By The PhantomBuster TeamLead generation is essential for building a strong sales pipeline, connecting you with prospects who have real potential to become paying customers. This process requires strategy, attention to detail, and a balanced mix of lead generation techniques.
In this guide, we’ll cover 15 lead-generation strategies tailored for sales and marketing teams.
Whether you're engaging prospects on social media or optimizing your website for conversions, these strategies can help you consistently generate qualified leads.
We’ll also introduce some powerful tools to automate, streamline, and refine your approach.
TL;DR
Use sales prospecting tools to extract warm leads: Identify potential customers through automated intent data scraping from social media and websites.
Monitor competitors to find new leads: Track people interacting with competitors' activity to spot new prospects and gain insights into your market.
Source leads from influencers' engagement data on social media: Discover highly engaged prospects by analyzing who interacts with relevant influencers.
Use sales databases like Apollo.io or ZoomInfo: Access verified contact details to reach decision-makers faster.
Gather information about your target audience using data enrichment tools: Enrich lead data with job titles, company information, and social media activity.
Build a lead scoring system using AI: Prioritize leads based on their conversion likelihood so your team can focus on high-potential contacts.
Optimize landing pages to capture leads effectively: Create high-converting pages with clear CTAs that turn visitors into leads.
Create valuable content to use as lead magnets: Offer resources like eBooks or guides in exchange for contact information to attract quality leads.
Improve SEO to drive organic leads: Boost your site’s ranking to attract more traffic and convert visitors into leads.
Use AI-powered chatbots to engage visitors: Interact with potential customers, answer questions, and collect real-time data.
Invest in paid advertising to reach targeted audiences: Use PPC and social ads to capture leads that match your ideal customer profile.
Implement an Account-Based Marketing (ABM) strategy: Focus your marketing on high-value accounts to improve win rates.
Segment your leads lists before outreach: Organize leads by demographics or behavior for tailored and effective outreach.
Warm-up leads before outreach: Interact with prospects on social media before direct contact, establishing rapport and trust.
Try different sales cadences to find what works: Test and refine outreach timing and frequency for optimal engagement.
PhantomBuster is your all-in-one lead generation tool: It lets you enrich lead data, track job changes, and automate outreach so you can streamline your lead generation campaigns and stay top of mind with prospects.
1. Use sales prospecting tools to extract warm leads
Sales prospecting tools make it easy to connect with warm leads—people already interested in your field.
Tools like PhantomBuster pull in contacts who engage with competitors, attend relevant events, or show interest in your industry.
This keeps your outreach focused by targeting leads who match your Ideal Customer Profile (ICP) and using intent data, ensuring you're reaching the right people.
How to implement
To start, use LinkedIn or Sales Navigator to filter and connect with leads that fit your ICP—look at factors like job title, company size, or industry.
For event-driven prospecting, try PhantomBuster's LinkedIn Event Guests Export to extract attendees from key LinkedIn industry events.
Focusing on interested leads makes it easier for your sales team to connect.
2. Monitor your competitors to generate leads effectively
Tracking engagement on your competitors’ content reveals leads who already show interest in your industry.
Prospects who like or comment on competitors' posts engage with topics relevant to your solution, so they serve as high-intent targets for outreach.
How to implement
Use the LinkedIn Company Post Commenter and Liker Scraper Phantom to collect LinkedIn profiles of people interacting with your competitors' posts.
It gives you a curated list of engaged leads, helping you reach out to interested prospects and simplifying the sales process.
3. Source qualified leads from influencers' engagement data on social media
People who engage with posts from influencers in your niche already show an interest in topics related to your offering.
Targeting these individuals gives you access to a pool of leads that are likely to resonate with your content and solutions.
How to implement
Use the LinkedIn Profile Post Commenter and Liker Scraper Phantom to gather data on users who comment on or like posts from industry influencers.
This tool generates a list of potential leads who interact with relevant content, letting you find prospects who fit your niche and improving the chances of meaningful interactions.
4. Use sales databases to gather contact details
Sales databases like Apollo.io and ZoomInfo are extremely useful for finding contact details to help personalize your outreach.
With these tools, you don’t waste time guessing or searching random sources. Instead, you get direct access to key information like emails and phone numbers for decision-makers at target companies.
The beauty of using sales databases lies in their filtering options.
You can narrow down your search based on specific criteria—like job title, industry, or company size—to find contacts matching your ICP.
How to implement
Apollo.io’s Chrome extension is a great tool for sales reps who need quick access to contact details on prospects.
It works directly from LinkedIn, LinkedIn Sales Navigator, or Apollo’s own extensive database, giving you the flexibility to gather valuable information wherever you’re prospecting.
Once installed, the Chrome extension allows you to click on any LinkedIn profile and instantly view contact details such as email addresses, phone numbers, and company information, if available.
For LinkedIn Sales Navigator users, it’s the same process—just click, and the extension pulls in the details you need without switching tabs.
5. Gather information about your target audience using data enrichment tools
Enriching lead data with details like job titles, company names, industry, and social media activity lets you prioritize the best leads and tailor your outreach to their specific interests.
For example, adding job titles and recent company changes can help you determine decision-makers while tracking social media activity shows you what topics currently interest your leads.
This level of detail gives your team a clearer view of each lead, making it easier to personalize outreach and build stronger connections.
How to implement
PhantomBuster's LinkedIn Profile Scraper pulls valuable details directly from LinkedIn profiles, including emails, job titles, and company names.
Use this tool to build detailed profiles that add context to your CRM so your sales team has everything they need in one place.
Plus, the integration with HubSpot keeps your CRM updated automatically, aligning your marketing and sales teams with the latest lead data for more effective outreach.
This streamlined process turns raw data into actionable insights, setting your team up for better results.
6. Use AI to build a lead scoring system
Lead scoring makes it easy to prioritize the leads most likely to convert.
Instead of treating every prospect the same, you assign each one a score based on criteria that matter to your business—things like job title, industry, or how much they've engaged with your brand.
This helps your sales team focus on high-potential leads, saving time and improving results.
How to implement
Use PhantomBuster's AI LinkedIn Profile Enricher to set up a customized lead scoring system.
The tool lets you define scoring criteria so you can rank leads based on attributes that fit your ideal customer profile.
For example, give extra points to leads with specific job titles or those who interact with industry-related content.
This approach keeps your team focused on leads that show real promise, boosting your chances of closing more deals.
7. Optimize your landing pages to effectively capture leads
An optimized landing page does more than just look good—it turns visitors into leads by capturing key information that shows their interest in what you offer.
This is an essential part of inbound marketing, helping your sales pipeline fill up with qualified leads ready to learn more about your solution.
How to implement
To optimize your landing pages for lead capture, keep the message clear and focused on the visitor's needs. Highlight the main benefit at the top so visitors instantly see the value.
Use a simple, distraction-free layout that guides the eye naturally toward your call-to-action (CTA).
Make CTAs specific and action-oriented. Phrases like “Get My Free Guide” or “Sign Up in 30 Seconds” work better than generic prompts.
Call-to-action example from DoneDone - "Get started without a credit card"Keep forms short, asking only for essential info to reduce friction. If possible, add social proof like testimonials to build trust and encourage potential clients to click.
8. Create valuable content that can be used as lead magnets
To create a strong lead magnet, offer content that genuinely addresses your audience's needs.
When you give prospects something valuable in exchange for their contact details, you’re building a list of leads who already see your brand as helpful and relevant.
Your marketing team should ensure each lead magnet fits into a strategic content marketing plan.
How to implement
Identify what your target audience cares about. Survey your customers, review common questions on forums, or dive into feedback to pinpoint their biggest challenges and pain points.
Then, choose a format that best solves their problem—think eBooks, checklists, templates, webinars, or even newsletters.
For example, Ahrefs uses their newsletter to educate their audience and generate leads. To continuously grow their reach, they use a simple form on their website and clearly state what users can expect when they subscribe to their newsletter.
Real-life lead magnet example from Ahrefs - NewsletterMake sure the content is straightforward and directly tackles their issues. Your value proposition should be clear and compelling, showing why this content is worth their time and contact info.
Finally, promote the lead magnet with an easy-to-access landing page and share it across social media and your website. This way, prospects can quickly see the value and sign up.
9. Improve your search engine optimization (SEO) to attract more leads
SEO drives steady, organic traffic to your website, putting your brand in front of prospects who are actively searching for solutions.
When optimized well, SEO attracts high-intent leads who are more likely to engage.
How to implement
To get started, focus on keywords your target audience searches for. Use tools like Google Keyword Planner or Ahrefs to find terms that align with their needs.
Ahrefs report for the keyword "SEO strategy"Then, create valuable content around these keywords, addressing real questions or challenges your audience faces. Ensure your content is easy to navigate with clear headings, concise meta descriptions, and descriptive image alt tags.
Building backlinks is also key. Collaborate with reputable websites or industry blogs to link back to your content, boosting your site’s authority and helping it rank higher.
Finally, track your SEO performance with tools like Google Analytics to understand which pages attract leads so you can keep refining and strengthening your strategy.
10. Use AI-powered chatbots to engage your website visitors
AI-powered chatbots keep your website visitors engaged, help guide them through the sales funnel, and gather essential details for follow-up.
They work 24/7, answering common questions instantly and prompting visitors to take action, like booking a demo or downloading a resource.
How to implement
To start, add an AI chatbot to your website and set up automated responses for frequently asked questions, lead generation forms, or product information.
Tools like Chatbase allow you to integrate a chatbot that’s easy to customize for your brand voice and specific goals. Focus on personalizing the bot's prompts to match visitor intent so they feel guided rather than pitched to.
Over time, review the chatbot’s analytics to refine its responses based on user interactions, helping you capture more qualified leads effortlessly.
11. Invest in paid advertising to effectively reach your target audience
Paid advertising helps you reach your target audience with precision, boosting brand awareness and driving qualified leads.
Platforms like Google Ads and LinkedIn allow you to target by demographics, interests, and search intent, which is a great way to ensure your message lands with the right people.
How to implement
Define your goals—whether you want more leads or increased brand visibility. Choose platforms that match where your audience spends their time, and create ad content that speaks directly to their needs or challenges.
Test various formats, like PPC, social ads, or retargeting, to see what works best.
Keep a close eye on your campaigns, adjusting targeting and budgets to maximize your return on investment.
12. Implement an Account-Based Marketing (ABM) strategy
Account-Based Marketing (ABM) zeroes in on high-value accounts by tailoring your outreach to specific businesses that fit your ideal customer profile.
It aligns sales and marketing efforts to create personalized campaigns, ensuring every target account feels understood.
How to implement
Start by identifying the accounts that best match your ideal client profile. Work with your sales team to pick target companies and dig into their specific challenges and goals.
With these insights, build personalized campaigns that address their needs directly.
Engage these accounts through multiple touchpoints—like email, LinkedIn, and webinars—to establish trust and keep their attention.
Track how they engage with your content, adjust your approach as needed, and focus on nurturing these key relationships to drive conversions.
13. Segment your target audience lists before reaching out
Breaking down both your marketing qualified leads (MQLs) and sales qualified leads (SQLs) lets your sales team zero in on high-value prospects.
When you categorize leads based on criteria like industry, role, or recent activity, you can personalize your messages, making them more likely to resonate and result in engagement.
How to implement
Start with LinkedIn data and leverage AI tools to keep your lists organized and up-to-date.
For instance, PhantomBuster’s AI LinkedIn Profile Enricher helps you track leads who recently changed jobs.
Then, filter your prospecting list to target leads in a new position and reach out with a tailored message acknowledging their recent change.
For example, congratulate them on their new role and offer resources or solutions that align with their updated responsibilities.
14. Warm-up leads before outreach
To effectively warm up your leads, start by engaging with them on social media before sending a connection request or sales message.
This initial interaction on platforms like LinkedIn shows genuine interest and makes your outreach feel natural rather than like a cold approach.
A warm outbound strategy helps build familiarity, setting a stronger foundation for a connection later on.
How to implement
We recommend using PhantomBuster to achieve this, as it will help you automate most of the work:
7 days before outreach: Use LinkedIn Auto Follow to follow their profiles and show initial interest.
Extract their latest posts using LinkedIn Activity Extractor, then automatically like those posts with LinkedIn Auto Liker. This helps build common ground without direct messaging.
After 7 days, send a personalized connection request using LinkedIn Auto Connect.
This sequence makes your outreach feel familiar and builds trust early in the relationship.
15. Try out different sales cadences
A sales cadence is a structured sequence of touchpoints designed to reach out to prospects consistently.
It combines various channels—like LinkedIn, email, phone calls, and even voice messages—to keep your outreach steady and increase the chance of connecting with potential customers.
Think of it as a roadmap outlining when and how your sales team should reach out, ensuring no lead falls through the cracks.
How to implement
Here’s a straightforward LinkedIn-focused cadence:
Day 1: Follow the prospect on LinkedIn to show interest.
Day 2: Like one of their posts to stay visible.
Day 3: Leave a thoughtful comment on another post to add value to their feed.
Day 4: Send a connection request with a brief, personalized note.
Day 5: Share a resource like a relevant article, report, or guide they might find useful.
Day 8: Send a direct message offering a demo or discussing their pain points.
For a more traditional approach:
Day 1: Start with an introductory phone call.
Day 2: Follow up with an email suggesting a meeting.
Day 4: Call again to stay top-of-mind.
Day 7: Send a personalized video message via email for a more human touch.
Day 10: Try another phone call.
Day 14: Conclude with a final follow-up email.
Choose channels based on what resonates with your audience. Mix it up to keep your outreach engaging, and always adjust your approach based on how the lead responds.
Top lead generation tools for your lead generation strategy
Finding the right lead generation tools can make all the difference in attracting high-quality prospects and scaling your outreach.
Here’s a roundup of essential tools designed to boost your lead generation efforts by enhancing data accuracy, automating processes, and refining targeting for better engagement.
PhantomBuster
PhantomBuster is a powerful tool for automating lead generation workflows, especially on LinkedIn.
It lets you gather valuable insights on prospects and automate outreach tasks, helping your team reach and engage leads efficiently.
It lets you:
Export lists of quality leads based on intent data from LinkedIn.
Enrich lead data with accurate details and insights into social media activity.
Use AI-powered lead scoring to prioritize high-potential prospects.
Keep your CRM up-to-date with the latest lead information.
Pricing: After a 14-day free trial, pricing starts at $56/month, with more advanced plans available for larger-scale automation needs.
LinkedIn Sales Navigator
LinkedIn Sales Navigator is a robust tool that empowers sales teams to find and connect with high-quality leads on LinkedIn.
With advanced search filters, personalized lead recommendations, and real-time updates, it enhances targeting accuracy and engagement opportunities.
Here's what you can do:
Find leads with advanced search filters, including industry, job title, and location.
Get personalized lead recommendations based on your target audience and past interactions.
Access real-time updates on prospect activity, such as job changes or recent posts.
Save leads and accounts to organize and track outreach efforts more effectively.
Pricing: Pricing starts at $99.99/month for LinkedIn Sales Navigator Core, tailored for individual professionals. For sales teams, the LinkedIn Sales Navigator Advanced plan is available at $149.99/month, with more features and collaboration tools.
ZoomInfo
ZoomInfo is a comprehensive sales intelligence platform that provides in-depth information on potential leads and companies.
It combines advanced data-gathering technology with AI to deliver high-quality, accurate lead data, making it ideal for marketing and sales teams focused on B2B outreach.
It lets you:
Access extensive company and contact data, including emails and direct phone numbers.
Identify decision-makers within target organizations to streamline outreach.
Enrich CRM data with verified, up-to-date information to maintain data accuracy.
Use intent data to identify prospects actively searching for solutions like yours.
Pricing: ZoomInfo pricing is not transparent, so you must contact sales for specifics. However, RevPilots reports that new ZoomInfo packages start at $14,995 yearly with a minimum two-year agreement.
Cognism
Cognism is a B2B lead generation tool designed to help sales reps reach decision-makers with accurate contact data and compliance in mind.
It lets you:
Access precise B2B contact information for targeted outreach.
Ensure all data complies with GDPR and industry standards.
Add valuable insights to leads, boosting conversion rates.
Pricing: Cognism’s pricing ranges from $15,100 to $103,000 annually based on plan features. You need to contact them for more specific quotes.
Apollo.io
Apollo.io is a comprehensive sales intelligence platform that helps teams manage outreach across multiple channels.
Here's what you can do:
Discover verified contact data to broaden your outreach.
Sync seamlessly with your CRM for streamlined data management.
Automate email, call sequences, and LinkedIn outreach in one platform.
Pricing: Apollo.io offers a free plan, with paid options starting at $59/month.
Lusha
Lusha specializes in finding accurate B2B contact information, which is perfect for sales teams that need reliable data for targeted outreach.
With it, you can:
Find accurate phone numbers and emails for ideal prospects.
Collect data in line with GDPR and CCPA regulations.
Start quickly with a simple Chrome extension setup.
Pricing: Lusha starts at $36 per month per user, which gives you access to 480 phones and bulk shows of 25 people.
Kaspr
Kaspr is a simple online lead generation tool that works directly with LinkedIn, using a Chrome extension to gather contact information like phone numbers and emails.
It’s ideal for quick access to prospect details without leaving LinkedIn.
What makes Kaspr a good tool:
Access a broad range of US and European contacts with unlimited emails.
Use a Chrome extension for quick lead extraction directly on LinkedIn.
Verify data from over 150 sources in real time for reliable contact information.
Get basic prospecting capabilities suited for straightforward lead-generation tasks.
Pricing: Kaspr starts at $49 per month per user, covering up to 10+ lead generation lists and 3 workflows. A free plan with limited features is available, though it doesn’t work with Sales Navigator.
Snov.io
Snov.io is an all-in-one B2B lead-generation tool that specializes in email outreach.
Perfect for teams focused on email campaigns, Snov.io offers tools for email finding, verification, and automation to streamline your sales process at scale.
It lets you:
Find and verify bulk emails for efficient email outreach.
Run automated email campaigns with engagement tracking for seamless follow-up.
Segment and organize leads to keep your outreach structured and targeted.
Integrate with CRM systems to align email outreach with your sales workflows.
Pricing: Snov.io’s plans start at $39 per month, including 1,000 credits and 5,000 email recipients. They offer a free trial with limited features.
Conclusion
To wrap up, finding the right lead-generation tactics and tools can make all the difference for your sales and marketing teams. Whether you're focusing on outbound or inbound lead-generation techniques, each approach plays a critical role in generating leads into your pipeline.
If you're ready to scale up your efforts, tools like PhantomBuster can help automate and personalize your outreach, making your process more efficient and effective.
Give it a try and see how it can boost your lead generation efforts.
