Linkedin: 8 Steps to Generate Quality Leads and Increase your B2B Sales.

8 Steps to Generate Quality Leads and Increase your B2B Sales.


In today’s B2B business world, it’s crucial to use platforms like LinkedIn to increase sales and develop professional connections. As a specialist in business strategies, I am going to share with you 8 essential steps to boost your sales using LinkedIn and optimize your process of generating qualified leads and sales on this important platform:


1. Personal Brand

The first point is that Linkedin is a social network where business relationships occur between people, not between companies. A successful strategy is based on having a solid personal brand as its main pillar. Which allows you to highlight and effectively communicate your identity and professional values.
Therefore the first step is to build a coherent and authentic personal brand that reflects your personality, skills and experience.

Consistency between your personal brand and your communication is key to creating a positive perception and attracting your ideal client.

When building your personal brand, think about what sets you apart from others and how you can present your unique characteristics in an attractive way.

A strong brand allows you to establish authority in your field and attract more potential clients, allowing you to fully exploit tools like LinkedIn Premium and Sales Navigator.

2. Define the Profile of your Ideal Client

Identifying and understanding your ideal customer is the second step to a successful B2B sales strategy on LinkedIn.

This allows you to personalize your approach and communicate more effectively. Analyze your needs, desires, challenges and objectives.

Understand their pain points that will allow you to adjust your message and offer precise solutions.

In addition, understanding your ideal client makes it easier to segment your campaigns on LinkedIn Companies, allowing for more refined and effective prospecting.

Through tools like Sales Navigator, you can locate, analyze and connect with qualified prospects, and design strategies to convert them into customers.

3. Create your Value Proposition

The third step is to create your value proposition as the core of your LinkedIn sales strategy. You must clearly and concisely communicate why customers should choose you or your company.

It must solve a problem or satisfy a need of your ideal client in a unique and differentiated way.

In the competitive environment of B2B sales on LinkedIn, a strong, well-articulated value proposition can be your greatest asset. It allows you to stand out from the competition and attract potential customers, facilitating the conversion process and helping you increase sales.

4. Optimize Your LinkedIn Profile to Sell

Optimizing your profile is the crucial fourth step to success on LinkedIn. Use a professional photo, an enticing headline, and a summary that highlights your skills and experiences. The customized section, social proof, and details on education and experience should be up-to-date and relevant to your B2B sales goals.

Your LinkedIn profile is your digital introduction, so it must be perfectly optimized. Here is what you need to do, it’s as simple as 1-2-3, and shouldn’t take much time.

Step 1: Update your profile picture and background image with relevant images. Make sure the pictures are not blurry, pixelated, or too chaotic and distracting.

Step 2: Include your title and company name in the profile. When sending a message on LinkedIn, your formal title will appear below your name. Therefore, including one is essential!

Step 3: Rewrite your “About” section. If a prospect doesn’t know you or your business, they’re likely to investigate your profile before responding to your message. Your “About” section should be informative, easy to read, and friendly. Use simple language tailored to your audience (i.e., use the language your target market knows and understands).

All profiles aiming to contact prospects should follow these simple steps to show their best face. This includes your company’s profile as well. After all, first impressions really do matter!

5. Create a Viral Content Marketing Strategy

Content is king on LinkedIn. The fifth step is to develop attractive storytelling, create templates for posts and balance engagement content with promotional content, following the 90/10 rule.

Creating videos, articles and posts that resonate with your audience can increase your reach and generate quality leads. Let’s look at each of these points in detail:

a. Attractive Storytelling:
The art of storytelling is a powerful tool on LinkedIn. Good storytelling can humanize your brand, generate empathy and connect emotionally with your audience.
Develop stories that are relevant, authentic, and reflect your and your company’s values and mission.
Well-executed storytelling can significantly increase engagement and interaction with your content.


b. Create Templates for Posts:
Templates for your publications are essential to maintain a coherent and professional presence.
Design templates that reflect your brand and are visually attractive. A consistent design helps strengthen your brand identity and facilitates recognition by your audience.
Additionally, templates can save time and effort when creating content.


c. Balance Engagement Content with Promotional Content:
The 90/10 rule suggests that 90% of your content should be focused on engagement: educate, entertain and inspire, while only 10% should be promotional.
This balance is crucial to building relationships and trust with your audience before trying to sell them something.
An overly promotional approach can alienate your followers and damage your reputation on the platform.


d. Creation of Videos, Articles and Posts:
Videos, articles and posts are key content formats on LinkedIn. Videos can generate a high level of engagement and are ideal for showing your brand’s personality.
Articles allow you to share insights, experiences and in-depth knowledge, establishing yourself as an expert in your field.
Regular posts keep your audience informed and active. In each format, the content must be relevant and resonate with your audience.


e. Reduce Your Word Count
Now that you’ve developed your overall approach plan, it’s time to talk about the messages themselves.
As a general rule, treat your message like text: the shorter and more concise, the better!
Too many sentences will require your recipient to scroll, which will discourage them from actually reading the message!
Especially if it’s the first message you’ve ever sent them, you don’t want it to be too long.

6. Participate in LinkedIn Groups

LinkedIn Groups are spaces dedicated to discussions and content sharing between professionals with similar interests, industries or roles. Actively participating in these groups can not only expand your network and knowledge but also establish you as an authority in your field and boost your personal brand.

a. Find Relevant Groups:
Find and join groups that are aligned with your professional interests and business goals. Choose those that are active, where members participate and share valuable content. Relevant groups offer you industry insights and opportunities to learn and share knowledge.

b. Contribute Valuable Content:
Contribute to the group by sharing useful, relevant and high-quality content. Answer questions, offer solutions, and participate in discussions. By contributing valuable content, you reinforce your position as an expert in your field and strengthen your reputation among like-minded professionals.


c. Connect with Field Professionals:
Groups allow you to interact and build relationships with other professionals and experts in your industry. Take the opportunity to connect with people who share your professional interests, learn from their experiences and explore possible collaborations or business opportunities.

d. Generate Conversations:
Start discussions, ask for opinions and encourage dialogue within the group. Generating enriching conversations not only allows you to obtain different perspectives and resolve doubts but also increases your visibility and engagement within the group.

7. Generate Effective Direct Messages

Direct messages are a powerful tool on LinkedIn for generating leads and closing sales.
These can be sent in groups or directly to your ideal prospect.

The key is personalization and offering value from the first contact.

Avoid generic messages and focus on understanding and solving the specific needs of your interlocutor.

LinkedIn Premium can be your ally to research your contacts and personalize your messages.

A customer-centric approach and a well-constructed message can be decisive in converting a connection into a customer.

It is crucial to maintain courtesy and professionalism in every interaction, cementing relationships and building a positive reputation.

8. Take advantage of LinkedIn Premium and its various versions

While all the activities described above can be done with LinkedIn Free, LinkedIn Premium is an invaluable complementary resource that offers different versions to meet various professional and business needs, enriching your ability to connect, learn, and grow on the LinkedIn platform.

a. Career:
Career is designed for individuals looking to advance their professional careers. This plan assists you in finding new job opportunities, providing tools and resources that allow you to stand out in the competitive job market and connect with potential employers.

b. Business:
Geared towards professionals and businesses looking to grow and obtain detailed market information, Business allows access to deep business insights, expanding your ability to make informed decisions and develop effective business strategies on LinkedIn.

In addition, it gives you access to LinkedIn Learning, where you can find more than 16,000 online courses.

c. Sales Navigator Core:

Ideal for sales professionals and those focused on developing a customer base, Sales Navigator

Core offers you advanced tools for generating and managing leads, facilitating the construction of meaningful relationships and the conversion of prospects into clients, and also gives you the advantage to obtain information before others about jobs, companies, resumes.

It also gives you access to Linkedin Learning where you can continue preparing to continue being the best version of yourself.

d. Sales Navigator Advanced:

For those who need a more robust set of sales tools, Sales Navigator Advanced provides advanced, customized functionality that enables more accurate prospecting and more effective sales strategies, optimizing your efforts to meet and exceed your sales goals, one of the main differences is that it allows you to collaborate with your team on Linkedin.


In the competitive world of B2B sales, LinkedIn has become the platform of choice for professionals looking to increase sales and strengthen their market presence. The steps mentioned above will not only help you optimize your profile and strategy on LinkedIn, but also improve your ability to generate quality prospects and close successful deals.

LinkedIn, along with tools like Sales Navigator and LinkedIn Premium, allows professionals and businesses to implement effective social selling strategies tailored to their needs and objectives. Strategic use of these tools, combined with a strong personal brand and an attractive value proposition, is key to success in B2B sales on LinkedIn.

Finally, the focus should be on building authentic relationships and offering value in every interaction. By putting these steps into practice and focusing on understanding and meeting the needs of your ideal customer, you will not only increase your sales, but also strengthen your position as a reference in your sector and build a solid foundation for sustainable business growth.

Are you ready to take your LinkedIn presence to the next level and configure an effective strategy to boost your B2B sales? 

Creating content and turning it into qualified prospects and actual sales is a complex challenge that requires multidisciplinary, specialized work and daily effort.

At Leaper 360, we specialize in creating growth strategies for your profile and company on LinkedIn. We understand the importance of improving your strategy on this platform, and our team of certified experts is ready to help you increase your sales and reach your true potential in the world of social selling for B2B.

Contact us now and discover how we can help you unleash your growth potential with Leaper360!

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