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"?

Marketing

B2B LEADS 
ON LINKEDIN
 
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FOUNDER SINCE 2008
GROWTH MARKETER
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STARTPLATZ

SLIDES & VIDEO
GET.PIRATESKILLS.COM/B2BLEADS

• JUNIOR MARKETING MANAGER
• LEANIX
LAURA MAUERSBERGER

• CONTEXT
• GPZ TOOL
• LINKEDIN FEATURED POSTS
• CONTENT
OVERVIEW

Mission:
Become global #1 SaaS helping companies
to modernize their IT architectures
LeanIX

Dashboards –
collaboration with stakeholders

Process @LeanIX
Leads Bad Fit
MQLs No reply
Demos CBQ
Opportunity
Customer
Upsell

Ultimately we saw that for lead gen,
Linkedin works best.

At the beginning:
• Wrote 30 people a day
• Added 10 new contacts per day

GPZ tool
After:
• Wrote 300 people a day
• Added 100 new contacts per day

Tips
• Start small. Find out the max.
requests you can send per day.

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.

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.

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

Posting in groups
• Started adding 10 relevant groups
per week.
• Posted daily in each group

More and more leads came in!!!
Most importantly, it‘s scalable!

All of a sudden, we saw hundreds of
leads come in at once....
What happened?

Featured post!
• Our popular post made the Linkedin
weekly digest

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.

What happened in Nov?
• Were my groups not interested in
my content anymore?
• Did I contact all possible leads
already?

Test content
• Smaller or inexpensive groups,
become perfect “Test subjects“ to
see if content is sexy enough.

What works best for us?
• Templates (Posters)
• How to / Getting started (eBooks)

• Endorsed pinned posts receive more
downloads.
• GPZ has a view profil option.
• You can also send sequences to
Linkedin with linkedhub.io
• Be honest

We Are Hiring!
• Marketing Manager, Content and
Automation
• Graphic Designer
leanix.net/en/jobs

• AFTER THE EVENT IN PERSON
• FEEDBACK BOX
• BIT.LY/PIRATESKILLSLIVE
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+49-176-30543705
BEN@PIRATESKILLS.COM
BEN SUFIANI

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It's another new era of digital and marketers are faced with making big bets on their digital strategy. If you are looking at modernizing your tech stack to support your digital evolution, there are a few can't miss (often overlooked) areas that should be part of every conversation. We'll cover setting your vision, avoiding siloes, adding a democratized approach to data strategy, localization, creating critical governance requirements and more. Attendees will walk away with actions they can take into initiatives they are running today and consider for the future.

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

1. B2B LEADS  ON LINKEDIN   JOIN THE CREW ON PIRATESKILLS.COM

2. FOUNDER SINCE 2008 GROWTH MARKETER PROUD DADDY BEN SUFIANI

3. #PIRATESKILLS TAKE PICTURES SHARE THE STREAM

4. 14.03. BEST PRACTICE DIGITALISIERUNG  50% off with BPD_Special STARTPLATZ

5. SLIDES & VIDEO GET.PIRATESKILLS.COM/B2BLEADS

6. • JUNIOR MARKETING MANAGER • LEANIX LAURA MAUERSBERGER

7. • CONTEXT • GPZ TOOL • LINKEDIN FEATURED POSTS • CONTENT OVERVIEW

8. Mission: Become global #1 SaaS helping companies to modernize their IT architectures LeanIX

9. Inventory – The CRM of the IT manager‘

10. Reports – for better IT decisions

11. Dashboards – collaboration with stakeholders

12. Process @LeanIX Leads Bad Fit MQLs No reply Demos CBQ Opportunity Customer Upsell

13. We currently use ...

14. Ultimately we saw that for lead gen, Linkedin works best.

15. At the beginning: • Wrote 30 people a day • Added 10 new contacts per day

16. GPZ tool After: • Wrote 300 people a day • Added 100 new contacts per day

17. GPZ tool

18. Tips • Start small. Find out the max. requests you can send per day.

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. 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. 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. Expect 10% conversion!

23. Linkedin Groups and featured posts!

24. Posting in groups • Started adding 10 relevant groups per week. • Posted daily in each group

25. More and more leads came in!!! Most importantly, it‘s scalable!

26. All of a sudden, we saw hundreds of leads come in at once.... What happened?

27. Featured post! • Our popular post made the Linkedin weekly digest

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. Fast MQL growth

30. What happened in Nov? ?

31. What happened in Nov? • Were my groups not interested in my content anymore? • Did I contact all possible leads already?

32. Content

33. Test content • Smaller or inexpensive groups, become perfect “Test subjects“ to see if content is sexy enough.

34. What works best for us? • Templates (Posters) • How to / Getting started (eBooks)

35. Fun Facts

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. We Are Hiring! • Marketing Manager, Content and Automation • Graphic Designer leanix.net/en/jobs

38. Q&A

39. • AFTER THE EVENT IN PERSON • FEEDBACK BOX • BIT.LY/PIRATESKILLSLIVE FEEDBACK & IDEAS

40. @BENSUFIANI +49-176-30543705 BEN@PIRATESKILLS.COM BEN SUFIANI

41. GOOGLE  ANALYTICS  WORKSHOP  28.03. GET A TICKET ON PIRATESKILLS.COM  CODE: PIRATESKILLSLIVE

42. STARTUP  IDEAL VALIDATION  04.04.   JOIN THE CREW ON PIRATESKILLS.COM

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

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