Case Study: IHS Markit boosts sales performance and closes major accounts with LinkedIn Sales Solutions

How a Global Information Provider is Driving Sales Performance with Insights from LinkedIn Sales Navigator

IHS Markit is a global information and analytics provider serving industries from maritime and trade to defence, energy and finance. Its sales team faced the challenge of engaging a very broad set of client segments—making it hard to develop the deep, timely understanding needed to personalise outreach—so Associate Director Sam Devine brought LinkedIn Sales Navigator into the organisation to help focus prospecting across Australia, New Zealand and the South Pacific.

By tagging key accounts and contacts and receiving automated updates, Sales Navigator gave the team real‑time insights to tailor conversations and cut research time. The tool helped convert a major livestock exporter into a significant recurring client, influenced roughly 80% of corporate deals Sam closed, and made sales processes more efficient with deeper customer intelligence.

IHS Markit

Sam Devine

Associate Director