Case Study: Canada Post achieves 58X ROI and 17.6% pipeline influence with LinkedIn Sales Solutions' Sales Navigator

Revolutionizing sales at Canada’s 253-year-old postal service

Canada Post, a 253-year-old delivery solutions provider based in Ottawa with about 64,000 employees, needed to modernize its B2B sales approach as buying committees grew to four–six decision-makers. The challenge was to broaden reach and build credibility across multiple stakeholders so late additions wouldn’t derail deals, prompting the sales and marketing teams to pilot LinkedIn’s Sales Navigator.

They rolled out Sales Navigator regionally then company-wide, using TeamLink for warm introductions, hosting coaching office hours, and tracking Social Selling Index (SSI) scores. Reps began sharing targeted content, identifying prospects by company size and role, and closing higher-value deals (one win paid back more than 2X the initial investment). The program delivered rapid impact—58X ROI in year one and influence over 17.6% of Canada Post’s pipeline—while increasing rep confidence and lead quality.

Canada Post

Margaret Thomas

Director Sales Effectiveness