SALES SOLUTIONS ©2013 LinkedIn Corporation. All Rights Reserved.

Marsh Shortens the Sales Cycle Through Proactive Selling with LinkedIn Sales Navigator

January 2014

SALES SOLUTIONS ©2013 LinkedIn Corporation. All Rights Reserved.

Marsh Shortens the Sales Cycle Through Proactive Selling

with LinkedIn Sales Navigator

Challenge: Marsh needed a tool to drive more business through shortening a sales cycle that 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:

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.

Marsh’s sales and marketing teams share content on LinkedIn to educate prospects

and build credibility within their networks even before a first meeting.

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. 2

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.

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 than simply cold-calling

and hoping for a response.”

–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.

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