Why Most Enterprise Sales Teams Fail at LinkedIn Lead Generation


LinkedIn is one of the best tools for lead generation if you are trying to use social media to grow your business. But that’s only if you know how to use it right. A lot of people don’t understand the potential of LinkedIn, and that’s why they don’t even attempt to use it at all. Those people are missing out.

LinkedIn has over 756 million users around the world, making it the largest professional network online. And because it is focused on building professional and business relationships, LinkedIn is full of CEOs, business owners, professionals, marketers, managers, recruiters, and decision makers from different industries.

Chances are your sales team isn’t utilizing LinkedIn to its fullest potential. Today we’re going to talk about why most enterprise sales teams don’t generate enough leads on LinkedIn.

Your Enterprise Sales Team is Using LinkedIn Wrong

LinkedIn can help you generate a ton of leads, but only if you’re using it right. Unfortunately, many marketing teams don’t use it correctly and end up wasting their time.

While this may not apply to you, it does happen to a lot of sales team. And if you’re still treating LinkedIn like an online resume, you’re already getting left behind by your competition.

When we say you’re not using LinkedIn properly, we mean you’re barely generating any results or leads from it. It also means the content you publish on LinkedIn are getting minimal engagement—if any.

If this applies to you, you should start learning how to use LinkedIn properly. Here are some common mistakes to avoid.

Sharing Company Blogs—and Nothing Else

You should be producing your own content for your LinkedIn account on a regular basis. That’s how you generate traffic, get more engagements, and score more leads. Having your own content also paints you as the leader in your industry, which helps boost your credibility.

If you’re not already publishing your own content on LinkedIn, now is the time to start. Some companies just use LinkedIn as a place to share their company blogs and updates: they are not doing themselves any favors.

Your customers and prospects don’t actually find those things interesting. What they want is value. You can give it to them in the form of educational and informative articles or videos. Long-form text-based content tend to do better on LinkedIn than in any other social platform, so take advantage of that. But videos are also great for attracting people’s attention and delivering your message.

For your LinkedIn content, you can also share the latest industry news, give industry-related tips and life hacks, or interview industry experts. You can even break the monotony with a few industry-relevant memes that your customers may find funny.

It’s time to get rid of those boring posts that generate zero engagement. You won’t generate leads this way. You need your own content, and you need to start posting them now.

Not Optimizing Your LinkedIn Profile

You can’t convince people that you are an industry leader if your profile isn’t optimized. If your sales team members aren’t using professional photos and custom LinkedIn banners that show off your brand, it’s no surprise that leads aren’t being generated.

Your customers and prospects are checking your profile. Make sure they are impressed by what they see. For starters, your LinkedIn profile should clearly show who you are and what you do. It should also give visitors an idea of what your brand is all about.

More importantly, profile visitors will care about what kind of value you can give them. So make sure your LinkedIn profiles are customer-focused. Fill in your LinkedIn profiles with complete information. Make it easier for leads to come to you. That means your contact details should be there.

When people visit your profile, they need to see a professional-looking company that is capable of giving them the value that they need.

Not Driving Traffic in a Meaningful Way

You may be driving traffic to your LinkedIn profile, but if you’re not able to convert that traffic, it’s all for nothing. Some sales teams don’t have anything in place that will guide prospects towards a sale. You should turn your LinkedIn profile into a sales funnel that slowly takes customers from one step to another until they are ready to make a sale.

This means interested profile visitors should be able to visit your website easily, where they can hopefully be converted into paying customers. Alternatively, you can tell them to follow your LinkedIn company page, or to connect with people from your company.

It pays to have a plan in place. Once you start generating traffic through your content and you get those profile views, you need to know exactly where to direct your audience to get the best chance of converting them.

These are some of the ways you can improve your lead generation through LinkedIn. If you want to make lead generation easier, try automating your outreach. You need to get Kennected.

Kennected is a LinkedIn automation tool that can send personalized messages and follow-ups without spamming other LinkedIn users. It generates a stream of leads, connections, and meetings—all on autopilot.

Once you’ve set up a campaign by identifying your target audience on LinkedIn, Kennected will send your messages automatically, but not in bulk—as if you were sending them yourself.

By allowing you to personalize your messages, Kennected lets you reach more people without spamming them. It even limits the number of messages sent per day. What it does is it handles the tasks that are mundane and repetitive, so you can focus on more important tasks like running your business.

Spamming LinkedIn users never works. That’s why some salespeople just end up wasting their time on LinkedIn. Stop sending that tired old message and start personalizing your outreach.

Kennected helps you start conversations so you can focus on building those relationships. Book a demo with Kennected today to learn more.

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