Case Study: Zendesk drives enterprise sales success with LinkedIn Sales Navigator

Zendesk drives 100K in MRR with LinkedIn Sales Solutions

Zendesk, a San Francisco-based software developer providing customer experience solutions, faced a significant challenge when the COVID-19 pandemic interrupted its enterprise sales process. The company's sales team, accustomed to in-person meetings and travel, needed to pivot to a virtual selling environment to drive pipeline and reach new prospects. Their challenge was to find a way to multi-thread accounts and demonstrate business value remotely.

LinkedIn Sales Solutions provided its tool, Sales Navigator, as the solution. Zendesk's enablement team trained their sales reps to use the platform's Advanced Search, InMail, and Saved Leads/Accounts features to conduct deep research and understand their target customers. The results were substantial, including 6,500 new connections, 100 qualified meetings, and over $100,000 in new monthly recurring revenue in a single quarter. LinkedIn Sales Navigator became the team's number one tool for prospecting and preparation.

Zendesk