Hear from our LinkedIn Sales Navigator Customers in Banking, Insurance and Financial Services #salesnavigator
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Hear from our LinkedIn Sales Navigator Customers in Banking, Insurance and Financial Services #salesnavigator

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  • 1. Hear from our Sales Navigator customers in Banking, Insurance and Financial Services. ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS
  • 2. First Business focuses exclusively on the specific needs of businesses, key executives, and high net worth individuals seeking a higher level of financial service and expertise. Sales Navigator Shortens Sales Cycle & Opens Doors to New Leads Challenge: Sales team needed new, high-quality lead sources to increase pipeline and shorten a lengthy sales cycle. Solution: Sales Navigator opens up a new prospect pool and makes it easy to get straight to the right contact. Results:  With Lead Builder, reps have discovered great target accounts that they never had access to through traditional lead lists.  When leveraging teammates’ connections to set up a meeting, the average success rate is at least 80%--3-4x higher than without Sales Navigator.  Reps use TeamLink to get warm introductions to valuable contacts, shortening the sales process and increasing the likelihood of getting in the door. ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS 2
  • 3. First Business focuses exclusively on the specific needs of businesses, key executives, and high net worth individuals seeking a higher level of financial service and expertise. “I called on companies for 2 years without getting a meeting, and within 3 months of using Sales Navigator, I was able to get in the door.” “We haven’t found a better source for getting to the proper contact as quickly as we can with LinkedIn Sales Navigator.” –Lynn Sigfred, Vice President, First Business Bank ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS
  • 4. Habif, Arogeti & Wynne, LLP is the largest independent accounting and business advisory firm headquartered in Georgia, and one of the top 50 firms in the United States. The Firm provides a wide range of financial solutions to more than 15,000 clients in a variety of industries. Habif, Arogeti & Wynne Uses Sales Navigator to Connect with Target Accounts Challenge: Professional service firms like Habif, Arogeti & Wynne use relationship selling; cold calls are ineffective. The team needed a way to expand its connections with prospects. Solution: With Sales Navigator, Business Developers use InMail and leverage their team’s connections to get in front of companies that were unresponsive through other communication channels. Results:  To increase the average response rate, Business Developers use the Sales Navigator filter by industry and seniority to ensure they are contacting the right person at the target company.  InMails are an effective form of communication for the sales team to reach out to prospects and set meetings. ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS 4
  • 5. Habif, Arogeti & Wynne, LLP is the largest independent accounting and business advisory firm headquartered in Georgia, and one of the top 50 firms in the United States. The Firm provides a wide range of financial solutions to more than 15,000 clients in a variety of industries. “Sales Navigator has allowed us to get in front of companies that we weren’t able to connect with in the past.” -Richard Kopelman, CEO & Managing Partner, Habif, Arogeti & Wynne, LLP ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS
  • 6. Reis, Inc. is the nation’s most trusted provider of impartial commercial real estate performance information and analysis at the metro, submarket and property level. Reis Tracks and Scales Social Selling with Sales Navigator Challenge: Reis wanted to maximize the effectiveness of their inside sales team by leveraging LinkedIn’s vast network. Solution: Sales Navigator empowers Reis’ sales team by giving them the greatest access to LinkedIn’s network. Results:  Within the first three months of subscribing to Sales Navigator, one rep closed a deal that covered 100% of monthly quota; with the entire team reporting sales attributed to LinkedIn or enhanced by LinkedIn.  Usage Reporting data is shared amongst the sales team, letting reps measure their usage against their teammates’ and encouraging them to adopt the practices of high performers.  Investing in a premium sales tool shows reps that Reis is committed to their success and motivates them to perform at a higher level. ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS 6
  • 7. Reis, Inc. is the nation’s most trusted provider of impartial commercial real estate performance information and analysis at the metro, submarket and property level. “LinkedIn Premium has the best ROI of any lead generation tool we are using.” –Dana Stetson, VP of New Business Sales, Reis, Inc. ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS
  • 8. Leading Firm in Private Equity/Venture Capital Space Leverages Sales Navigator to Build Trust and Credibility with Prospects Challenge: Investment advisors spend significant time sourcing and qualifying potential deals and sometimes struggle to make contact with target companies. Solution: With Sales Navigator, advisors and investors can leverage mutual connections to get warm introductions to targets, securing more meetings and facilitating open discussions. Results:  TeamLink surfaces the firm’s professional connections so investors can ask for warm introductions, thereby increasing the likelihood of setting a meeting and cutting down on the time it takes to initiate contact.  Investors reference targets’ LinkedIn profiles for background before a first interaction, leading to more productive meetings and helping to establish the investor’s credibility.  Having a shared connection builds trust and creates a much more open dialogue, advancing the relationship and ultimately, the investment process. ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS 8
  • 9. “Within the Financial Services industry, deals originate from strong relationships. The value of a mutual connection cannot be over-emphasized.” -Private Equity Investment Professional ©2013 LinkedIn Corporation. All Rights Reserved. SALES SOLUTIONS
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