Stronger sales performance with scalable social selling
From disconnected tools to a revenue-aligned strategy
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The challenge
Social selling was fragmented, ad hoc and not delivering commercial impact.
The company had invested in LinkedIn Sales Navigator and distributed licences across sales teams. Sellers were aware of the potential, but without structure, accountability and leadership alignment, adoption lagged and results were inconsistent:
- Sellers used LinkedIn sporadically, not systematically to build pipeline.
- Sales leaders posted occasionally but didn’t consistently model digital behaviours.
- Coaching and enablement existed in pockets but lacked scalability across regions.
The objective
The company partnered with Tribal Impact to achieve measurable commercial impact. The key goals were:
Demonstrate commercial accountability through an increased sales pipeline.
Use a data-driven approach to identify sellers most ready to adopt.
Build social selling habits into daily sales routines.
Scale globally while remaining relevant locally.
Engage leaders with coaching to encourage adoption.
Tie success to metrics like pipeline growth, deal velocity, and opportunity.
The solutions & methodology
Tribal Impact used our Scaling Social™ methodology and integrated it into our customer’s existing sales rhythms to ensure it could translate directly to revenue and maintain long-term adoption.
Sales leadership activation
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Equipped executives and sales leaders to lead from the front Optimised LinkedIn profiles to project commercial value, credibility, and influence.
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Turned networks into growth channels Used Sales Navigator and AI to spot gaps, strengthen connections, and activate leaders to share insights that opened C-suite doors.
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Built social behaviours into culture Embedded expectations into recruitment and performance standards, creating a scalable benchmark for success.
Role based seller enablement
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Maximised ROI by targeting the right sellers Prioritised those already active on LinkedIn and managing live opportunities to accelerate near-term revenue.
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Enabled AEs Delivered a five-touch program that built social selling habits, expanded networks, and accelerated deals through Sales Navigator and SalesLoft.
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Enabled BDRs Shifted outreach from cold to warm, fuelling early-stage pipeline growth and aligning seamlessly with AE pursuit strategies.
Embedding and amplifying
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Integrated social selling into daily workflows Reduced effort, increased adoption, and ensured consistent pipeline contribution.
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Created digital surround sound for buyers Delivered targeted LinkedIn thought leadership ads to priority accounts, priming decision-makers before sales outreach.
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Sustained performance loops Ongoing coaching, reinforced with dashboards that tied activity directly to commercial outcomes, keeping sellers accountable and leadership aligned on impact.
The results and commercial impact
Pipeline & deals
26% higher pipeline among sellers maintaining SSI scores above 60, deal sizes grew by 13%; 24% higher reply rates from warm outreach; 40+ opportunities attributed to the program.
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Leadership impact
37% increase in leader post engagement; 15% more C-suite connections in top 100 accounts; several seven-figure opportunities influenced by executive visibility.
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Tool adoption
Sales Navigator usage rose 30% quarter-over-quarter, with more saved leads, targeted account lists, and expanded connections into key accounts.
Cultural shift
Digital engagement is now standard in hiring, pipeline reviews, and team rhythms. Leaders model social behaviours, and internal champions share wins and best practices.