Empowering sales teams with Sales Navigator positively impacts Coface revenue
THE SUCCESS STORY
Real-time LinkedIn data, synchronized with Coface's CRM, provides Coface with a powerful foundation for integrating AI into its sales strategy. Sales Navigator generated ROI of 6x annually for the global player in trade risk management. Its sales transformation program won the Gold Award for Client Acquisition Strategy from ActionCo.
THE CHALLENGE
Build a modern selling organization to accelerate growth
Coface has developed an ecosystem of credit risk management solutions over the last 75 years. Coface data represents a valuable asset for any business making trade decisions. However, leveraging this resource to drive global growth requires a modern selling organization, equipped with real-time information on prospects’ activity and requirements.
“We need to streamline our approach so that we can accelerate growth with streamlined costs and continue to grow even in a challenging environment,” explains Group Director Commercial, Lead Generation & Mid-Market Bernard Nassiri. “We launched our ‘Power the Core’ strategy, which focuses on our mid-market segment and supports our sales organization in their modern selling approach.”
THE SOLUTION
A localized sales transformation program to drive informed outreach
The Coface tech stack is now focused around LinkedIn Sales Navigator and its close integration with the business’s CRM. This provides a powerful foundation for integrating AI into Coface’s sales strategy through Sales Navigator features like Account IQ and Lead IQ.
Coface took a multi-dimensional approach to deploying Sales Navigator that empowered in-market teams to deploy its features in the way that best suited them. “We empowered our in-country product owners to develop their own strategies for integrating Sales Navigator into how their teams operate, which meant we were responding to what each team needed,” explains Noé Robin, Digital Acquisition Analyst and leader of Coface’s Sales Navigator program.
THE RESULTS
Doubling of revenue derived from Sales Navigator each year
“Successful cross-selling really depends on a deep understanding of your customer,” explains Noé Robin. “With Account IQ and Lead IQ, we can tell which solutions a prospect or lead is likely to be interested in, and with features like Relationship Map, you get a view of all the functions that are involved in those decisions. Above all, Sales Navigator provides our teams with new ways to reach out, and secure meetings. We get a lot of feedback from the teams about the importance of InMail and the value of being able to find warm paths in.”
6x ROI from Sales Navigator annually
Using Sales Navigator to align sales teams with the wider go-to-market strategy has helped to multiply the ROI it generated to 6x annually. “It’s really helped us to bridge the gap between sales and marketing,” explains Global Head of Digital Lead Generation, Cristina Bugnaru. “It helps us to connect the different elements of our strategy, and multiply their effectiveness, while building the profile of our salespeople as expert advisors.”
“The data we have available through synchronizing Sales Navigator with our CRM makes a huge difference,” says Bernard Nassiri. “When you invest 1 euro and get 6 euros back, nobody challenges your strategy.”
Award-winning sales transformation program
Supported by high-profile executive sponsors such as Bernard Nassiri, the deployment of Sales Navigator has accelerated across Coface. The number of Sales Navigator users has grown almost fourfold since the deployment of the program three years ago, with the average user spending between 23 and 26 days with Sales Navigator each month. In all, 89% of Coface LinkedIn Sales Navigator users saying they would recommend it to other sales professionals.
The sales transformation program powered by Sales Navigator won the Gold Award for Client Acquisition Strategy from ActionCo, France’s leading media group catering to sales organizations across industries.
“If we want to be inventive and innovative and keep growing, then AI is absolutely crucial. With LinkedIn Sales Navigator, we can just plug and connect and leverage this technology without needing to reinvent the wheel. It has an instant impact, giving our people the commercial information that they need in just a few clicks, and helping them show up in exactly the way they need to.”
About Coface
Coface is a global leader in trade credit risk management, enabling businesses to navigate uncertainty and drive growth in volatile environments. With over 75 years of expertise, Coface empowers companies to trade with confidence across domestic and international markets.
Operating in around 200 countries and territories, Coface supports more than 100,000 companies —regardless of size, sector, or location—with a comprehensive suite of risk management solutions. These include Trade Credit Insurance, Business Information, Debt Collection, Single Risk Insurance, Surety Bonds, and Factoring.
At the core of Coface’s value is its ability to combine deep sector-specific insights with advanced technology, delivering agile, data-driven support to help organizations secure transactions, manage exposure, and expand globally.
Built for today’s dynamic economic landscape, Coface acts as a trusted partner to future-proof businesses against commercial and geopolitical risks—making trade happen, every day.
Industry
Insurance
No. OF EMPLOYEES:
1,000-5,000
HEADQUARTERS
Bois-Colombes, Paris area - France
Learn more about LinkedIn Sales Navigator
Visit sales.linkedin.com to get started with LinkedIn Sales Navigator.