The Challenge
The consultants were skilled professionals with strong expertise, but they were invisible online. Potential clients never found them through search or content, and all business came through existing relationships. LinkedIn was perceived as irrelevant for sales — a place to update your CV when changing jobs, not a place to find new clients.
The Approach
We transformed LinkedIn from a passive platform into an active sales channel through a combination of profile optimization, thought leadership content and automated outreach. Each consultant was positioned as a subject matter expert within their field, with a distinct voice and a systematic approach to network building.
- 1Workshop for ICP and tone of voice
- 2Profile optimization for 5 consultant profiles
- 3Weekly thought leadership content
- 4Automated outreach campaigns
- 5Messaging optimization based on data
Results
- 5
improved profiles
- 4x
engagement increase
- ~30
SQLs via LinkedIn over 4 months
- Prospects know the consultants before the first conversation
“I thought LinkedIn was for recruiters and people changing jobs. Now it's my most important sales channel — prospects know me and my expertise before we meet.”
The Outcome
All 5 consultants now have improved profiles and an active LinkedIn presence. Engagement has quadrupled, and LinkedIn has become the firm's most important source of new sales opportunities with 30 SQLs over 4 months. Prospects know the consultants and their expertise before the first conversation, which significantly shortens the sales cycle.