LinkedIn’s core proposition remains get found and get recruited. Keep your CV up to date on LinkedIn. Make it look pretty. Recruiters find you. Job offers come. That’s essentially their proposition. If that’s the case, LinkedIn surely is the most up to date database on the planet for accurate contact information about prospects. How do we tap that rich, up to date database to generate great B2B leads through LinkedIn?
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The first question we need to ask is whose contact details do we want? That leads us to look at a couple of things. What problem do you solve and who most has that problem? These are big strategic questions that I’ve talked quite a lot about on other shows.
Once we’re clear on the kind of business and the role within the business that we should be targeting, we need also to look at one other thing. That is the ideal client profile. What does a good prospect look like? How big are they? How fast are they growing? How are they structured? And anything else that distinguishes a really good prospect from a not so good prospect for your business. Let’s get really clear first about who we’re targeting.
Use Lead Builder to filter on B2B demographics
Geography
Industry
Size
Roles
If I want to find leads through LinkedIn, I can use Lead Builder inside Sales Navigator, and, look for those businesses who are my ideal clients. As an example, in the above image I’m choosing people from Australia with a Marketing role who work in the Computer Software industry and Information Technology services. I don’t want the tiny companies, but I’m willing to deal with quite small businesses.
Let’s say I’m going to take companies from 51 employees, right up to big enterprises with thousands of employees. Now, if I want to serve such a broad market, I obviously want to be having a product that can scale like that. Then, I search.
You can find the full version of the blog here: https://align.me/b2b-marketing-blog/how-to-generate-…through-linkedin/
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