Your Growth Roadmap to Authority and Pipeline

Today, I want to break down a step-by-step approach to driving 100,000+ monthly eyeballs on your business and 10+ SQLs/month with your ideal prospect. This is driving impact for our clients right now, so we know it works!

Step 1: Clear strategic positioning

Find the overlap between what your audience cares about and what you’re uniquely credible to speak
on. Go deep on the area you want to own, so every touchpoint reinforces your authority.

Step 2: Targeted profile

Your profile is a bridge from content to conversations — guide the right people from intrigued to “I need to chat.” Pack your profile with relevant credibility & proof-points. Speak to that one target persona — so they feel so seen & heard by you. From a scan they should say; “you’re the exact person I need to speak to.”

Step 3: Strategy tied to commercial outcomes

Research 50+ of your ICP and who/what they’re engaging with on LinkedIn — this means your strategy lines up with their content preferences. Analyze content types, format, tone, themes, and patterns.

Research 15+ of the leading LinkedIn voices in your industry — so you see what’s performing and driving reach & impact in your space. Your strategy should leverage your findings and ensure content types are across the buying funnel i.e Unaware → Problem Aware → Solution Aware → Brand Aware → Ready to Buy.

Step 4: Industry-leading thought leadership

• Lean into your original insights from your lived experience & expertise.
• Proprietary data
• Unique conversations you have access to
• Industry takes from what you’re seeing on the ground
• Stories that only you can tell
• Leadership advice that you’re actually implementing
• Behind-the-scenes showing us what growth really looks like.
• More on what’s driving content results is here.

Step 5: Tracking content signals

Go through all signals with your profile (like, comment, profile view, etc) and track all relevant engagement. This ensures a) your content is reaching & engaging the right people and b) you have warm prospects to reach out to. You can share this data with your sales team. Also cross-reference with your CRM to ensure your existing pipeline is engaging through your sales process.

Step 6: Finding the best leads

We’ve invested huge amounts in having the best lead source for prospects. These are the 3 best ways we’ve found:

1. Your dream accounts — find 20 key decision-makers (with a range of seniority levels) at your 50 dream target accounts using Sales Nav. Teams will be saying they see you everywhere.
2. Signals on relevant content — find content that talks about your industry/problem, scrape the engagement, and filter for your ICP. This scales well.
3. AI verification — we find valuable data sources and then run each prospect through 10+ custom filters based on who you want to target eg do they sell B2B, do they sell enterprise, do they mention XYZ on their website.

Step 7: Outbound flows to maximize connection acceptance

We get 50%+ acceptance rates by ensuring new connections go through a series of touch-points before sending the connection eg profile view multiple times, engaging with content. This way it feels human & intentional.

Step 8: Human-led DM flows

Start conversations with your new connections to activate them and book calls. Use multi-thread DM flows that touch on business & personal topics. There’s a lot I could share on this one, so stay tuned for a future newsletter.

Step 9: Systematize and repeat

The most important part is consistency so compounding takes place. Content x3 times a week. Lead list identification weekly. Tracking signals. New connections being sent without thinking. Follow-ups. Replies to comments. These activities wrongly fall to the bottom of your list, even though they have a huge impact on pipeline. So have a system in place!!