Marsh used LinkedIn Sales Navigator to shorten its long sales cycle. The tool allowed reps to initiate contact earlier in the buying process and close deals faster by triggering sales when they saw a prospect was promoted. Marsh's sales and marketing teams also used LinkedIn to build their brand and educate prospects before meetings. Reps identified decision-makers and maintained a strong pipeline of qualified prospects using LeadBuilder and leveraged connections to find new ways into companies.

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Marsh Shortens the Sales Cycle Through Proactive Selling
with LinkedIn Sales Navigator
Challenge:
Marsh needed a tool to drive more business by shortening its sales cycle, which can take several years
from start to finish.
Solution:
LinkedIn Sales Navigator lets reps take a proactive approach to selling and initiating contact earlier in
the buying process so they can close deals faster.
Results:
 Triggering sales. After seeing a prospect’s promotion to a decision-maker role on LinkedIn, a rep
effectively initiated a conversation and a deal was closed within six months.
 Building the brand. Marsh’s sales and marketing teams share content on LinkedIn to educate
prospects and build credibility within their networks even before a first meeting.
 Prospecting.
– Reps use LeadBuilder to identify decision-makers and maintain a strong pipeline of well-
qualified prospects.
– The sales team leverages 2nd and 3rd degree connections to find new ways into companies
so they are not dependent on one contact to advance a sale.
1
Marsh is a world leader in delivering risk and insurance services
and solutions to its clients. From its founding in 1871 to the
present day, Marsh has provided thought leadership and
innovation for clients and the insurance industry.

2. SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved.
“Sales Navigator gives us the ability to
get access to buyers who we couldn’t
previously reach, and in a way that is
more efficient and engaging than
simply cold-calling.”
–Regina Spratt, US Sales Leader, Marsh
Marsh is a world leader in delivering risk and insurance services
and solutions to its clients. From its founding in 1871 to the
present day, Marsh has provided thought leadership and
innovation for clients and the insurance industry.