SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS THE SUCCESSFUL OUTCOME In February 2020, First Midwest Bank implemented LinkedIn Sales Navigator as a means to improve its digital relationship-building and, more importantly, to identify and engage new prospects. Leveraging Sales Navigator’s powerful CRM integrations, the team was able to easily integrate this new software with Salesforce, bringing simplicity and cohesiveness to the tech stack. Working in tandem, these tools reduced duplication of efforts for sellers and added a wealth of insight to their prospecting practices. The convenience of using these streamlined tools was a game changer for the sales team, leading to eager adoption of both tools. “The simple connection of finding a prospect in LinkedIn, clicking a button, and having select profile data (Name, Country and Job Title) automatically be uploaded into Salesforce is huge,” says Senior Marketing Manager Ryan Novak. “Because they don’t have to do the two steps. It’s literally a click of a button.” THIS HAS RESULTED IN ... We’ve really been thrilled with · 68% of won deals in 2020 influenced by Sales Navigator Sales Navigator in regards to · 30% of won deals in 2020 sourced to Sales Navigator finding new prospects that we · 61% higher win rates on deals in 2020 sourced to Sales couldn’t find before. Navigator Ryan Novak By integrating Sales Navigator with Salesforce to bring trusted SENIOR MARKETING MANAGER insights from LinkedIn directly into its CRM, First Midwest Bank AT FIRST MIDWEST BANK can now leverage its customer data to identify quality prospects and spark meaningful conversation. CONSIDERATIONS FOR CUSTOMERS WHO ARE LOOKING TO MODERNIZE THEIR SELLING PROCESSES · To improve technology adoption, especially on teams where sellers may be more resistant to change, aim to implement tools that integrate smoothly and reduce extra steps rather than adding more. · For those sales teams that are struggling to maintain their personalized relationship- building skills at a time where in-person meetings are unavailable, engaging with insights and staying continually in touch through digital channels can be a pivotal difference-maker. Bringing these capabilities directly into the CRM makes it easier to build strong relationships virtually. “The more engaged they are with the clients or the prospects, the more often they win the deal,” Novak observes of his team. Learn more about LinkedIn Sales Navigator for Salesforce on AppExchange.