CHALLENGES As Smarter Ecommerce GmbH expanded its markets internationally, the PPC automation software provider needed a more powerful digital sales enablement platform to power its social selling practices and enhance the quality of leads. “Our biggest challenge lies in overcoming gatekeepers and penetrating new markets,” said Martin Zauner, Sales Operations. NEW APPROACH Zauner’s team adopted Sales Navigator, viewing it as a logical tool for gathering relevant insights and identifying key players in unfamiliar accounts. Leveraging social networks has been a primary component of the B2B organization’s sales strategy from the beginning, so leveling up on LinkedIn made sense. “What we like best about using LinkedIn Sales Navigator is saving leads and accounts that you're not yet c

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