CHALLENGES • DERICHEBOURG Multiservices is a complex global organization, offering outsourced services for multiple major industries including industrial/service companies, public services, and local governments. • Decision makers have expanded beyond Purchasing Departments and into other business units like Human Resources, Work Environment, and Boards of Directors, creating a difficult prospecting scenario in highly competitive markets. • “Multiplying contacts is no longer enough,” according to Silvine Thoma, Marketing & Communication Senior Manager. “We needed a tool that could save time and help our sales teams as well as identify new opportunities.” NEW APPROACH • DERICHEBOURG’s Communications Department, which coaches the sales teams, adopted Sales Navigator and distributed ab

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