Challenge: • In the past, Account Manager Giacomo Viscardi had to trawl Google to find new companies. If he was targeting a new company, it was very difficult—if not impossible—to find the name of the right person to contact. In fact, it was the classic cold-calling dilemma. New Approach: • Using Sales Navigator’s Advanced Search, Giacomo can find new companies in a matter of minutes. With the relevant filters, Sales Navigator takes him straight to the right people to contact. • He uses the information on the lead page to find conversation starters and shared experiences for the first touch. A unique advantage to Sales Navigator is that he can then reach out directly via LinkedIn InMail if he’s not connected with the prospect. “Using Sales Navigator’s advanced search doesn’t just save me

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