Leveraging LinkedIn for Effective Account-Based Marketing

LinkedIn Ads are a great way to help sales teams reach their target audience with less stress. But to make them work, you’ll need the right LinkedIn Ad strategies.

In this episode, I’m joined by AJ Wilcox, host of the LinkedIn Ads Show podcast. Discover his three tactics that will have prospects running to your inbox.

Meet AJ Wilcox

• AJ Wilcox is a seasoned expert in LinkedIn advertising. He runs a podcast dedicated to LinkedIn Ads and manages a successful LinkedIn Ads agency.

• Initially an SEO and Google Ads specialist, AJ transitioned into LinkedIn advertising while working for a SaaS company. His expertise quickly grew, leading him to manage LinkedIn’s largest spending ads account worldwide.

Why Should Sales Teams Use LinkedIn Ads?

• Most people avoid using LinkedIn Ads for two reasons:

• 1. They’re expensive

• 2. They believe they don’t work




• If you’re one of those who think Meta Ads are better than LinkedIn Ads, AJ is here to prove you wrong. He explains that LinkedIn targets a company’s audience with ease, and the return on investment is 2x higher with LinkedIn Ads.

Three LinkedIn Ads Strategies for Sales Teams

• AJ shares these LinkedIn strategies for sales teams:

• Thought Leadership: Posts that feature a human face receive more reactions on LinkedIn. Instead of sharing company content, showcase an employee or CEO offering advice. AJ tested this method and saw a 5 to 16 percent increase in click-through rates.

• ABM Strategies: LinkedIn is the top social media platform for ABM (Account-Based Marketing) strategies. Having a list of leads that haven’t signed up yet at your fingertips makes it much easier to reach companies’ buying committees. This helps increase brand recognition on LinkedIn and improves sales teams’ deal closure rates.

• Engaging Leads in the Sales Pipeline: Sales reps can collaborate with the marketing team to create personalized campaigns for the company’s leads list. This ensures ongoing engagement with leads and keeps them moving through the pipeline.

“When we show these sales reps, as opposed to their company posts, they’re getting on average more than one extra second of dwell time.” - AJ Wilcox.

Resources

Connect with AJ Wilcox on LinkedIn

Hear more LinkedIn Strategies on the LinkedIn Ads Show podcast

Learn more about AJ Wilcox at b2linked.com 

LinkedIn Prospecting Course

Cold Call Openers

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com