Case Study: Marsh achieves unified global sales and major pipeline and decision‑maker engagement gains with LinkedIn Sales Solutions

LinkedIn Sales Navigator helped Marsh unify their global sales force

Marsh, a global insurance broker and risk advisor headquartered in New York with 45,400 employees, needed to unify sales activity across nine regions to better identify and connect with sophisticated corporate risk professionals. Leaders sought a consistent global user experience and tools to map buying circles, track people moving between companies, and build deeper relationships—tasks that were cumbersome with fragmented processes and spreadsheets.

Marsh consolidated on LinkedIn Sales Navigator and integrated it with Salesforce, using TeamLink and custom lead lists to speed prospecting and keep CRM records up to date. The change delivered immediate efficiency gains and stronger pipelines—23% uplift in deals sourced, 32% uplift in pipeline, and a 332% increase in decision‑maker engagement—and even helped win a major construction insurance bid. The program improved revenue correlation with tool adoption and supported Marsh’s goals of driving new business while retaining clients.

Marsh

Rongling You

SVP, Global Sales & Client Engagement Leader