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Leveraging LinkedIn to Increase Sales


A telemedicine company in a competitive market sought to differentiate their services through the expertise of their physician CEO, but needed to find a way to quickly establish his credibility, build relationships, and generate leads across a large network of potential buyers.


Starting with a barely-used LinkedIn profile and fewer than 100 connections, we closely coordinated with the CEO, his marketing team, and business development to develop a LinkedIn-based sales initiative.  Intended as an ongoing sales channel, we led a multi-faceted effort that included:

  • Identifying and connecting with decision makers from target companies
  • Posting relevant content and publishing long form articles to highlight expertise
  • Implementing multiple LinkedIn messaging campaigns to support initiatives such as industry conference engagement, geographic-focused outreach, and service-line focused campaigns.


LinkedIn is now an established sales channel, generating ongoing results for over three years, including:

  • 8 new customers were generated through LinkedIn in the first year, and the platform consistently delivers up to 6 warm leads each month
  • The CEO is regularly sought after as a conference speaker and industry expert
  • Marketing and Business Development look to the CEO's network as an invaluable resource


LinkedIn can be a valuable ongoing sales channel when it is used to create authentic relationships and consistently engage with buyers and decision makers.

Looking to increase qualified leads and drive revenue through thought leadership?