CHALLENGES Senior New Business Executive Ellie Di Fiore was making speculative calls and emails based on an out-of-date CRM database, which she deemed 99% inaccurate. “I would often be calling people that no longer worked in the business, retired, or on one occasion had passed away,” she said. “Very embarrassing and unprofessional.” NEW APPROACH Based on a peer recommendation, Di Fiore tried out Sales Navigator, enabling her to ditch the old-fashioned cold calling approach and better leverage her contacts to generate leads and warm intros. “It’s rewarding and encouraging to see connections like, share, and comment on my posts since using Sales Navigator. This has spread the word and made us more visible to our audience.” RESUL TS With powerful social selling tools at her disposal

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