How to Use LINKEDIN: The Ultimate B2B Lead Generation Platform

s generating leads for your business your top priority? Has it also been your greatest challenge? Are you worried about gaining an advantage over such intense competition?

There’s a platform that, if used efficiently, can generate leads for you, never like before. And it’s LinkedIn.

When it comes to B2B, LinkedIn is chosen over other social media platforms because it has over 900 million users, many of whom are working professionals. 

It can be a big step to take, but if done properly, LinkedIn can get you a new employee, create networking opportunities, and provide you with fresh leads. Don’t you think that would up your lead generation game and give you an advantage?

This is why including LinkedIn in your B2B lead generation strategy is so crucial. Here, we’ve combined a few strategies to kick-start your LinkedIn lead generation strategy, so let’s get to it! 

About LinkedIn 

According to surveys, LinkedIn is the top sponsored and organic social channel for B2B organizations, with 82% of B2B marketers reporting the most success on the network. LinkedIn is the most used social network for B2B marketing, used by nine out of 10 B2B companies. 

The typical Instagram user scrolls through their feed, comments on friends’ pictures, watch the Stories of their favourite celebrities and occasionally utilizes the app to look for and buy things. In contrast, the average LinkedIn user is looking for professionally-oriented information. They’re already looking for knowledge to help their businesses develop, so meet them where they’re at. 


Image credits: Pixabay

Professional decision-makers with purchasing power make up the majority of LinkedIn’s readership, which allows you to speak to prospective clients who might end up becoming paying customers.

This makes it an effective platform as it allows you to connect with potential customers, showcase your products or services, and take part in relevant industry conversations. 

Additionally, LinkedIn also provides various advertising options, such as sponsored content and display ads, which can help you reach a wider audience and generate leads more efficiently. By leveraging the power of LinkedIn, you can establish your brand, build relationships, and grow your business. 

Here are a few strategies to begin with: 

  • Set up a profile 

Think of your company profile as a landing page that must address your target market. In your profile summary, be sure to describe your work clearly. You must make your profile as you as possible because first impressions count. A few ways to optimize your company profile are: 

  • Complete Your Company Profile

The first thing people will see after accepting your connection request is your profile. The people you wish to connect with will likely look at your profile to learn more about you. This is why you need to make sure to fill out all the sections of your company profile, including your business description, specialities, products and services, website, and contact information. 

Use your corporate image style and make sure to fill up all the fields. It’s crucial that in less than three seconds, someone should be able to understand the value of your proposition from your profile.

  • A Professional Photo

A professional photo is a must for LinkedIn. It should be of high quality. Remember to include a background image because it serves as a free banner for your logo, tagline, or product placement. This will help increase your click-through rate by 14 times.  

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Image credits: Unsplash

  • Use Relevant Keywords 

Use keywords relevant to your industry in your profile to make it easier for your target audience to find your company. Using relevant keywords also helps LinkedIn understand the context of your profile and content, making it easier for the platform to suggest your profile to others who may be interested in your skills and expertise.   

  • Have a Distinct Name and Headline

Your title should be brief and specific about what you do. Make sure your name is spelt correctly so that people can locate you easily.

Post Regularly 

Posting on LinkedIn exposes you to thousands of people every day and helps you start conversations with fresh leads. You need to remain consistent and post quality content on a regular basis.

Consider providing a variety of content formats, including video, to strengthen your LinkedIn page and profile. Including this industry-relevant content can help you create relevance and trust with potential consumers by positioning yourself as a competent source. 

When you’re known as an insightful, helpful source, you’ll start to build relationships with like-minded experts that meet your ideal customer profile. If you post frequently, you’ll become a regular on their feed, making it easy to start new conversations. If you think that your LinkedIn friends are professionals in your sector, the content you upload will expose you to new audiences. 

You need to share relevant content, such as blog posts, articles, and updates about your company, to keep your followers engaged and interested. This will expose you to thousands of people every day and help you start conversations with fresh leads.

Connect With Potential Clients

Connecting with people in your area of expertise and your target audience can bring you closer to opportunities that will help you achieve your career/business goals. 

Respond to comments and messages, and participate in discussions related to your industry. Connect with people in your field if you want to produce more leads on LinkedIn. The greater your LinkedIn connections, the more opportunities you will create for yourself.

You can also use grouping and tagging tools to stay organized. It is important to connect with people who will be relevant to the growth of your business.

Find Leads with Sales Navigator

LinkedIn Sales Navigator is a paid product that assists salespeople in locating and connecting with potential leads on LinkedIn. It’s a must-have if you want to start prospecting on LinkedIn.

With over 30 filters, it is far more sophisticated than the standard search engine and allows you to effortlessly target your potential clients using advanced filters such as job title, demographics, company size, industry, location, and more. 

Sales Navigator, unlike LinkedIn’s basic search, does not have a monthly search limit. LinkedIn Sales Navigator can provide you with lead recommendations based on your saved leads and activity. This can help you identify new leads that match your target audience.

Pair that with Messages (aka InMail), and now you can contact prospects without being connected to them.

Join LinkedIn Groups That Your Prospects Are a Part Of

At its heart, LinkedIn is a social platform like any other. Like on Facebook, users can create groups centred on topics related to their industry. You should join these groups to interact with other professionals.

You can share articles and updates to spark debates about pertinent issues or discuss the services you provide. If you’ve joined groups correctly, your potential clients will be able to see what you’re saying and begin to recognize you as a useful source of information.

Learn from what active members say to identify prevalent industry pain points and how prospects want these issues solved. Use this knowledge to your advantage and design hyper-targeted value propositions that speak to your customers’ requirements when you reach out. 

Create Connections With Influencers

It would be ideal if you were establishing ties with industry influencers. Engage with their content and bring value to the topic by making intelligent comments that add to the discussion.


Image credits: Pixabay

Remember, when networking on LinkedIn (or anywhere else, for that matter), always add value before asking for anything. Adding value might range from giving a good resource or link to providing an unusual perspective.

This applies to engaging with influencer content and participating in discussions in industry organizations.

Create Your LinkedIn Group

Starting a group allows you to manage its content and reach. You can limit the group to people you know, or you can open it up to the general public. The idea is to engage your audience and use your thought leadership to impact your group members. 

It can be especially beneficial if your target audience is active on the platform. By creating a group, you can engage with potential customers, build your personal brand, and share relevant content to showcase your expertise and attract new leads. Group admins can make rules, approve postings before they go live, and even elevate other admins who make good contributions to the community’s well-being.

However, it is important to keep in mind that building a successful LinkedIn group takes time and effort. You will need to engage with members, provide valuable content, and grow your network to see results. It goes without saying that you’ll receive exactly what you put into it, so give it your best.

Run Ads

Once your LinkedIn Ads campaign is up and running, you can use the LinkedIn Ads tool to:

  • View your campaign’s results and optimize the performance of your ads.
  • Control the size of your budget.
  • Pause or restart ads at any moment.

To track the outcomes of a bespoke audience campaign, you must first install the LinkedIn Insight Tag on every page of your website.

After that, you may access demographic data for visitors to your site, including their company name and industry. This provides critical information about which industries are visiting and converting your website.

However, advertising on LinkedIn may be costly, and a well-crafted ad campaign is required to see a high return on your investment. Other lead generation tactics, such as content marketing and networking, should be considered as part of your lead generation strategy.

To summarize, running LinkedIn advertising can be a beneficial approach to creating leads, but you must have a clear strategy in place and be willing to invest time and resources to make it successful.

Encourage Employees to Share News And Updates

Getting your employees to share updates on LinkedIn can be a useful way to generate leads and build your company’s presence on the platform. By leveraging the networks of your employees, you can expand your reach and increase visibility among potential customers.

Encouraging employees to share company updates, relevant industry news, and thought leadership content could help position your company as a leader in your field and attract new leads. It’s also important to provide employees with guidelines on what types of content to share and how to represent the company effectively on LinkedIn.

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Image credits: Pixabay

It’s important to keep in mind that not all employees may be comfortable using LinkedIn in this way and that getting employees to share updates can be challenging. It may be helpful to provide training and resources to help employees understand the value of using LinkedIn for business and how they can best participate.

Lastly, getting your employees to share updates on LinkedIn can be a valuable way to generate leads, but it’s important to approach it strategically and provide the necessary support and resources to ensure its success.


Finally, if you’re not utilizing LinkedIn or aren’t using it frequently enough, you’re likely passing up major opportunities to develop your business.

We’ve thought about everything you’d be interested in, from developing a brand to generating leads, whether you’re a small business or a large corporation—and LinkedIn has proven to be the ideal site for it.

We don’t even question it at BETTER SETTERS because LinkedIn is used in practically every outbound marketing effort. Lead generation on LinkedIn warms up leads, boosts company recognition, and brings in new interested customers.

LinkedIn, like other lead generation tactics, takes time to learn. You can, however, step up your LinkedIn efforts by contacting our skilled appointment setters and qualified lead generators. 

Regardless of the B2B business speciality, our collaborative strategies have yielded benefits for us and our clients over time. We would be happy to assist you in developing the strategy you need and tailoring it to your company. All this is done to enable you to impact the world!

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