Case Study: Toyota Material Handling Italia boosts prospecting and secures 65% ROI with LinkedIn Sales Solutions

LinkedIn Sales Navigator stacks up for Toyota Material Handling Italia, as it confirms its leadership through a smart selling approach

Toyota Material Handling Italia, part of Toyota Material Handling Europe and employing around 700 people across four sales offices, needed to shift from a dealer-led model to a proactive direct-sales approach. The company’s challenge was to identify and engage high-value prospects digitally, build organic brand awareness through social selling and stronger salesperson profiles, grow market share and strengthen its sales pipeline.

They ran a four-month LinkedIn Sales Navigator pilot, expanded licenses from 4 to 32, provided social selling training and used account mapping to identify buying committees. Adoption was strong (onboarding rated 4.8/5), reps saved an average 3.5 hours per week, users averaged 24 days of activity and 25 accounts saved per month, InMail-to-meeting conversion at events reached 8%, and the pilot generated 40 opportunities with a 65% ROI.

Toyota Material Handling

Stefano Zaccaria

Marketing Director