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.

In this episode of Marketer of the Day, Granger discusses his current work in LinkedIn-based lead generation, where his team uses Sales Navigator, automated drip campaigns, and manual follow-ups to deliver sales-qualified leads. He emphasizes maintaining marketing budgets during economic downturns, creating pre-recorded software demo libraries for efficient prospect engagement, and prioritizing targeted personalization over broad, untargeted campaigns. Key takeaways include focusing on immediate results through LinkedIn, email marketing, and paid ads, while using thoughtful personalization and strategic targeting to maximize ROI. Granger also highlights a forthcoming guide on the top five mistakes in LinkedIn prospecting and ways to fix them, available via the Infinity Marketing Group website.

Quotes

“We will lead the horse to water, and we will put its head down to the water, and then all you have to do is apply suction.”

“You never cut your marketing budget if you can avoid it; cutting marketing is basically giving yourself a death sentence.”

“Most people are only looking to solve one to three problems, so slice your demo into clips for the features that really matter to them.”

“Personalize as much as possible, even if half of your process is automated, because people respond to authenticity and relevance.”

Resources

Podcast: Play in new window | Download (Duration: 33:54 — 31.2MB) | Embed

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Filed in: Archive 3: 2018-2020 • Interview • Podcast

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