Case Study: Turtle & Hughes achieves personalized digital sales and stronger pipeline with LinkedIn Sales Solutions

Turtle & Hughes Makes Digital Sales Personal With LinkedIn Sales Navigator

Turtle & Hughes, a 900‑employee MRO distributor based in Linden, NJ, needed to keep sales personal after COVID travel disruptions eliminated their primary face‑to‑face lead source at trade shows. Their biggest hurdle was finding up‑to‑date contacts on buying committees within target verticals—traditional data methods weren’t delivering the quality leads they required.

They adopted LinkedIn Sales Navigator as a virtual trade‑show floor to identify the right decision makers, build targeted lists, and engage personally via InMail, syncing insights with their CRM to prioritize outreach. The approach drove clear results: 52% connection request acceptance, a 533% increase in Director+ connections, a 14% InMail response rate (versus 1–3% for cold calls/emails), more RFPs, faster, more productive meetings, and improved marketing-to-sales ROI.

Turtle & Hughes

Jonathan McLane

Marketing Director