B2B SaaS Lead Generation

Do you use LinkedIn as a B2B SaaS lead generation tool yet?

If not, here’s how you can start printing demos on demand and ethically take customers from your competition.

LinkedIn is the most popular platform for B2B marketers to distribute content and generate leads. 40% of monthly active users visit LinkedIn on a regular basis, while 79% of B2B marketers utilize it to generate leads. (Source).

But here’s the thing:

Most of your competition on LinkedIn follows the same playbook and does the same thing.

They search LinkedIn Sales Navigator based on job title, location, and industry.
Then they scrape that list of profiles and use outreach automation software to contact them.

When everyone Zig, you want to Zag.

Today, I’ll be sharing a crazy effective B2B SaaS lead generation strategy that your competition is likely not using yet and that will give you all the demos and clients you want from LinkedIn.

Table of Contents

B2B SaaS Lead Generation Stack

Here are the tools you’ll need to start generating leads for your B2B SaaS:

Phantombuster to generate lists of prospects and their contact info
BuiltWith to look up sites using certain technologies
FindThatLead to upload our list of site domains and find their email info
Expandi to send DM on auto-pilot

And here’s how you can leverage those simple tools to start getting leads.

B2B SAAS Demand Generation Strategy

Here’s an overview:

We’ll find what SAAS your prospects are already using on their website using BuiltWith
Then we’ll use FindThatLead to convert those domains into verified emails
And then we’ll find your prospects’ LinkedIn profiles using Phantombuster
Finally, we’ll connect and outreach to your target audience using Expandi

In this example, we’ll use BuiltWith to get a list of websites that are using Klaviyo as their IP tracker.

Then, we’ll reach out to their decision-makers on LinkedIn and cold email.

1. Search for Klaviyo on BuiltWith, confirm the technology match, and select the United States.
2. Export the list as a CSV file.
3. Upload the new file into FindThatLead to transform the domain names into verified emails.
4. Use Phantombuster LinkedIn profile URL finder to convert those names into LinkedIn profiles.
5. Create a customized LinkedIn outreach template for the campaign. Make sure to include Klaviyo in your connection request to significantly improve your acceptance rate.

This allows you to develop a targeted list of prime prospects to reach out to and help with their pain points.

To sum it up, BuiltWith fills us in on what sort of technologies and software our potential customers are using on their websites.

We’ll be mentioning these things later when we reach out to them.

How To Use BuiltWith For SAAS B2B Lead Generation

Here’s how:

Sign up for free on BuiltWith.
Search for Klaviyo in the top right search bar and click Lookup.
Confirm the technology match for Klaviyo.
Scroll down and select United States
Now, we can see the full list of websites using Klaviyo. Scroll down and download by clicking the big red button below.
Confirm and select the report we just created.
Export list, and download as CSV report: Klaviyo websites in the United States.

We’re done!

We now have a lengthy list of websites that use Klaviyo.

To get ready for outreach, we need to find their contact information and turn the data into verified emails.

How To Find Verified Emails Using FindThatLead

FindThatLead is a great tool for B2B SaaS lead generation that uses innovative methods to locate prospects’ contact information and confirm the validity of their email addresses.

We’re going to be uploading the list we got from BuiltWith, and using FindThatLead to turn them into verified emails.

Once you have your list of verified emails you’ll want to clean it even further to only keep the decision-makers.

So make sure you filter out any people who don’t fit your ICP. For example, you could choose to only keep those with marketing, sales, or management positions.

Quality > Quantity.

Now, we want to convert those names into LinkedIn profiles.

Here’s how:

How To Find LinkedIn Profiles Using Phantombuster

Now we want to find your prospects’ LinkedIn profiles so we can connect and send them a DM using Phantombuster.

Go to the relevant LinkedIn Profile URL Finder API and follow the steps from the video.

Wait until Phantombuster is ready and then click on ‘Download/Get link‘.

To recap everything so far:

We generate a list of websites using Klaviyo from BuiltWith.
We use FindThatLead to generate the contact info.
We turn that info into LinkedIn profiles using Phantombuster.

Now, we have all the info we need to start the campaign inside Expandi.

LinkedIn Connection Request For Intercom Users

Hi {first_name},
Came across your profile and wanted to reach out as I see we are both Intercom users. Would be great to connect with someone like minded because I have some questions to share.
Cristina

Follow-up Message 1 (1 day after accepting connection request)

Thanks for connecting {first_name}!
I really like Intercom, but I found it to be a bit pricy.
Have you try looking for a cheaper chat box yet?

Follow-up Message 2 (5 days if no reply on message 1)

“Btw, we’ve been trying to develop a new chat box that does the same job as Intercom for hal the price.
I wanted to find people who can help me by sharing their thoughts {first_name}.
I’d love to get your feedback on it, if you don’t mind?

Follow-up Message 3 (7 days after no reply on message 2)

Would that be something you’d be interesting in?
Happy to answer any questions you might have.

Step 4a (If ‘Yes’ to follow-up #1)

Great! here is the link: X. Let me know what you think. I look forward to hearing from you!

Step 4b (If no reply after follow-up #1)

Heyo! Any thoughts on the deck I sent over!?
I’d love to hear some feedback and see if it got any of those creative juices going!

This SAAS B2B lead generation strategy works because it is a highly personalized outreach.

It targets qualified prospects that already use a similar tech that you want to offer them.

LinkedIn Content Strategy

Get Inbound Leads For Your B2B SaaS With LinkedIn

How does your LinkedIn content strategy affect your B2B SaaS lead generation?

A person sees your post on LinkedIn and clicks through to read it because one of their connections commented on it.

They connect with you and keep reading new posts as they come up.

Over time, they begin to trust you as an expert in the field based on the quality content you continuously produce.

Eventually, when they need your SaaS, they’ll contact you directly for a demo.

Or they might simply click on the link from your LinkedIn post, go over to your website and fill out your “contact us” form.

In both cases, your LinkedIn post nudges your prospects to enter your funnel and move them closer and closer to becoming a client.

Pro tip: Anytime someone engages with your posts, you should reach out to them. You can easily automate it with tools like Expandi.

In other words, your LinkedIn content acts as a nurturing funnel where you guide your prospects step by step in their customer journey.

How To Create A LinkedIn Content Strategy

Outline your content’s ideal customer profile (ICP).
Outline your content strategy so you never run out of content to post.
Follow the best LinkedIn post formatting and writing practices for maximum engagement.
Schedule your LinkedIn posts so they’re automatically posted.
Measure content results based on analytics to adjust your strategy accordingly.

Proven LinkedIn Content Strategy

40% Expertise posts – These LinkedIn posts provide value, educate your readers, and establish you as an expert. You should be giving away as much value as possible so that your prospects realize that you know what you’re talking about.
40% Engagement posts – Leverage these kinds of posts to entice readers to engage with your content (like, comment, and share). The goal is to maximize your reach and get new followers.
20% Promotional posts – Create content that talks about the pain point your ICP is experiencing and position your SaaS as the ideal solution to alleviate it.

However, don’t box yourself in too much with this structure.

If you have a new post idea that falls outside of the framework, test it out and see how your audience reacts.

With that said, how often should you be posting on LinkedIn?

Hootsuite recommends posting at least once a day.

HubSpot notes that the return on investment drops substantially once you publish more than 5 times per week, and the ROI drops substantially.

Tips for creating LinkedIn posts:

Grab your audience’s attention with a strong hook.
Keep their attention with the AIDA formula (attention, interest, desire, action).
Try to write in one-sentence paragraphs.
Always write from your prospect’s POV.

Here’s an example of a great formatting LinkedIn post:

After you have finished crafting your strategy and writing your posts using the best formatting tips, you will want to schedule them so that they are published in advance.

To schedule a post on LinkedIn this way, you need to:

Connect your LinkedIn profile with a third-party social poster tool.
Create a new post within the tool.
Select a social network, your post text, media, hashtags, and more.
Select a date and time.
Schedule your post on the calendar and analyze your post analytics to see what works afterward.

According to Hootsuite, the best time to post on LinkedIn is around 9:00AM on Tuesdays and Wednesdays.

And remember, you should always reply to and engage with people who comment under your posts, regardless of when they’re posted.

Final Thoughts

This is how you do B2B SaaS lead generation to start printing demos on demand and ethically take customers from your competition.

Generate a list of websites using competitors’ tech from BuiltWith.
Use FindThatLead to generate the contact info for your ideal prospects.
Turn that info into LinkedIn profiles using Phantombuster.
Reach out to them on LinkedIn with Expandi.
Nurture your leads with great LinkedIn Content
Send a DM to everyone who engages with your posts

Now, let’s go crush it!