Solve It Stories - LinkedIn

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS How LinkedIn Sales Navigator helped First Midwest Bank with 61% higher win rates on deals in 2020. THE CHALLENGE First Midwest Bank is a relationship-focused financial institution committed to helping clients achieve financial success. It is the third-largest independent Illinois-headquartered bank with over 100 locations in the Midwest. First Midwest Bank’s sales team has been highly successful in maintaining and building existing relationship, Syncing Sales Navigator and driving new business is also a key priority. Given their localized with Salesforce has brought approach, the absence of in-person meetings in 2020 magnified this a lot of simplicity and reduced challenge. In order to sustain a personalized touch and find valuable duplication of efforts. new opportunities to pursue, First Midwest Ryan Novak Bank needed to equip salespeople with dependable customer SENIOR MARKETING MANAGER information that would be easy to find and use. AT FIRST MIDWEST BANK THE OPPORTUNITY Businesses often need a way to provide their sales teams with tools to target the right buyers, understand their situation and needs, and engage with them in impactful ways. HOW DO THEY ... · Leverage technology to adopt a powerful modern selling approach in this digital age? · Reinvent and virtualize their prospecting and relationship- building practices? · Remove customer data silos and bring greater efficiency and effectiveness to sales activities? In the case of First Midwest Bank, it needed a solution that would help it scale its selling efforts while always putting the buyer first. It was able to do this with the help of LinkedIn Sales Navigator.

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS THE SUCCESSFUL OUTCOME In February 2020, First Midwest Bank implemented LinkedIn Sales Navigator as a means to improve its digital relationship-building and, more importantly, to identify and engage new prospects. Leveraging Sales Navigator’s powerful CRM integrations, the team was able to easily integrate this new software with Salesforce, bringing simplicity and cohesiveness to the tech stack. Working in tandem, these tools reduced duplication of efforts for sellers and added a wealth of insight to their prospecting practices. The convenience of using these streamlined tools was a game changer for the sales team, leading to eager adoption of both tools. “The simple connection of finding a prospect in LinkedIn, clicking a button, and having select profile data (Name, Country and Job Title) automatically be uploaded into Salesforce is huge,” says Senior Marketing Manager Ryan Novak. “Because they don’t have to do the two steps. It’s literally a click of a button.” THIS HAS RESULTED IN ... We’ve really been thrilled with · 68% of won deals in 2020 influenced by Sales Navigator Sales Navigator in regards to · 30% of won deals in 2020 sourced to Sales Navigator finding new prospects that we · 61% higher win rates on deals in 2020 sourced to Sales couldn’t find before. Navigator Ryan Novak By integrating Sales Navigator with Salesforce to bring trusted SENIOR MARKETING MANAGER insights from LinkedIn directly into its CRM, First Midwest Bank AT FIRST MIDWEST BANK can now leverage its customer data to identify quality prospects and spark meaningful conversation. CONSIDERATIONS FOR CUSTOMERS WHO ARE LOOKING TO MODERNIZE THEIR SELLING PROCESSES · To improve technology adoption, especially on teams where sellers may be more resistant to change, aim to implement tools that integrate smoothly and reduce extra steps rather than adding more. · For those sales teams that are struggling to maintain their personalized relationship- building skills at a time where in-person meetings are unavailable, engaging with insights and staying continually in touch through digital channels can be a pivotal difference-maker. Bringing these capabilities directly into the CRM makes it easier to build strong relationships virtually. “The more engaged they are with the clients or the prospects, the more often they win the deal,” Novak observes of his team. Learn more about LinkedIn Sales Navigator for Salesforce on AppExchange.