julian Lee, Sales Enablement Director EMEA