Clozd Improves Data Accuracy with LinkedIn Sales Navigator and SFDC Integration
SUCCESS STORY
Clozd offers win/loss analysis to B2B solution providers. As they worked to grow their business, the sales team at Clozd needed a more reliable source of accurate data. LinkedIn Sales Navigator provides real-time data that enables greater sales personalization and improved data accuracy. LinkedIn Sales Navigator has driven the majority of Clozd’s closed deals, with 85% of deals sourced and 90% of deals influenced using the platform.
THE CHALLENGE
Seeking Data Accuracy
Clozd offers B2B solution providers win/loss analysis. As a business consulting service, they rely on accurate company and persona data to identify prospective customers within their ICP.
Traditional sales intelligence tools were not meeting the expectations and needs of the Clozd sales team.
Nate Gardner, Head of Strategy and Business Operations at Clozd, shares his insights into this issue. “A problem most people deal with when they're prospecting is data accuracy. It's hard to get a good sense for how big companies are, what industries they're in, and if contacts are in the right role.”
THE SOLUTION
Tapping into Real-Time Data
Self-reported and up-to-date data for both companies and users has made LinkedIn Sales Navigator an invaluable tool for Clozd’s sales team.
“LinkedIn is the most accurate place to find personas,” says John Hanks, Head of Sales at Clozd. “Users self-select and update their profiles to where they're currently working. Most of my reps start on LinkedIn and use it as a jumping-off point.”
The quality of self-reported data is unsurpassed, allowing team members to do outreach with speed and accuracy. Hanks discusses, “Right when someone gets a promotion, that's reflected in their profile, so a big benefit of LinkedIn is the hygiene of outreach.”
THE RESULTS
Personalized First Point of Contact
At Clozd, sales is a person-first endeavor. The entire LinkedIn ecosystem creates user-supplied information, from business pursuits to life events to conversational moments.
By strategically engaging with LinkedIn, the Clozd team has been able to make deep connections with prospective customers.
“LinkedIn enables our reps to engage with more people in a much more effective way,” says Gardner. “Getting people to respond is hard. If you can connect with them – comment on their posts, follow them on LinkedIn, gain insight into their company, and send them an InMail. You can reference all this information and you can personalize your outreach.”
The Power of CRM Sync
One of the winning Sales Navigator features for Clozd is CRM Sync, which enables the Sales Navigator platform to match members and companies to profiles within user CRMs, in this case Salesforce.
This feature allows sales team members to stay current with the career and life changes of contacts already in their CRM. Hanks explains, “I might have an individual who was a customer at a company that’s currently a client. If that individual moves companies, I can now engage with them at their new company as a warm contact.”
Hanks praises how CRM Sync offers visibility and enables creative ways to add new accounts. “Another great use of CRM Sync is if I have an account book, I can upload my accounts, and it becomes a lot easier to prospect that way. If I see a contact move to a company that’s not in our CRM, I can now add that account to my account book and start working on that.”
A strong tech stack with both Sales Navigator and SalesLoft
Since adopting Sales Navigator, LinkedIn has become an integral part of Clozd’s prospecting and sales processes, integrating with key platforms like SalesLoft.
Clozd was able to use LinkedIn’s data to develop custom cadences for prospecting and building pipeline. They also increased efficiencies by utilizing LinkedIn’s outreach functionality from within the SalesLoft platform.
Empowering Sales Enablement
Much of the success Clozd has experienced is thanks to a purposeful and robust onboarding process for new sales representatives including using LinkedIn Sales Navigator. “It's an integral part of our onboarding,” offers Hanks.
The personal data shared on LinkedIn drives the first point of contact. “All that information shapes the personalization narrative. To cut through the noise and get a response, you need to be outreaching and personalizing, and LinkedIn is the best place to do that.”
Main features used:
ABOUT CLOZD
Clozd is committed to helping revenue-influencing teams win. The right data—powered by buyer feedback—enables salespeople, marketers, product builders, and others to help their companies fix revenue problems and win more.
INDUSTRY
Business Consulting and Services
No. OF EMPLOYEES:
51-200 employees
HEADQUARTERS
Lehi, Utah
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