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