Case Study: Nolan Financial increases pipeline by 70% and improves prospect quality to 85% with LinkedIn Sales Solutions

Nolan Financial - Customer Case Study

Nolan Financial is a 26-year-old consulting firm that designs and administers executive benefits and non-qualified deferred compensation plans for a wide range of organizations. Because it wholesales through financial advisors rather than marketing directly, the firm struggled to find — with pinpoint accuracy — advisors who actually had relationships with the key decision-makers at target institutions, leaving the team reliant on inbound leads and unable to generate new prospects on demand.

By using LinkedIn Sales Navigator to start with target institutions and then identify connected advisors, Nolan Financial began proactively reaching out (including via InMail) with researched, value-added opportunities. The approach immediately improved results: pipeline grew over 70% and prospect quality rose from 25% to 85%, enabling Nolan to stop “spinning its wheels” on poor leads and shift to a proactive wholesaling model.

Nolan Financial

Richard Essig

VP of Corporate Strategy and Development