Case Study: ITA Group grows sales pipeline and boosts close rate with LinkedIn Sales Solutions

ITA Group Makes Personal Connections Using LinkedIn Sales Navigator to Grow Its Sales Pipeline

ITA Group, a West Des Moines marketing and events firm that builds employee engagement and incentive programs for global brands, needed a way to arm its consultative sales team with deeper client insights and better access to C-suite prospects. To engage prospects on a human level and find the best leads, the team expanded from basic LinkedIn use to LinkedIn Sales Navigator for unlimited, targeted prospect searches.

Using Sales Navigator as their core prospecting and contact database tool, ITA’s salespeople personalized outreach with profile-driven insights and conversational touches. The result: a 17% larger pipeline, new-lead close rates rising from 10% to 24% in one year (with a new target of 33%), and average close time cut from 150 to 75 days, making the team far more efficient.

ITA Group

Kevin Gergel

Business Development Manager