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About the client

A global provider of rugged mobile devices serving mission-critical sectors (public safety, utilities, logistics and defence). Its European enterprise sales teams operate within long, multi-stakeholder cycles where deeper digital relationships directly support growth.

The challenge

Their European Key Account Managers (KAMs) relied heavily on a small number of long-standing contacts.

The company needed a measurable approach to expand  multi-threaded access across decision-making groups and accelerate opportunity creation. 

The Challenge

! 70–80% of revenue came from the same accounts.
! Penetration into new stakeholders within those accounts was inconsistent. Many strategic accounts only had 1 LinkedIn connection with decision-makers.
! LinkedIn activity was inconsistent and rarely aligned with account strategy.
! Previous enablement focused on personal branding rather than relationship growth.
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The objective

The company partnered with Tribal Impact to achieve measurable commercial impact. The key goals were:

1. Expand multi-threaded relationships

Expand multi-threaded relationships within priority accounts

2. Accelerate access to decision-makers

Accelerate access to decision-makers and influencers

3. Equip KAMs with a measurable

Equip KAMs with a measurable, connection-first social selling approach

4. Improve visibility and credibility

Improve visibility and credibility with key stakeholders

5. Create new opportunities

Create new opportunities and support pipeline growth in strategic accounts

The solution: how we helped

Tribal Impact run a focused social selling pilot with five selected KAMs across Europe. Each identified five priority accounts where relationship expansion would have the biggest business impact.

The Solution IT hardware

The programme delivered:

Programme delivered
  • Stakeholder mapping Network mapping to identify stakeholder gaps in target accounts.
  • LinkedIn Sales Navigator Masterclasses on persona targeting, warm introductions and trigger-based outreach.
  • Personalised coaching 1:1 coaching to craft personalised, purpose-led connection requests and follow-ups. Content coaching to support visibility and credibility with new stakeholders.
  • Performance measurement Continuous measurement of connections, SSI, engagement and pipeline impact.

The results and commercial impact

1. Pipeline & deals

Pipeline & deals

€300,000 closed revenue from target accounts and €1.1 million influenced pipeline directly linked to new connections and conversations.

2. Network Growth

Network Growth

+111% to +350% growth in stakeholder connections across target accounts. Several accounts moved from 0 connections to double-digit within weeks.

3. Capability & Visibility

Capability & Visibility

+9 to +23 point growth in Social Selling Index (SSI) scores. Significant uplift in saved leads, saved accounts and Sales Navigator usage.

4. Previously unreachable decision-makers

Senior engagement

Previously unreachable decision-makers began accepting requests, engaging with posts and booking meetings.