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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