Case studies Sales-led Tier 2 9 months
Sales-led founder — nine months at Tier 2 with Sales Navigator
An anonymized sales-led founder engagement: nine months of Sales-Navigator-driven outreach with weekly saved-search sweeps, A/B-tested InMail cadence and end-of-month CSV export to HubSpot.
Before → after metrics
| Metric | Before | After |
|---|---|---|
| Saved-search delta opens / month | 0-1 (Navigator unused) | 4 (weekly sweep, delta-only) |
| InMail reply rate | 2.8 % (cold-script template) | 7.6 % (A/B-tested, voice-matched) |
| Discovery calls / quarter | 3-5 (ad-hoc) | 16-22 (LinkedIn → call funnel) |
| CSV-to-HubSpot pipeline | Manual quarterly upload | End-of-billing-month, automated |
Numbers reproduced from the buyer’s own engagement-review deck with written permission. Buyer name and specifics anonymized at the buyer’s standing request.
“I bought Sales Navigator in 2023 and used about three of its features. The TTPA showed me how to use the other seventeen — and ran them for me.”
Engagement context
The buyer is a sales-led B2B SaaS founder — Series A, eight-person team, $2-4 m ARR, ICP is heads-of-revenue at mid-market SaaS firms in AU / NZ / UK / US-East. Pre-engagement state: a Sales Navigator seat held since 2023, four saved searches set up but unopened for nine months, an InMail allowance that reset and lapsed every month, and a CRM that received quarterly LinkedIn exports done by hand.
The founder’s hypothesis going in: “There must be five features in Sales Navigator that I’m not using that would actually move the needle. Find them, run them.”
What the TTPA actually did
Month 1 (intake + saved-search audit). A 30-minute discovery call followed by a Sales-Navigator audit. Three of the four existing saved searches were retired (too broad); five new searches were set up with tighter Boolean filters and seniority + headcount constraints. The 30-day refresh cadence was configured to run on the TTPA’s calendar, not the buyer’s.
Months 2-3 (A/B InMail cadence). Two-hook A/B test on micro-batches of 5-7 InMails per week. Hook A focused on the buyer’s company’s unique technical claim; Hook B focused on a measurable customer outcome. Hook B won by 2.4× on reply rate. Drafts were voice-matched against the founder’s last 25 LinkedIn long-form posts.
Months 4-6 (cadence stabilises). Reply rate stabilised in the 7.0-7.8 % band. Discovery-call yield reached 5-7 per month. The buyer’s HubSpot deal pipeline received an end-of-billing-month CSV import — three columns: connection / first-message / replied. Sales team picked up the conversation post-reply.
Months 7-9 (case-study reuse). Two existing customer wins were reframed as long-form LinkedIn posts (4 paragraphs each) and shipped as part of the editorial cadence; both posts crossed the buyer’s typical engagement threshold by 2× and produced four additional inbound discovery calls.
What the buyer asked us to anonymize
The product, the company name, the customer logos cited in the posts, and the specific deal sizes are not named here at the buyer’s standing request. The metrics above are from the buyer’s own end-of-quarter review and have been reproduced with written permission.
See pricing
If you hold a Sales Navigator seat and would like a senior operator to actually run it, Tier 2 is the matching fit. See pricing →