National Bank of Canada leveraged LinkedIn Sales Navigator to position its wholesalers as thought leaders and reach new investment advisors. It saw a 400% return on investment within 10 months and hosted over 250 meetings where its wholesalers provided training on using LinkedIn in financial services. By strategically using digital and social media, National Bank of Canada has positioned itself as an innovative leader in the industry.

1. Want to fundamentally change the growth
trajectory of your business?
Hear from our Sales Navigator customers
in Financial Services who have already
embraced LinkedIn Sales Navigator

2. “LinkedIn Sales Navigator is light years ahead of the
competition”

7. “Sales Navigator has a direct impact
on sales of financial products. The
ROI on the meetings we’ve obtained
by using LinkedIn and the
educational curriculum is 400%”

8. National Bank of Canada forms one of Canada’s leading
integrated financial groups, and has been named among the 20
strongest banks in the world by Bloomberg Markets.
National Bank of Canada Grows Net Sales with LinkedIn Sales
Navigator
Challenge:
Within the Canadian financial industry, the ability for a wholesaler to differentiate from
another is challenging, especially when pre-existing relationships with investment advisors
have already been established.
Solution:
NBC leveraged LinkedIn Sales Navigator in combination with a curriculum developed by
executive education firm Servo Annex to position their wholesalers as thought-leaders and
reach new Investment Advisors with training on increasing business results through LinkedIn.
Results:
• NBC saw a 400% return on investment within the first 10 months of using Sales Navigator.
• Over a 3-month period, NBC wholesalers held more than 250 meetings with over 500
investment advisors where training was provided on how LinkedIn could be used within
the financial services industry.
• By strategically leveraging digital and social media, NBC has positioned itself as an
innovative leader in the financial services industry and established NBC wholesalers as
sought-after experts.
©2013 LinkedIn Corporation. All Rights Reserved.
SALES SOLUTIONS
8

9. National Bank of Canada forms one of Canada’s leading
integrated financial groups, and has been named among the 20
strongest banks in the world by Bloomberg Markets.
“Sales Navigator has a direct impact
on sales of financial products. The ROI
on the meetings we’ve obtained by
using LinkedIn and the educational
curriculum is 400%.”
-Martin Gagnon, Senior VP of Intermediary Business Solutions, National Bank of Canada
©2013 LinkedIn Corporation. All Rights Reserved.
SALES SOLUTIONS

10. LinkedIn Sales Navigator works
Sales reps using LinkedIn Sales Navigator are 5.2x more
successful than their peers
Average growth in
Monthly Net Sales after activating
LinkedIn Sales Navigator
36%
 Do 4.3x more searches for
prospects than their peers
 View 2.1x more pages than
their peers
5.2x
 Are connected to 2.0x more
people than their peers
7%
Sales reps not on
other
LinkedIn Sales
Navigator
Sales Navigator users:
Sales reps w/
Top Sales
LinkedIn 25
Navigator
Data is from April 2013. Data is for 14 of 17 sales reps that were provided that could be matched. Growth in Monthly Net Sales is calculated as average sales from July 2012 to
November 2012 vs. average sales from December 2012 to April 2013
©2013 LinkedIn Corporation. All Rights Reserved.
10
SALES SOLUTIONS

11. “When leveraging teammates’
connections to set up a meeting, the
average success rate is at least 80%-3-4x higher than without Sales
Navigator”

12. 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
12

13. 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

14. “Sales Navigator has allowed us to
get in front of companies that we
weren’t able to connect with in the
past”

15. 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
15

16. 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

17. “LinkedIn Premium has the best ROI
of any lead generation tool we are
using”
17

18. 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
18

19. 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

20. “Within the Financial Services
industry, deals originate from
strong relationships. The value of a
mutual connection cannot be overemphasized”
20

21. 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
21

22. “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

23. Want to fundamentally change the
growth trajectory of your business?
Dan Swift
Director of Sales, LinkedIn Sales
Solutions
Financial Services
dswift@linkedin.com
347 613 5796
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