732: B2B Lead Generation Through LinkedIn with JC Granger

JC Granger is the founder of Infinity Marketing Group, a digital marketing agency specializing in the B2B tech industry. With over 20 years of experience in the field, JC has honed his expertise in lead generation strategies, particularly through the use of LinkedIn. Today, JC talks about the importance of immediate lead generation during the COVID-19 pandemic, highlighting the effectiveness of direct outreach on LinkedIn.

Quotes

“If you're cutting marketing, you're basically giving yourself a death sentence no matter what. You're just prolonging it. You just put yourself on death row; you didn't get yourself out of the execution.” - JC Granger

“The only way to survive is to make sure that you're still having inbound leads. If your client base is starting to go away one by one because they're going under, the only way to survive is to be able to continue to bring some in.” - JC Granger

“If you're in any way, shape, or form able to keep any valid amount in your marketing budget, you have to do it. Otherwise, your pipeline is going to dry up completely.” - JC Granger

Takeaways

01:00 Focusing on immediate lead generation through direct outreach on LinkedIn can provide fast results for B2B companies during challenging times.

02:56 Automating the LinkedIn outreach process with personalized messaging and engagement can help businesses efficiently connect with qualified leads.

10:00 Targeting specific, high-value prospects with personalized content, such as customized videos, can be an effective account-based marketing strategy.

10:28 Building a comprehensive demo library on a company's website can make it easier for potential clients to understand the software's capabilities and features.

18:04 Maintaining marketing efforts, even during recessions, is crucial for businesses to gain market share and survive economic downturns.

25:00 Businesses should consider using their email lists for cost-effective and targeted retargeting ads on Facebook, rather than just blasting generic ads, as it can be a more strategic approach during challenging times.