Case Study: TELUS achieves a virtual-selling transformation and major revenue gains with LinkedIn Sales Solutions (Sales Navigator)

TELUS uses LinkedIn Sales Navigator to support their transformation into the Age of Virtual Selling

TELUS, a leading Canadian telecommunications company, needed to rapidly shift its sales force to virtual selling and equip teams to identify the right buyers and social signals in a digitally driven market. Sales enablement sought tools to support onboarding, territory and account planning, and to help sellers pick up on customer cues and compelling events that previously would have been discovered face‑to‑face.

By deploying LinkedIn Sales Navigator as a core part of their sales operating environment, TELUS standardized sales planning, team development, forecasting and execution, accelerated onboarding with social-selling resources, and automated workflows (e.g., tracking key job moves). The results included nearly half a million first‑degree connections, 82% of closed‑won revenue in Q3–Q4 2021 influenced by Sales Navigator, and a 209% larger deal size on opportunities influenced by the tool.

Telus

Greg McCallum

Vice President of Sales