Santander achieved a 171X ROI with LinkedIn Sales Navigator.
Santander UK Corporate and Commercial Banking helps connect ambitious businesses with the bespoke banking services they need to achieve their goals – offering established, localized relationship teams backed by the resources of the Santander Group, one of the world’s largest banks.
The Challenges:
In the highly competitive world of corporate banking, Santander UK Corporate and Commercial Banking sees itself as a “challenger,” and that approach to the market fuels all of its efforts, including business development. As Steve Nichols, Divisional Head of Business Development for London and Southeast England, says, “Traditionally, trying to get a business to move their banking in the UK market can be an arduous, long-term proposition. Cold-calling or constantlysending unsolicited emails is ineffective. We want to contact new business prospects when our services are most appropriate and useful to them, but that can be difficult to determine without the right information.”
The Solution:
To support this sales strategy and increase its market share, Santander UK Corporate and Commercial Banking began partnering with LinkedIn in 2013, providing Sales Navigator licenses to its business development teams. While the traditional world of corporate banking might once have clashed with the modern concept of a social networking platform, LinkedIn and Sales Navigator were the perfect fit for Santander. Following a successful rollout with the business development team at Santander UK Corporate and Commercial Banking, Sales Navigator is now the team’s primary business development tool.
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