Case Study: Sacramento Kings achieve 50% higher in-game ticket sales and 3.2x larger corporate deals with LinkedIn Sales Solutions

Sacramento Kings - Customer Case Study

The Sacramento Kings, a long-standing NBA franchise building a new downtown arena (Golden 1 Center), faced the challenge of selling season tickets and corporate experiences while much of the sales force was inexperienced and traditional cold-calling wasn’t working for a tech-savvy market. Leadership needed a way to scale capacity for both the current and future venues and to quickly bring new reps up to speed.

The team adopted LinkedIn Sales Navigator with leadership-led training and a “Sales 3.0” approach combining social selling, collaboration and technology. The program increased confidence and deal velocity, expanded licenses from 18 to 40+, and delivered strong results: in-game ticket sales beat goals by 50% (more than tripling previous highs), attendance rose over 20% since new ownership, LinkedIn-sourced deals were 3.2x larger, new-rep deal sizes grew 42%, and roughly 6% of new business now comes from LinkedIn/Sales Navigator.

Sacramento Kings

Phil Horn

VP of Ticket Sales and Service