Case Study: Merrill Lynch achieves relationship-driven sales growth with LinkedIn Sales Navigator

Merrill Lynch boosts new assets under management by 21% with LinkedIn Sales Solutions

Merrill Lynch, an American investment and wealth management business, faced the challenge of shifting away from cold calls in a post cold-calling world while adhering to strict industry compliance regulations. They partnered with LinkedIn Sales Solutions, using LinkedIn Sales Navigator, to find a new, relationship-driven method for reaching prospective clients.

The solution from LinkedIn Sales Solutions involved training teams to use Sales Navigator’s search-and-filter functionality to target prospects through warm, existing connections on LinkedIn, all within the necessary compliance framework. As a result, financial advisors adopted a target-understand-engage strategy, leading to a measurable impact where people using Sales Navigator had 21% more new assets under management and the company established a greater reach through personal branding on the platform.

Merrill Lynch