Case Study: Marsh unifies global sales and drives new business with LinkedIn Sales Navigator

Marsh unifies sales across 9 regions with LinkedIn Sales Solutions

Marsh, a global insurance broker and risk advisor, faced the challenge of unifying disjointed sales processes across nine global regions. Their sales force needed a standardized way to identify key corporate risk professionals, track their movements, and build consistent relationships worldwide. To address this, they turned to the vendor LinkedIn Sales Solutions and its product, LinkedIn Sales Navigator.

The solution involved integrating LinkedIn Sales Navigator with Marsh's Salesforce CRM to consolidate processes and enable efficient prospecting and tracking. This implementation by LinkedIn Sales Solutions led to deeper customer connections, a visualized sales pipeline, and directly influenced new business revenue. A notable result was winning a major insurance bid on a construction project by leveraging warm introductions, and the unified program successfully met goals for driving new business while retaining clients.

Marsh