Case Study: Sacramento Kings achieve 42% larger deal sizes and increased ticket sales with LinkedIn Sales Solutions

Sacramento Kings score big with Sales Navigator to yield increased ticket sales and larger deal sizes

The Sacramento Kings, an NBA franchise in Sacramento, CA, needed a fresh sales strategy to sell season tickets and corporate experiences for their new downtown arena while maintaining strong results at the existing venue. With a growing sales force and a desire to move beyond traditional cold-calling, leadership targeted local SMBs, law firms, non-profits and other corporate customers to expand revenue opportunities.

By rolling out LinkedIn Sales Navigator and securing buy-in from ownership and sales leaders, the Kings shifted to social selling and expanded licenses from 18 to over 40 seats. The new approach helped the team beat its in-game ticket sales goal by 50%, drive a more than 20% increase in attendance, source roughly 6% of new business from LinkedIn, grow deal sizes by 42%, and improve season-ticket renewals.

Sacramento Kings