Case Study: RBO PrintLogistix achieves $400K in new business and 20 leads per user with LinkedIn Sales Solutions

RBO PrintLogistix leverages Sales Navigator to expand markets and make a difference during the COVID-19 pandemic

RBO PrintLogistix, a mid-sized B2B print and marketing services company, refocused its sales strategy on higher-value prospects and growing existing accounts but struggled to find accurate contact information and get responses; only a few reps were using LinkedIn Sales Navigator or LinkedIn effectively for outreach. This limited their ability to scale targeted prospecting and engage decision-makers, especially as in-person selling declined during the COVID-19 pandemic.

RBO ran a year-long pilot of Sales Navigator with 14 licensed users, integrated it with HubSpot, and used its search and InMail features to streamline research and direct outreach. The program generated $400,000 in incremental new business in six months, averaged about 20 new leads per user, improved visibility into key players and response rates, and helped the team expand into new markets while shifting successfully to online sales.

RBO PrintLogistix

David Hunnius

Chief Revenue Officer