Case Study: PayPal achieves faster deal closures and reaches key decision-makers with LinkedIn Sales Solutions

PayPal uses LinkedIn Sales Solutions to make smarter decisions and approach the right people

PayPal needed a better way to identify decision‑makers and sustain momentum through long, multi‑stakeholder e‑commerce sales cycles. Although many reps already used LinkedIn Premium, the company rolled out LinkedIn Sales Navigator organization‑wide to solve the problem of finding the right contacts and researching buying teams across departments.

Using Sales Navigator’s Lead Builder, Premium Search, TeamLink and InMail capabilities, PayPal shifted from cold calling to targeted social selling, multi‑threading deals and requesting warm introductions. The change quickly paid off: Sales Navigator became one of PayPal’s strongest lead sources, influenced 20–30 active deals at any time, accelerated stalled opportunities, and produced outsized ROI (one rep sent 14 InMails in 30 minutes and booked three meetings).

PayPal

Mike Davies

Sales Director