Toyota Material Handling Italia leveraged LinkedIn Sales Navigator to transition from a dealership-focused model to a direct sales approach, improving prospect engagement and market penetration. A four-month pilot saw rapid adoption, growing from four to 32 licenses as sales reps embraced digital prospecting. Sales Navigator saved each rep 3.5 hours per week, generated 40 opportunities, and delivered a 65% ROI. The tool enabled better account mapping, senior-level outreach, and pre-event networking, boosting conversion rates. Toyota now plans broader adoption, aligning with Society 5.0’s vision of integrating digital and physical sales strategies.

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