Maximizing Your LinkedIn Presence: A Guide to Generating Sales Leads

As a business owner or sales professional, it’s crucial to constantly be on the lookout for new ways to generate sales leads. One platform that can help you achieve this goal is LinkedIn.

With over 660 million users, LinkedIn is the world’s largest professional networking site. It offers a wealth of opportunities for businesses looking to connect with potential customers.

In this blog, you will explore how to use LinkedIn to generate sales leads, including tips and best practices for leveraging LinkedIn’s features and tools.

Whether you’re new to LinkedIn or have been using the platform for years, this guide will help you take your lead generation efforts to the next level.

Optimize Your Profile

One of the first steps to generating sales leads on LinkedIn is to make sure that your profile is fully optimized. It showcases your expertise and value proposition.

This includes ensuring that you have a professional-looking profile picture, a compelling headline that summarizes what you do and what sets you apart, and a detailed summary that highlights your experience, skills, and accomplishments.

You should also make sure to include relevant keywords in your profile. As this will make it easier for potential leads to find you when searching for someone with your expertise.

For example, let’s say you’re a marketing consultant who specializes in helping small businesses improve their online presence. Some keywords you might want to include in your profile are “marketing consultant,” “small business,” and “online presence.”

This will make it more likely that potential leads who are searching for a marketing consultant will come across your profile.

Locate Potential Prospects

Once you have optimized your profile, the next step is to start locating potential prospects and building connections with them. There are several ways to do this on LinkedIn, including using the platform’s search tools.

You can find people with titles, industries, and locations that align with your target market, joining relevant groups and participating in discussions. You can also use LinkedIn’s advanced search filters to find people who fit specific criteria.

For example, let’s say you’re a sales representative for a software company that sells project management tools to businesses. You could use LinkedIn’s search tools to find people with the titles of a project manager or CEO in companies that are in your target industries, such as marketing agencies or construction firms.

Alternatively, you could use LinkedIn’s advanced search filters to find people who have certain experiences that make them potential leads for your software.

Monitor Your Profile Views

It’s important to monitor your profile views to see who is looking at your profile and why. This information can provide valuable insights into who is interested in your business and can help you tailor your approach.

For example, let’s say you notice that several potential leads from a particular industry have been viewing your profile recently. You can use this information to tailor your messaging to better resonate with potential leads from that industry.

Make Use of LinkedIn’s Tools

LinkedIn offers a variety of tools and features that can help you generate sales leads on the platform. Some of these tools include LinkedIn Sales Navigator, LinkedIn Live, and LinkedIn Ads.

LinkedIn Sales Navigator is a paid subscription service that provides advanced search and filtering tools, lead recommendations, and the ability to save and organize leads. This can be a valuable tool for sales professionals who are looking to identify potential leads on LinkedIn.

LinkedIn Live is a feature that allows users to host live video streams on the platform. This can be a great way to connect with potential leads.

LinkedIn Ads is a paid advertising platform that allows businesses to target specific audiences with sponsored content and ads. It allows you to reach potential leads who are most likely to be interested in your business.

Join Group Conversations

Another effective way to generate sales leads on LinkedIn is to join relevant groups and participate in discussions and conversations. This can help to attract potential leads who are interested in what you have to offer and are more likely to become customers.

To find groups to join, you can use LinkedIn’s search tools to search for groups related to your industry, interests, or location.

Once you find a group that you’d like to join, you can request to join and participate in discussions by posting comments, answering questions, or starting your own discussions.

Create Relevant Content for Your Group

You can also create your own content to share with the group and attract potential leads. This could include blog posts, articles, or videos, that provide valuable information to group members.

To create content for your group, you can start by identifying topics that are relevant to your industry. You can then create content that addresses these topics in a way that is informative, and engaging to group members.

For example, let’s say you’re a real estate agent who wants to attract potential leads. You could create a blog post that provides tips for first-time home buyers, and share it in relevant groups.

Your post could cover topics such as how to find the right property, how to negotiate a good deal, etc. By sharing this content in the group, you can attract potential leads to your business.

Use LinkedIn Ads To Generate Leads

LinkedIn offers several advertising options that can help you reach your target audience and generate sales leads.

One way to use LinkedIn Ads to generate leads is to create sponsored content ads. These are ads that appear in the feeds of LinkedIn users who are part of your target audience.

It includes a CTA that encourages users to click through to a landing page on your website, where they can enter their contact information and become leads.

Another way to generate sales leads with LinkedIn Ads is to use lead generation forms. These are ads that include a form where LinkedIn users can enter their contact information directly within the ad. This can be an effective way to capture lead information without requiring users to click on your website.

Generate High-quality Leads

How To Generate Leads

Lead Generation


LinkedIn Sales Navigator

How To Target SME Companies

If you are a sales professional or marketing executive, you will undoubtedly face difficulty in targeting SME companies. Well, you can easily reach out to mid-large companies due to their social media presence.

But when it comes to small and medium-sized companies, targeting them seems like a tough row to hoe. That’s why, we have curated this blog to help YOU better understand how to target SME companies.

So, without any further ado, let’s get started.

What Does SME Stand For?

SME stands for small and medium-sized enterprises. These are the businesses that keep revenues, assets or the number of employees below a certain limit. Each country has its own criteria for what constitutes a small or medium-sized enterprise. Certain size criteria must be met, and the industrial sector that a company operates in is considered as well.

The SME companies are a critical part of the economy. These type of companies include every type of businesses that are running on a small scale or on a medium scale. They operate in a range of industries including manufacturing, retail, construction and more.

Indian SMEs – Backbone Of Economy

In a time of global uncertainty, India is changing. And if you look around the corner, chances are you’ll get a glimpse at an emerging India powered by small and medium enterprises (SMEs).

There are two main categories of SMEs in India, which are based on the nature of business. These are: Manufacturing Enterprises (involved in the production of goods throughout a variety of industries), and Services Enterprises (invest in equipment and provide services).

In terms of GDP contribution, SMEs in India currently contribute about 6.11% of the manufacturing GDP and 24.63% of Service sector GDP. The number of SMEs in India is estimated to be at 42.50 million (95% of the total industrial units in India).

SME sector of India is contributing to 45% of the Indian manufacturing output, 40% of India’s total exports, employing 80 million people (40% of India’s workforce), and produces more than 6000 products for the Indian and international markets. (Source – Evoma)

Clearly, Indian SMEs play a significant role in accelerating the economic growth of the country.

Now, moving further on how you should target these SME companies to increase your business revenue.

How To Target SME Companies In India?

There is no one-size-fits-all approach while targetting SMEs – so we are going to talk about a few approaches that will definitely work for you.

Generally, enterprises or large companies are reachable via emails or even the decision-makers in these companies are highly active on the professional patforms. And, in case of SMEs, the decision-makers are owners or directors who are less likely to revert you on your emails.

But now, with just one click you can reach out to SMEs. Sounds like a miracle, isn’t it?

You might heard about LinkedIn Sales Navigator platform for prospecting. So, this is the one approach to target small and medium-sized businesses.

And the another one is just like a magic wand for the advanced targeting of these companies. Here, we are talking about the Prospector platform that gives you access to more than 13 lakh SME companies in India. It will also provide you the contact data of their directors.

Let’s move further to explore how these platforms work.

(1) LinkedIn Sales Navigator

Step 1: Log in with your LinkedIn Sales Navigator account. Click on the Sales Navigator icon at the top right corner of the home page.

Now in the search option, you will have two types of filters for targeting. One is a lead-based filter, refers to an individual profile and the other is an account-based filter that means a company profile.

Step 2: Click on the “Account filters“.

You will get all the sub-filters associated with it, such as Annual revenue, Company headcount, Headquarters location, Industry, etc.

Step 3: Suppose you want to target the SME companies of manufacturing industry. So, select “Company headcount” 1-10 and 11-50. Set “Headquarters location” as India and choose the “Industry” domain as manufacturing.

Step 4: After selecting these filters, you will get more than 230K search results on the right side of your dashboard. Now if you want, you can select all these companies or choose as per your requirements.

You can use the Academy Scraper tool to get your targeted list in an excel sheet and download it.

After getting a huge list of your targeted SMEs, you can reach out to them via Mr. E by EasyLeadz, the B2B contact data provider. It provides you the direct phone numbers of the potential decision-makers on the platforms like LinkedIn, ZaubaCorp, InstaFinancial, and Tofler.

(2) Prospector Platform

EasyLeadz’s Prospector platform gives you instant access to a large number of leads. Moreover, you can instantly view the contact details of these leads and also download the thousands of leads in just few minutes.

This platform comes with filter options like Keyword, State, Company Age, Industry, Company Type, and Paid Up Capital. You can target companies as per your targeted criteria.

With this prospector platform, you can get an access to more than 13 lakh SME companies in just a single click and also the contact details of decision-makers in these companies.

How Does It Work?

Use Case 1: Suppose you want to target hotels that are based out of Chandigarh. Now, in the keyword section, enter the word “hotels”. Choose the state as “Chandigarh” and click on the “Search” button.

You will get a list of 694 companies in the hospitality sector in less than a minute. This is the magic of the Prospector platform.

Now, to get this list you can select all the companies or choose as per your requirements and then click on “Save contacts in bulk”.

After clicking on it, you get an option to save the list either by creating a new list or adding this list to an existing list. You can also select the number of people per company. Now, click on “Save Changes”.

If you want to get the direct phone numbers of the decision-makers in these companies, then click on the value provided under the column “Total People”. Once you clicked on it, you will get the details of the decision-makers.

Now, click on “View Number” to see the director’s contact number.

Use Case 2: Suppose you want to target the “consumer electronics” industry with paid-up capital up to 5 lakhs. Enter the required inputs and click on the “Search” button. Now, the high-quality data of 791 companies is in front of you.

Use Case 3: Suppose you want to target companies that have more than 25 years of age and from the manufacturing sector. Here, select the company type as “manufacturing” and company age “25+”. Click on the “Search” button and you will get the data of 46594 manufacturing companies.

Thus, you can easily reach out to SME companies all over India with one single click.

If you want to book the demo for the prospector platform or purchase the subscription for it, click here.

LinkedIn Sales Navigator

Manufacturing Companies


Small And Medium-sized Enterprises

SME Companies