CHG-MERIDIAN Goes All-In on Digitalization

CHG-MERIDIAN is a leading technology company that has been active in the financial services market for over 40 years and employs more than 1,400 people. The company develops, finances, and manages customized technology usage models for the IT, industrial, and healthcare sectors which enables their customers to be at the forefront of their industry without needing to buy cutting-edge technology. With locations in 30 countries worldwide, CHG-MERIDIAN enables corporations, medium-sized companies, public administrations, and clinics to provide integrated end-to-end management of various end devices – from laptops or smartphones to forklifts or manufacturing machines to X-ray machines or CT scanners – including appropriate financing.

Especially in the technology sectors of IT, industry, and healthcare, the company has achieved success with its contemporary approach to sales – and recently recorded a growth in new business volume of around 10 percent to €2.45 billion.

Broadly diversified, internationally active, and offering an exceptional service, what defines the success of CHG-MERIDIAN and determines its growth is also a challenge for sales. Because even at the modern technology company, it is evident that sales work has undergone rapid changes in recent years. "Our business relies on personal contacts," says Steffen Schaz , Head of Sales Development at CHG-MERIDIAN. "But finding and reaching these contacts is a different task today than it was a few years ago." The advancing digitalization is changing the working world. And not least, the pandemic-related changes in the working world have accelerated this trend. "For us, it was clear in 2020 -we need a tool to help us gain more reach and generate leads faster."

There had already been considerations to replace the specially built corporate databases with a more efficient and comprehensive tool. "It is obvious that the entire business environment is becoming more digital," explains Schaz. In 2020, the time had come, and the sales team adopted LinkedIn Sales Navigator. "For us, there was no real alternative in the market to meet the new challenges in sales," says Schaz, with an eye on the company's international activities.

For the sales unit at CHG-MERIDIAN, it was also clear that they wanted to make full use of Sales Navigator. With regular training sessions for both new hires and experienced sales staff at CHG-MERIDIAN, they is ensured that all users achieved the greatest possible value from Sales Navigator. "The participation rates are high," says Schaz, adding, "And for those who don't have time to attend, recordings of the training sessions are made available."

Another factor not to be underestimated in order to make the most of Sales Navigator is the “Effective coordination with the marketing teams," says Schaz. Marketing colleagues support all CHG employees in professionally maintaining their own LinkedIn profiles, including sales professionals at CHG-MERIDIAN. This not only helps to make a good first impression, but also to more credibly present what they offer to their (potential) customers. "This is particularly crucial for a service as explanatory as ours," emphasizes Schaz. "We use LinkedIn to both build and maintain our corporate image, and to better understand the expectations of our customers and, based on these insights, to explain our offerings better."

"LinkedIn Sales Navigator is a high-quality research tool," explains Schaz. Its diverse features ensure that salespeople not only get good information but actionable insights too. For quick and efficient searching of relevant contacts, Schaz emphasizes the possibility of lead search. "This feature is so helpful because we are looking for contacts from very different areas of companies who carry different tasks and job titles in their profiles. By narrowing down to clearly defined personas, we save time in the search."

Choosing the right time to make contact is also crucial. With notifications about relevant posts, job changes, or interactions with the company profile provided by Sales Navigator, our salespeople can better assess when to contact potential customers. And what better enables this than the information provided by LinkedIn members themselves? "We use Sales Navigator to get into personal conversations faster and easier. That is the decisive advantage," says Schaz.

In addition to searching for new contacts and expanding their own network, Sales Navigator also helps CHG-MERIDIAN strengthen existing customer relationships. "All in all, the tool is very helpful for us. In addition to continuous development and the introduction of further features, we also appreciate the trusted cooperation with our LinkedIn contacts," says Schaz.

Currently, CHG-MERIDIAN's sales team is working on fully synchronizing their new CRM system with LinkedIn Sales Navigator. This ensures that the company’s most important sales tools work hand in hand. This increases efficiency, raises data quality, and makes it even easier in future to update information about customers, leads, and potential contacts and exchange them among team members. "We wanted to make full use of the tool's potential from the start and are taking it a step further," says Schaz.

Furthermore, through active exchange and a dedicated channel, continuous efforts are made to share success stories in the use of Sales Navigator between users. "The information exchange with colleagues is the focus here," says Schaz.

Schaz has a tip for companies that have only recently started using Sales Navigator as a digital tool for sales: "Try everything out and find the tailored solution for your own goals," advises Schaz. "Whether it's the use of saved searches, personas, or finding warm introductions – everyone finds features here that significantly facilitate sales work."

Steffen Schaz

Head of Sales Development
CHG-MERIDIAN AG

CHG-MERIDIAN

The CHG-MERIDIAN Group is one of the world's leading technology2Use companies. The company employs more than 1,400 people and creates, finances and delivers tailored technology usage models for the IT, industrial and healthcare sectors. Customers include international corporations, medium-sized companies, authorities and hospitals. CHG-MERIDIAN manages its customers' technology investments along the entire life cycle, from procurement and use to data deletion, processing and remarketing of used devices in its modern technology centers.

CHG-MERIDIAN Goes All-In on Digitalization with LinkedIn Sales Navigator

Digital, International, and Highly Efficient: LinkedIn Sales Navigator