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B2B Lead Generation via LinkedIn [case study]

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Presentation we did for the Inbound UK event in London, november 6th 2012.

Presentation we did for the Inbound UK event in London, november 6th 2012.


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  • 1. [case study] How a traditional B2B companygenerates sales leads via LinkedIn www.heuvelmarketing.com
  • 2. Colt International Colt systems provide: healthy and safe working conditions in industrial and commercial buildings www.heuvelmarketing.com
  • 3. Main Challenges•Enhance brand image•Generate more leads for sales www.heuvelmarketing.com
  • 4. Buyer PersonaThe “Green” Architect photocredit: Free Digital Photos www.heuvelmarketing.com
  • 5. SolutionInbound marketing strategy:•Writing a weekly blog article•White paper development•LinkedIn engagement www.heuvelmarketing.com
  • 6. How they organized www.heuvelmarketing.com
  • 7. Step-by-step overview 1. Mktg: Writes blog article 2. Sales: Engagement in LI Groups 3. Mktg: Reports lead dataphotocredit: Free Digital Photos www.heuvelmarketing.com
  • 8. 1. Write a weekly blog article •Best practices: • Keyword (SEO) • Write about problems • Ask for comments • Always end with CTA • LI share button www.heuvelmarketing.com
  • 9. 2. LinkedIn Engagement •Best practices: • Use social share button • Share with a question • Post in relevant groups • Always follow up www.heuvelmarketing.com
  • 10. Results• 150+ leads• 2 building projects (=deals) www.heuvelmarketing.com
  • 11. about Heuvel Marketing 1st HubSpot Certified Partner in the Netherlands www.heuvelmarketing.com