Case Study: First Midwest Bank achieves 61% higher win rates and improved prospecting with LinkedIn Sales Solutions (Sales Navigator)

First Midwest Bank powers up their relationship-based approach with Sales Navigator and Salesforce

First Midwest Bank, a Chicago-based regional bank built on relationship banking, faced a prospecting gap when COVID-19 curtailed in-person meetings and networking in 2020. Bankers were strong at managing existing clients but lacked research tools and new ways to find and reach prospects.

The bank adopted LinkedIn Sales Navigator, using TeamLink and a Salesforce integration to surface warm connections and fold insights into daily workflows. The change quickly paid off: 68% of won opportunities were influenced by Sales Navigator (31% sourced to it), deals sourced to Navigator had 61% higher win rates, Salesforce adoption improved, 80% of sellers found the tool valuable, and 50% used TeamLink for warm introductions.

First Midwest Bank

Kyle Freimuth

EVP, Director of Middle Market Banking