1. “PayPal has had LinkedIn Sales
Navigator for five months now,
and even after such a short period
of time, we’ve already seen what
a positive effect it can have on our
sales approach.”
Mike Davies
Sales Director, UK and Ireland
PayPal
“Most of PayPal’s sales reps had already
upgraded their personal accounts to LinkedIn
Premium, but we wanted to ensure our entire
organisation was set up for success and buying
a set of Sales Navigator licenses was a natural
next step.”
Mike Davies
Sales Director
PayPal
PayPal uses LinkedIn Sales Solutions to make smarter decisions and approach
the right people.
Challenge
Identifying the decision-makers within organisations is
a key priority for PayPal, as is maintaining momentum
throughout the lengthy sales cycle for e-commerce
solutions. IT buying decisions often involve a range of
influencers across different departments, and so there
is a real need to research and understand the people
you’re dealing with.
Solution
Sales Solutions
Highlights
• 20-30 of the deals being worked on
at any one time have been influenced
or sourced by LinkedIn Sales
Navigator
• Sales Navigator is the most
effective method to reach the right
person at an organisation, and has
changed PayPal’s approach to Lead
Generation
• PayPal has found that it is possible for
a single deal driven by LinkedIn and
closed quickly, to generate enough
income to cover the annual cost of
LinkedIn Sales Navigator; this is in
contrast to average deal cycles which
can take between 3-12 months
Leveraging the potential of LinkedIn for social selling
offered a route to reaching the right people at the
right time – and going beyond cold calls to maximise
relevance and increase response rates.

2. To learn more please visit sales.linkedin.com to find out
how you can reach your target prospects on LinkedIn
“Using the network effect that LinkedIn offers,
PayPal has been able to book meetings where
colleagues have already worked with prospects
or even played hockey at the same club in the
past, and that kind of background can provide us
with a great icebreaker as well.”
Dan Horlor
Merchant Sales Manager
PayPal
“PayPal use LinkedIn Sales Navigator as our first
port of call and we use the knowledge we gain
from it as a conversation starter. Now, thanks
to LinkedIn, we never plan on making a cold call
again.”
Dan Horlor
Merchant Sales Manager
PayPal
“It feels like we’re part of a club that people
actually want to get involved in, this is the
difference in response when contacting warm
leads on LinkedIn”.
Dan Horlor
Merchant Sales Manager
PayPal
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Sales Navigator’s Lead Builder tool and Premium Search
filters have played a key role in helping the PayPal
team identify primary decision-makers more efficiently.
And making contact with all those involved in a buying
decision can help to maintain momentum throughout the
sales cycle.
LinkedIn Sales Navigator also enables PayPal to search
third-degree connections and request introductions. And
through the TeamLink feature, they can access colleagues’
connections to explore opportunities for a warmer
approach.
Next Steps
Continuous support from the Sales Solutions account
team ensures PayPal taps the full potential of social
selling on LinkedIn. The sales organisation is moving
towards structuring LinkedIn searches by industry and
vertical, updating all profiles on LinkedIn to reflect
PayPal’s proposition, and working with marketing to
develop a content programme that can support lead
generation.
Results
The quality of people, combined with their mind-set of
“doing business” means LinkedIn has become one of
the strongest source of leads for PayPal’s prospecting.
• PayPal’s sales team credits LinkedIn’s Sales Solutions
with significantly accelerating deals that were stalling
prior to contact being made through LinkedIn
• Multi-threading is hugely important for PayPal’s
enterprise deals, LinkedIn allows the team to map
out an organisation in real detail, and it’s helping
them close deals faster.
• Shortly after PayPal adopted Sales Navigator, a
member of the team spent 30 minutes identifying
contacts at companies where he’d previously found
it difficult to gain traction, “I sent 14 InMails in that
half hour’s work and booked three meetings as a
result,” he says.