Presentation we did for the Inbound UK event in London, november 6th 2012.

1. [case study]
How a traditional B2B company
generates sales leads via LinkedIn
www.heuvelmarketing.com

2. Colt International
Colt systems provide:
healthy and safe
working conditions
in
industrial and
commercial buildings
www.heuvelmarketing.com

3. Main Challenges
•Enhance brand image
•Generate more leads for sales
www.heuvelmarketing.com

4. Buyer Persona
The “Green” Architect
photocredit: Free Digital Photos
www.heuvelmarketing.com

5. Solution
Inbound marketing strategy:
•Writing a weekly blog article
•White paper development
•LinkedIn engagement
www.heuvelmarketing.com

6. How they organized
www.heuvelmarketing.com

7. Step-by-step overview
1. Mktg: Writes blog article
2. Sales: Engagement in LI Groups
3. Mktg: Reports lead data
photocredit: Free Digital Photos
www.heuvelmarketing.com

8. 1. Write a weekly blog article
•Best practices:
• Keyword (SEO)
• Write about problems
• Ask for comments
• Always end with CTA
• LI share button
www.heuvelmarketing.com

9. 2. LinkedIn Engagement
•Best practices:
• Use social share button
• Share with a question
• Post in relevant groups
• Always follow up
www.heuvelmarketing.com

10. Results
• 150+ leads
• 2 building projects (=deals)
www.heuvelmarketing.com

11. about Heuvel Marketing
1st
HubSpot Certified Partner
in the
Netherlands
www.heuvelmarketing.com