Case Study: Zendesk achieves 6,500 new connections and $100K MRR with LinkedIn Sales Solutions

Zendesk Drives Enterprise Sales Success with Sales Navigator

Zendesk, a San Francisco–based customer experience software company, had to shift its enterprise sales model from in-person meetings to fully virtual selling when the pandemic hit. The team’s challenge was maintaining multi-threaded account engagement, driving pipeline and deeply researching prospects so reps could position Zendesk solutions around customers’ business value without the benefit of travel or face-to-face meetings.

Zendesk’s enablement team ramped up training and adoption of LinkedIn Sales Navigator to boost prospecting, research and targeted outreach. In six weeks reps made 6,500 new connections, which led to 100 qualified meetings and helped produce over $100K in monthly recurring revenue that quarter; 97% of the enterprise sales team reported Sales Navigator positively impacted how they sell.

Zendesk

Marilee Bear

Senior Vice President North America Enterprise Sales