In an ideal world, every sales team would have the time – and the money – to build new connections, nurture old ones and strike up new conversations with relevant prospects in their industry on a daily basis. Unfortunately, the pressures of quarterly targets and monthly quotas tend to make this kind of work harder than it sounds.
Today, 68% of companies admit to struggling with lead generation. That’s despite relying heavily on the same old tried and tested marketing tactics such as social media marketing, cold calling, email marketing, and even aggressive sales tactics when times call for desperate measures. This is why many businesses look to outside help when things get out of hand, but there’s a solution – lead generation agencies.
Lead generation agencies are adept at helping businesses find potential customers with whom they could strike up a mutually beneficial relationship. While many B2B salespeople might be wary of handing over their sales responsibilities to someone who isn’t an employee, working with a lead generation agency has plenty of advantages.
We compiled this guide to provide a more detailed overview of how to use LinkedIn for sales and how a lead generation agency can support you in meeting your quota and building a strong sales department.
With over 850 million members as of 2022, LinkedIn is your go-to place when you want high-quality leads that don’t exist anywhere else. The platform is home to professionals in various industries; no matter what industry you’re in, you’re guaranteed to find fellow professionals. What’s more, 65 million members hold some form of decision-making role at their company, and that’s what you want to keep an eye out for – these are your ideal target prospects.
Selling on LinkedIn is more than just posting your latest sales and marketing collateral for your latest product or service. It’s about strategic visibility, clarity of message, being unapologetically you, and how you present yourself as a brand.
The good news is that it’s easy to learn how to use LinkedIn for sales by using it as a professional marketing tool rather than simply another social media site. But before we get into more detail, here are some related terms you might come across in your LinkedIn sales campaigns:
In today’s B2B environment, sales are a collaborative effort – with a sales rep, a sales manager, and a marketing manager working together to source new leads from the market, nurture those relationships, and close more deals. Sales reps might want to think of themselves as relationship managers more than lead generators.
LinkedIn offers the most extensive professional networking experience on the internet as the most widely used business-oriented social media network. While most people use the platform for professional networking, a significant number of marketers leverage it for lead generation with a strong focus on capturing business opportunities.
We’ve got the numbers to prove why LinkedIn is the perfect place to find fresh, high-quality B2B leads for your business:
Despite its popularity, many marketers still consider it a challenging social media platform for lead generation. For starters, the LinkedIn landscape is shifting toward content marketing, especially in industries like healthcare and financial services, where blogging about certain industry issues can give you the authority to pitch products to your customers.
Sales quotas are quantifiable targets that sales reps must meet to be considered successful. The goal might be to book a certain number of deals, generate a certain amount of revenue, or close a certain percentage of deals. As with any goal, you can only accomplish it with a plan, and that plan starts with a quota.
For example, if the company expects the team to generate $1 million in revenue and the quota is 10%, each rep should bring in $100,000.
Quotas are important because they provide a goal to aim for, give your team something to focus on, and keep your team accountable.
Some companies don’t use a quota system, but the vast majority of businesses track their employees’ performance in relation to a target. A sales quota can be a helpful way to track performance, but it can also be stressful for employees who don’t hit their numbers.
The main challenge for any B2B sales quota lies in the fact that the process can be long, complex, and quite expensive. The average sales cycle is anywhere between 4-7 months.
Moreover, the sales cycle for B2B is usually longer than for B2C, meaning that there is more time for things to go wrong and for the customer to change their mind. Below are more obstacles to meeting sales quota in B2B:
For example, if your prospects dwell on social media, cold calling may not be the best LinkedIn lead generation tool. In such a situation, you can use content marketing or social media as your lead-generation medium.
Another important thing to remember is your business’s target audience. If your potential customers tend to visit a particular website or social media site often, it is a good idea to use that site as a lead generation option.
LinkedIn sales are not just about posting a generic profile and expecting to start closing deals. You have to pay attention to details, such as your headline and bio. You also have to know how to network on LinkedIn.
With that in mind, there are several different ways on how to use LinkedIn for sales, particularly its built-in features:
LinkedIn Sales Navigator is a tool for enterprise-level business clients who want maximum bang for their buck from their investment in LinkedIn. It provides detailed analytics and a robust suite of tools for reps to make the most of their time, target their ideal clients, and have a clear view of their progress.
Navigator is an advanced social selling tool that allows you to beat the competition by profiling your company and your employees, prioritizing your leads, and collaborating with your team. With Navigator, you can easily create a sales pipeline and view your activity reports to track your progress.
LinkedIn Sales Navigator also lets you uncover the most relevant leads, create better-targeted ads, and measure the results. You can search for targeted leads based on your company, industry, and job title and then start building connections with them. The more connections you have, the more likely you are to be searched for by your target market – and sales teams can use these connections to reach out and try to start a relationship with these potential customers.
If you are working to meet a sales quota through LinkedIn and looking for a better way to track your results, you can work with a lead generation agency to improve your results.
A lead generation agency can help you find and generate leads through different channels, such as social media, email, and content.
A good lead generation agency will be able to provide you with a steady stream of quality leads that meet your company’s specific criteria.
The key to successful lead generation is communication, and a good agency will make sure that there is a constant two-way dialogue between your company and the agency. There are several ways in which you and the agency can work together to bring in more leads:
No-risk lead generation services ensure that you only pay for what you get. When no leads are generated, you get a full refund of your unallocated money.
Before you start to work with a lead generation agency, make sure you have a good idea of what they can do for your business. Remember that not every agency is right for every business, and you should never be afraid to shop around.
Ask these questions:
If you decide to work with a company to generate leads on LinkedIn, make sure you do your research and pick a reputable company. Go with a company that has experience working in your industry. You also want to make sure they have a team of specialists on staff to provide readily available support for your business.
Outreachly’s No-Risk Sales service was designed for the sales-hungry teams that lack time to scour the internet in search of new opportunities for their business. Everything from researching your ideal customers to creating a LinkedIn lead generation strategy and content is fully managed by our in-house team of sales experts, so you can focus on what you do best: selling.
With our pay-per-result model, you only pay for the results you get, so it’s really 100% risk-free! And with a focus on a few clients per month, your sales efforts will be fully dedicated to your needs.
The sales process is fluid and ever-changing, which makes it important for sales teams to stay on top of new trends. LinkedIn is one of the best ways to stay ahead of the competition and source new leads for your sales team. But to really get up to speed on your lead-generation efforts, it’s important that you work with the best lead-gen agency for your business.