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B2B Leads on LinkedIn | by Pirate Skills | with Laura Mauersberger and Ben Sufiani

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What if you could generate more than 100 qualified leads per week for your B2B business just from LinkedIn?Let's hear from someone who has built a system to do just that.

Laura Mauersberger, Marketing Manager at LeanIX located in Bonn, Germany explains how she utilizes automatic messaging tools and group posts to attract hundreds of leads every month. Let's learn what type of posts and content works and what doesn't. Would you have thought that "posters" work twice as good as "white papers"?

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B2B Leads on LinkedIn | by Pirate Skills | with Laura Mauersberger and Ben Sufiani

  1. 1. B2B LEADS
 ON LINKEDIN 
 JOIN THE CREW ON PIRATESKILLS.COM
  2. 2. FOUNDER SINCE 2008 GROWTH MARKETER PROUD DADDY BEN SUFIANI
  3. 3. #PIRATESKILLS TAKE PICTURES SHARE THE STREAM
  4. 4. 14.03. BEST PRACTICE DIGITALISIERUNG
 50% off with BPD_Special STARTPLATZ
  5. 5. SLIDES & VIDEO GET.PIRATESKILLS.COM/B2BLEADS
  6. 6. • JUNIOR MARKETING MANAGER • LEANIX LAURA MAUERSBERGER
  7. 7. • CONTEXT • GPZ TOOL • LINKEDIN FEATURED POSTS • CONTENT OVERVIEW
  8. 8. Mission: Become global #1 SaaS helping companies to modernize their IT architectures LeanIX
  9. 9. Inventory – The CRM of the IT manager‘
  10. 10. Reports – for better IT decisions
  11. 11. Dashboards – collaboration with stakeholders
  12. 12. Process @LeanIX Leads Bad Fit MQLs No reply Demos CBQ Opportunity Customer Upsell
  13. 13. We currently use ...
  14. 14. Ultimately we saw that for lead gen, Linkedin works best.
  15. 15. At the beginning: • Wrote 30 people a day • Added 10 new contacts per day
  16. 16. GPZ tool After: • Wrote 300 people a day • Added 100 new contacts per day
  17. 17. GPZ tool
  18. 18. Tips • Start small. Find out the max. requests you can send per day.
  19. 19. Tips • Start small. Find out the max. requests you can send per day. • Don‘t Spam. Don‘t send more than 1 message per week.
  20. 20. Tips • Start small. Find out the max. requests you can send per day. • Don‘t Spam. Don‘t send more than 1 message per week. • Be personal. Use the smart fields to create authentic messages.
  21. 21. Example:
 Filter for EAs in the region Washington. Hi (Name), How are you? Here in Bonn it is really cold, but I heard that in Washington it’s even worse… but at least you have the “google some nice event in Washington” over there! + one call to action to a download
  22. 22. Expect 10% conversion!
  23. 23. Linkedin Groups and featured posts!
  24. 24. Posting in groups • Started adding 10 relevant groups per week. • Posted daily in each group
  25. 25. More and more leads came in!!! Most importantly, it‘s scalable!
  26. 26. All of a sudden, we saw hundreds of leads come in at once.... What happened?
  27. 27. Featured post! • Our popular post made the Linkedin weekly digest
  28. 28. Admins can also “feature“ a post. 1. Ask group admins to feature. 2. Ask group admins to send as an announcement. 3. Ask to be made an admin.
  29. 29. Fast MQL growth
  30. 30. What happened in Nov? ?
  31. 31. What happened in Nov? • Were my groups not interested in my content anymore? • Did I contact all possible leads already?
  32. 32. Content
  33. 33. Test content • Smaller or inexpensive groups, become perfect “Test subjects“ to see if content is sexy enough.
  34. 34. What works best for us? • Templates (Posters) • How to / Getting started (eBooks)
  35. 35. Fun Facts
  36. 36. • Endorsed pinned posts receive more downloads. • GPZ has a view profil option. • You can also send sequences to Linkedin with linkedhub.io • Be honest
  37. 37. We Are Hiring! • Marketing Manager, Content and Automation • Graphic Designer leanix.net/en/jobs
  38. 38. Q&A
  39. 39. • AFTER THE EVENT IN PERSON • FEEDBACK BOX • BIT.LY/PIRATESKILLSLIVE FEEDBACK & IDEAS
  40. 40. @BENSUFIANI +49-176-30543705 BEN@PIRATESKILLS.COM BEN SUFIANI
  41. 41. GOOGLE
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 28.03. GET A TICKET ON PIRATESKILLS.COM
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  42. 42. STARTUP
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 04.04. 
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