Case Study: Eloqua achieves a 20-day shorter sales cycle and 25% higher lead-to-opportunity conversion with LinkedIn Sales Solutions

Eloqua - Customer Case Study

Eloqua, a Vienna, Virginia–based revenue performance management software provider with a roughly 60-person sales team, faced long, complex enterprise sales cycles that required building relationships across buying committees. The team needed a way to influence decision makers, avoid single-threaded deals, leverage colleagues’ networks, and shorten time to close.

By adopting LinkedIn Sales Navigator — including Lead Builder, TeamLink and Who’s Viewed My Profile — Eloqua prioritized outreach, surfaced internal connections and identified interested prospects faster. The results: average sales cycles shortened by 20 days, rep engagement with target accounts rose 30%, lead-to-opportunity conversion improved 25%, more than 15% additional reps exceeded quota, and reps spent less time on manual tasks and more time selling.

Eloqua

Dennis Dresser

VP Sales, Americas