CHALLENGES Papersoft provides capture solutions as a trigger for process automation in countries around the globe. The company's account-based strategy for Africa was created around Sales Navigator, which helped Papersoft identify and qualify opportunities, and proactively go after them. NEW APPROACH By engaging leads through InMail instead of cold emails, Papersoft saw much higher response rates. They also used PointDrive presentations to share valuable content with prospects, allowing them to track views and engagement. “Because InMail gets more attention than a cold email, the response rate was much higher, which made it easier to move prospects along and schedule meetings. In the end we managed to close a deal with the help of Sales Navigator tools.” RESULTS Through Sales Na

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