Impaxs Marketing Logo
  • Home
  • About
  • Pricing
  • Content Library
  • FAQs
  • Contact
<b>LinkedIn Marketing for B2B Companies:&nbsp;</b><b>Real Strategies That Drive Clients.</b>

LinkedIn Marketing for B2B Companies: Real Strategies That Drive Clients.

September 2025, by Alex S

LinkedIn has quietly become the most powerful platform for B2B companies. It’s where decision-makers spend their time, where thought leadership gets amplified, and where conversations turn into million-dollar deals. According to Hootsuite 4 out of 5 people on LinkedIn “Drive business decisions.” Yet many teams are still treating LinkedIn like a posting board instead of a business engine.

If you’re a B2B company looking to leverage LinkedIn marketing, this guide will walk you through the strategies, skills, and habits that separate companies who generate pipeline from those who simply generate impressions.

Why Posting Alone Isn’t Enough

Most companies confuse a posting schedule with a strategy. They’ll say, “We post on the company page twice a week, and our CEO has a ghostwriter doing three posts a week.” That’s activity—but not strategy.

A real LinkedIn marketing strategy for B2B teams is built on five pillars:
  1. A clear point of view (POV) – What do you believe that your industry needs to hear? Why are you different? This narrative should shape every post, every profile, every conversation.
  2. Conversion paths – When someone lands on your profile, can they book a call or subscribe to your newsletter within three seconds? Your content should always lead somewhere.
  3. Defined metrics – Track engagement (views, likes, comments), buyer intent (profile views, site visits, sign-ups), and business impact (pipeline sourced from LinkedIn).
  4. Engagement and outbound activity – LinkedIn isn’t “post and ghost.” Outbound messages and daily interaction fuel reach and start conversations.
  5. Content that drives conversations – Awareness is nice, but influence is better. If your posts aren’t leading to meetings, you’re missing the mark.

Without these five elements, posting is just noise.

What to Post: Building Trust Through Content

The good news is LinkedIn still rewards a mix of formats. The most effective in 2025 are:

  • Short video (30–90 seconds) – Video builds trust faster than text. A hundred written posts won’t build the same familiarity as a hundred short videos.
  • Text/Picture posts – Great for stories, contrarian takes, and frameworks. (The GOAT for high impressions and engagement still)
  • Carousels – Perfect for step-by-step checklists, frameworks, or before-and-after case studies.
  • Polls – Lightweight, but great for engagement and testing demand.

The key is not just what you post, but how you frame it.

Bad opener: “How to improve LinkedIn engagement.”

Good opener: “Why your LinkedIn content isn’t bringing in clients even though your work is excellent.”

The second approach speaks to identity, exposes a gap, and creates curiosity. That’s how you stop the scroll and spark conversations that matter.

How Often Should Teams Post?

The benchmark for most B2B in-house teams is 4–5 posts per week. Enough to stay top-of-mind, not so much that quality drops. Posting consistently over months is far more valuable than sprinting for a few weeks and burning out.
Timing matters less than consistency, though many see success posting in the morning for U.S. audiences. Pair posting with engagement activity: commenting on buyer posts and replying to DMs, so your team isn’t just broadcasting, but actually participating.

LinkedIn Video: Why It Matters for B2B

Video has become LinkedIn’s most influential format. It’s where the algorithm is investing, and it’s what buyers prefer. In short form, you need:

  • A strong hook in the first 2 seconds
  • One clear lesson or story per video
  • Simple, authentic production (clean audio, decent lighting, eye-level framing)

“LinkedIn said it has seen content perform well when it provides “behind-the-scenes glimpses that show the human side of your professional journey.” This makes sense. The human-to-human connection is what online networking can lack compared to events in real life. LinkedIn is keeping it real by prioritizing the messy glimpses of your life rather than the glossy, edited showreel.” -Forbes

This is what we call, “Being the content.” Recording the things you are doing throughout the day (Strategically) and using that as high-value content. Example here

The Role of Outbound and Social Selling

Even the best content won’t succeed if your team isn’t engaging. LinkedIn rewards activity: the more you interact, the more your content gets distributed. That’s why social selling training is essential for B2B companies building in-house teams.

A simple daily cadence might include:

  • 10 meaningful comments on ICP (ideal customer profile) posts
  • 3–5 connection requests with short, relevant notes
  • 5–10 targeted DMs that trade value for time

Notice what’s missing: automation, spam, and generic pitches. The goal is to start real conversations. A message like, “I’ve worked with [your industry] companies and noticed the fastest-growing one's approach content very differently. Happy to share what that looks like…would 20 minutes be helpful?” outperforms 200 copy-paste DMs every time.

Paid Ads: Optional, But Powerful

Many teams avoid LinkedIn Ads because they’ve “tried it and wasted money.” In reality, two things usually break: targeting and the creative.

The most effective approach for B2B companies right now is thought-leadership video ads. Instead of brand promos, promote real posts from a leader’s profile. Retarget by video watch percentage (25%, 50%, 75%) to build familiarity. Done well, this channel becomes predictable—think $1 in, $8 out.

Check out this in-depth video on how to use LinkedIn thought leader ads to drive new business and get an 8:1 return on ad spend!

How to Measure Success

Training your team isn’t about vanity metrics. Success should ladder up to pipeline. Here’s how to evaluate progress:
  • Engagement: Impressions, views, comments, saves.
  • Buyer intent: Profile views, site visits, newsletter sign-ups.
  • Business impact: Meetings booked, opportunities sourced, deals closed.
If your team can draw a line from LinkedIn activity to pipeline movement, the system is working. If not, something’s broken, either in content, outbound, or conversion paths.

Putting It All Together: The 30-60-90 Roadmap

First 30 Days: Align profiles, draft your POV, post 3–4x per week, and start daily outbound engagement.
Days 31–60: Scale to 5 posts/week, add carousels and video consistently, launch Navigator lead lists.
Days 61–90: Formalize workflows, clip long-form content, build dashboards, and consider a small ad test.
By the 90-day mark, your team should be producing content confidently, engaging daily, and seeing early signals of buyer intent.

Final Thoughts

LinkedIn isn’t just another channel, it’s the most direct way for B2B teams to build trust and authority with the people who matter. But the companies that win aren’t outsourcing their voice. They’re training their in-house teams to master content, video, and social selling.

With the right strategy, cadence, and measurement in place, your team can turn LinkedIn from “something we do on the side” into a consistent driver of pipeline and growth.

At Impaxs, we train and coach marketing and sales teams on LinkedIn marketing and LinkedIn social selling. Reach out now and let’s chat about turning LinkedIn into your #1 growth channel this year! 

Impaxs Marketing logo

Where to Next...

  • Home
  • About
  • Pricing
  • Content Library
  • FAQs
  • Contact

Contact Us

  • Chicago, USA
  • [email protected]
  • LinkedIn
  • Instagram
  • YouTube
  • TikTok

2025 © All Rights Reserved. Website by Cloud Concepts

Login



linkedin-marketing-training-b2b-in-house