Looking to keep your sales pipeline full of good-fit prospects? The best sales and marketing teams know exactly who they want to reach and use targeted searches, intent-based triggers, and automated list building to connect with them.
This guide shows you how to build accurate lead lists from LinkedIn, qualify MQLs with AI enrichment, and time outreach using job-change alerts. Whether you want to automate prospecting, tap into lead generation signals, or level up your social selling, you’ll find clear steps you can put into action right away.
Key takeaways
- Define your ICP, source matching profiles from LinkedIn, and contact them with problem-specific messaging within 24–48 hours.
- Use this cheat sheet to pick the right sourcing method by signal strength and effort:
Strategy | Description | Target Audience Focus | KPIs | Workflow with PhantomBuster |
---|---|---|---|---|
Automatically source ICP matches from LinkedIn | Pull a list of leads that match your ICP directly from LinkedIn searches | Decision-makers who fit your ICP | Leads sourced, fit score, response rate | LinkedIn Search Export → AI enrichment → CRM sync |
Use LinkedIn Sales Navigator Boolean filter | Build precise lead lists using Boolean logic | Precise ICP segments | Leads sourced, saved searches, alerts triggered | Sales Navigator + Alert Extractor |
Export leads from databases | Build lists using third-party lead databases | Broad reach, top-of-funnel prospects | Leads sourced, email deliverability, engagement rate | Apollo, ZoomInfo, Lead411 + AI LinkedIn Profile Enricher |
Extract profiles engaging with influencers’ LinkedIn posts | Identify leads who engage with relevant industry content | Prospects showing active interest | Engagement-based leads captured, reply rate | LinkedIn Post Commenter and Liker Scraper |
Attend key industry events | Reach out to event attendees after webinars or conferences | ICP-aligned participants, event attendees | Meetings booked, attendee engagement rate | LinkedIn Event Guests Export |
Extract people who viewed your profile | Target warm leads who have shown interest by viewing your profile | Curious prospects already aware of you | Profile views tracked, outreach reply rate | Sales Navigator Profile Viewers Export |
Qualify marketing qualified leads | Score and prioritize MQLs to identify which are ready for sales follow-up | Marketing-engaged leads (downloads, sign-ups) | SQL conversion rate, lead scoring accuracy | HubSpot + AI LinkedIn Profile Enricher |
Use current customers to generate referrals | Turn satisfied customers into a referral source | Existing happy clients with strong networks | Referral volume, conversion rate, deal size | HubSpot, referral templates, manual outreach |
Become an industry expert and attract relevant leads | Share valuable insights to grow your audience and attract inbound leads | Problem-aware prospects who follow your content | Post engagement, leads from content, inbound inquiries | LinkedIn + Post Commenter and Liker Scraper |
Use intent signals to reactivate leads | Monitor job changes and role updates to re-engage cold leads | Past leads with updated roles or new buying power | Reactivated leads, meetings booked from re-engagement | HubSpot Contact Career Tracker |
What is B2B lead generation?
B2B lead generation finds and engages companies and decision-makers who fit your ICP. In B2B, multiple stakeholders are involved. Build consensus by mapping roles and tailoring messages per function.
Most B2B leads fall into two categories:
- Marketing Qualified Leads (MQLs): Prospects who’ve interacted with your marketing content but aren’t ready for direct sales outreach.
- Sales Qualified Leads (SQLs): High-intent prospects who meet your target criteria and are ready for a sales conversation.
When done right, lead generation creates a steady flow of good-fit prospects, fuels your sales pipeline, and helps you focus your time where it matters most.
11 ways to generate leads for B2B sales
There’s no shortage of ways to find leads. The challenge is knowing which ones are worth your time.
Here are 11 tactics used by most SDR teams to source social intent and accurate contact data.
1. Automatically source ICP matches from LinkedIn
Your outreach is only as good as your lead list. The tighter the fit with your Ideal Customer Profile (ICP), the better your chances of getting replies and starting real conversations. But manually searching LinkedIn for these profiles takes time you could spend on calls.
Automate list building so reps spend more time on calls. Most teams save two to three hours per week.
How to implement
- Define your ICP using key filters: job title, seniority, company size, industry, and location.
- Build your search directly in LinkedIn using these filters.
- Paste the search URL into PhantomBuster’s LinkedIn Search Export automation.
- Auto-enrich profiles with PhantomBuster’s AI LinkedIn Profile Enricher to add verified emails, job titles, and company details.
- Push new contacts to your CRM and enroll them in your first-touch sequence.
You get a deduped list with titles, companies, and profile URLs you can sync to HubSpot and enroll in your outreach sequence.
Note: Follow LinkedIn’s terms, avoid unsolicited mass messaging, and respect daily limits.
2. Use LinkedIn Sales Navigator Boolean filter
Boolean search lets you combine titles, seniority, and functions to find precise matches faster than basic filters. You’ll reduce irrelevant results and surface more ICP-qualified profiles.
How to implement
- Use AND to narrow your results (Marketing AND Manager).
- Use OR to broaden them (VP OR Director).
- Use NOT to exclude irrelevant profiles (SaaS NOT Startup).
- Add quotes for exact phrases (“Head of Sales”).
- Group terms with parentheses: (“VP” OR “Director”) AND “Sales”.
Example of a precise search:
(partnerships OR creator OR influencer OR affiliate) AND (marketing OR brand)
- Save the search in Sales Navigator.
- Use PhantomBuster’s Sales Navigator Alert Extractor to export new matches and send them to your CRM or Slack.
3. Export leads from databases
Lead databases can help you build lists quickly, but they come with limitations. Data quality varies, and many providers sell the same contacts to multiple companies. You also get very little context on whether these people are ready to buy.
This makes databases useful for volume but less reliable for targeting intent. They work best as one piece of your lead generation strategy, not the whole plan.
How to implement
- Choose industry-specific databases whenever possible for better data quality and less overlap with competitors.
- Before you reach out, enrich and verify the data using PhantomBuster’s AI LinkedIn Profile Enricher to pull LinkedIn profiles or recent activity.
- Schedule regular data cleaning to keep your lists fresh.
- Use database leads like Lead411 to supplement your prospecting but pair them with higher-signal channels like LinkedIn sourcing or intent-based outreach for better results.
Pro tip: Prioritize database contacts that show recent job changes or company growth. These signals often mean they’re more open to new solutions.
4. Extract profiles engaging with specific influencers’ LinkedIn posts
When people engage with posts from thought leaders or influencers in your space, they’re telling you exactly what they care about. These are warm leads who are already part of the right conversations.
Instead of guessing who might be interested in your solution, this approach helps you focus on people who are showing intent in real time.
How to implement
- Identify the influencers or creators your ideal audience follows on LinkedIn.
- Look for posts where they discuss challenges or topics related to your offer.
- Use PhantomBuster’s LinkedIn Post Commenter and Liker Scraper to pull a list of everyone who liked or commented on those posts, including their job titles and companies.
- Reach out with a personalized message that ties directly into the conversation they already engaged with.
This produces a list ranked by recent engagement with topics relevant to your offer.
Tip: Mention the post or conversation in your outreach. Referencing their comment or the specific topic makes your message feel thoughtful, not automated.
5. Attend key industry events
Industry events reliably surface problem-aware prospects who opted in to related sessions. Whether it’s an in-person conference or a LinkedIn-hosted webinar, attendees have already self-selected as interested in your space.
The key is following up before the momentum fades.
How to implement
- After the event, use PhantomBuster’s LinkedIn Event Guests Export to pull a list of attendees.
- Export attendees within 48 hours, segment by title and company, and send a two-step follow-up that references the session.
- Mention the session they attended or reference key topics discussed to make the connection feel relevant.
Tip: Follow up within a few days after the event. A timely, personalized message works much better than a generic pitch weeks later.
6. Extract people who viewed your profile
When someone checks out your LinkedIn profile, they’re already showing a level of interest. Maybe they found you through content you shared, a comment you left, or a conversation in a community like Reddit, Quora, or LinkedIn Groups.
These visitors often fly under the radar, but they’re some of your warmest potential sales leads. Instead of guessing who to contact, start with the people who are already curious about what you do.
How to implement
- Make sure your LinkedIn profile clearly explains who you help and how.
- Stay active where your audience hangs out, whether that’s LinkedIn discussions, niche Slack groups, or industry forums.
- You’ll need LinkedIn Premium or Sales Navigator. Otherwise, LinkedIn shows limited data.
- Once you have access, use PhantomBuster’s Sales Navigator Profile Viewers Export automation to extract the list of your recent profile visitors.
- The automation exports profile URLs and key details to your spreadsheet.
Tip: Reference their visit directly in your first message. A simple “noticed you checked out my profile” feels much warmer and more personal than a standard cold pitch. Follow LinkedIn’s terms and avoid mass messaging.
7. Qualify marketing leads (MQLs)
Marketing-qualified leads are already on your radar. They downloaded a guide, joined a webinar, or engaged with your marketing in some way. The question is which of these leads are worth a follow-up from sales.
The faster and smarter you can qualify these MQLs, the more time your sales team spends on leads that are likely to convert.
How to implement
- Track MQL activity in your CRM using tools like HubSpot.
- Focus on both engagement signals (such as content downloads or email opens) and firmographic fit (such as company size or job role).
- Use PhantomBuster’s AI LinkedIn Profile Enricher to add titles, companies, and seniority.
- Apply your CRM’s lead-scoring rules or an AI scoring tool to identify the ones that match your ICP.
This approach helps you prioritize the MQLs who are most likely to become real opportunities, while marketing continues to nurture the rest.
Tip: Align with your marketing team on what makes a lead sales-ready. Clear qualification criteria make handoffs smoother and your outreach much more effective.
8. Use current customers to generate referrals
Your happiest existing customers are often your best source of leads. These paying customers already understand the value you bring and can introduce you to other potential customers facing similar challenges.
Referrals tend to convert faster and close at higher rates because they come with built-in trust. But success here depends on making it easy and rewarding for customers to refer you at the right moment.
A great example of this comes from Mayowa G., who shared how launching a simple referral program (and just sending an email to ask) helped generate two new customers and a pipeline of new leads in only a month.
How to implement
- Ask for referrals after key milestones like a successful project delivery or positive feedback.
- Keep the ask specific rather than general. Instead of “Do you know anyone who might be interested?”, try: “Do you know other sales leaders who are also focused on outbound prospecting this year?”
- Provide simple referral templates or intro messages they can easily forward.
- If it fits your model, incentivize referrals with a reward system, but only once the referred lead becomes a paying customer. This encourages follow-through while protecting your ROI.
Tip: Follow up quickly when you receive a referral. A smooth handoff reflects well on both you and the person who recommended you.
9. Publish niche expertise to attract in-market leads
Sharing valuable insights is one of the best ways to attract sales leads who are already interested in what you do. When you talk about the challenges your ICP faces, your audience starts seeing you as someone who understands their world.
This approach is well explained in a post by Amisha Patel, who breaks down the types of content that position you as a trusted expert: industry trends, how-tos, case studies, success stories, challenges and solutions, and data-backed insights.
How to implement
- Post twice weekly on two themes that matter to your ICP.
- Focus on sharing insights, lessons learned, and practical tips rather than pitching your product.
- Engage with 10+ relevant comments per post and join related conversations to stay visible and approachable.
- Use PhantomBuster’s LinkedIn Post Commenter and Liker Scraper to track who is engaging with your posts.
- DM engaged prospects referencing their comment.
These interactions give you a list of warm sales leads who already know your name and care about the topics you cover.
Tip: Pick one or two themes to own. Consistency builds recognition, and being known for something specific makes it easier for the right sales leads to find you.
10. Use intent signals to reactivate leads
Just because a lead went quiet doesn’t mean the opportunity is gone. People change jobs, companies get new funding, priorities shift. The smartest sales and marketing teams keep an eye on these intent signals to know exactly when to re-engage.
When timing is right, even a cold lead can turn into a warm conversation.
How to implement
- Use PhantomBuster’s HubSpot Contact Career Tracker to monitor your contact list for job changes and role updates.
- The automation enriches your contacts with new titles, companies, and professional emails so you know when a lead has moved into a position where your solution might be relevant again.
- Reach out with a personal note that acknowledges the change. A simple “Congrats on the new role” paired with a reminder of your last conversation or shared interests helps you restart the dialogue in a natural, value-first way.
Tip: Job changes aren’t just a reason to re-engage the person who moved. They also open the door to connect with their replacement at the previous company. Only contact workplace emails when appropriate, honor opt-outs, and comply with CAN-SPAM and GDPR.
11. Optimize landing pages for lead capture
Your landing pages are often the first place potential customers decide whether to engage with you. A well-optimized landing page with a clear value proposition, strong call-to-action, and minimal friction will generate more leads from your existing traffic.
Focus on one goal per page, remove distractions, and make it easy for visitors to take the next step.
B2B lead generation FAQ
What are the types of B2B leads?
In B2B sales, leads typically fall into two categories: MQLs (Marketing Qualified Leads) who show early interest and SQLs (Sales Qualified Leads) who are ready for sales conversations.
Here’s how to tell them apart (and what to do next):
B2B Leads Type | Marketing Qualified Leads (MQL) | Sales Qualified Leads (SQL) |
---|---|---|
Engaged with marketing content | Ready to talk to sales | |
Primary Criteria | Content downloads, webinar sign-ups, site visits | ICP fit, clear need, decision-maker |
Intent Level | Low to medium | High |
Typical Owner | Marketing | Sales |
Goal / Next Step | Nurture and educate until sales-ready | Book a call, demo, or start sales conversation |
How is B2B lead generation conducted?
There’s no one-size-fits-all playbook, but the best strategies mix several methods:
- Inbound: Attracting leads with valuable content.
- Outbound: Reaching out directly to your ideal prospects.
- Events, referrals, social selling: Great ways to diversify your approach.
The smartest move is to not rely on just one channel. Test, iterate, and double down on what works best for your audience.
What is the best source of B2B leads?
The best sales leads come from fresh, real-time data like social media activity and intent signals. Databases can help sales reps for scale but are often outdated and shared across competitors.
Social sourcing gives you better quality and context.
What are the best B2B lead generation strategies for marketing teams?
Here are some of the best B2B lead generation strategies:
Strategy | Description | Target Audience Focus | KPIs | Best Tools |
---|---|---|---|---|
Offer high-value gated content | Share ebooks, guides, or templates behind a form | Early-stage buyers researching solutions | Content downloads, lead volume | HubSpot, Typeform, Google Forms |
Optimize for high-intent keywords | Focus SEO and paid search on keywords that signal buying intent | Prospects actively looking for solutions | Organic traffic, demo requests | Google Ads, SEMrush, Ahrefs |
Use LinkedIn Ads for precision targeting | Use LinkedIn’s audience filters to target by role, industry, or company size | Decision-makers in your ICP | CTR, cost per lead, qualified leads | LinkedIn Campaign Manager |
Host insightful webinars regularly | Deliver value-packed sessions on key pain points | Problem-aware prospects, ICP-aligned roles | Registrations, attendance, engagement | Zoom, Livestorm, Demio |
Implement Account-Based Marketing (ABM) plays | Tailor marketing campaigns to high-value accounts | Named accounts, enterprise buyers | Account engagement, meeting booked rate | HubSpot ABM, Demandbase, Apollo.io |
Nurture leads with targeted email sequences | Use automated email workflows based on lead behavior | MQLs not yet sales-ready | Open rate, click-through rate, SQL conversions | HubSpot, Lemlist, Mailchimp |
Optimize website conversion points | Improve CTAs, forms, and landing pages | All website visitors | Conversion rate, lead capture volume | Hotjar, VWO, Optimizely |
How to qualify leads in B2B sales?
Not every sales lead deserves your time. A simple framework like BANT can help you qualify leads to focus on the right ones:
- Budget: Can they afford what you offer?
- Authority: Are they the decision-maker?
- Need: Do they have the problem you solve?
- Timeline: Are they looking to act soon?
What are the most important B2B sales metrics?
Keep an eye on these to know if your sales and marketing efforts are on the right track:
- Conversion rates at each stage (MQL → SQL → Opportunity → Customer)
- Cost per lead and cost per acquisition
- Sales cycle length and pipeline velocity
- Lead response time (how fast your team follows up)
- ROI on your lead generation activities
What are the best B2B lead generation tools?
If you’re looking to build a scalable, repeatable lead gen machine, PhantomBuster is a solid choice.
Here’s how the workflow works:
- Source ICP profiles: Use the LinkedIn Search Export automation to extract up-to-date data from LinkedIn and other platforms.
- Enrich titles and companies: Use the AI LinkedIn Profile Enricher to enrich and qualify sales leads automatically with AI.
- Auto-sync to HubSpot or Salesforce: Push enriched contacts directly to your CRM.
- Personalize first-touch messages with AI: Automate prospecting and personalized outreach while respecting platform limits.
Set this up once and keep your pipeline supplied with fresh ICP matches daily.