Case Study: Pendo achieves a 97% lift in win rate and sources 68% of opportunities with LinkedIn Sales Solutions' Sales Navigator

Sales Navigator is Essential to Pendo’s Account-based Selling Success

Pendo, a Raleigh-based product cloud company with 225+ employees, faced the need to scale sales enablement as it grew rapidly. Moving to an account-based selling model, the team needed a more organized, efficient way to prospect into target accounts and strengthen networking across a busy sales cycle.

Pendo made LinkedIn Sales Navigator a core part of its tech stack: reps identify and add contacts from Navigator into Salesforce, build insight-driven prospect lists, and engage via InMail and content-sharing, with new hires achieving quick wins through minimal onboarding. As a result, 68% of opportunities were sourced to Sales Navigator, deal sizes grew 50%, win rates rose 97%, and 89% of revenue was influenced—making the tool an essential daily cornerstone.

Pendo

Kristen Podger

Sales Operations Manager