Guide · Michel's Guides

Turn content engagement into booked meetings with inbound-led outbound

The exact system ColdIQ used to book 62 meetings in a single month: publish on one channel, capture the audiences it creates, and reach out to the people already paying attention.

7 steps · ~9 min readSales Navigator · Instantly · RB2B · Clay

What you will build

Most lead generation channels fail at least one of three tests: fast feedback, low cost, and scalability. Ads give you quick signal and scale but burn budget. Organic content is cheap and compounds, but takes months to pay off. Referrals convert well but depend on a network you can't scale on demand. Inbound-led outbound combines them: you publish content on one main channel, then run direct outreach to the people who engaged with it.

By the end of this guide you'll have two automated re-engagement plays running. The first emails everyone who viewed your LinkedIn profile, built with Sales Navigator, Prospeo, and Instantly. The second identifies your website visitors with RB2B, qualifies and enriches them in Clay, and re-engages them on LinkedIn through lemlist.

This combination has been ColdIQ's best-performing lead generation strategy, booking 62 meetings in June 2024 alone. Because every prospect has already seen your content, acceptance and reply rates run far higher than cold lists.

Prerequisites

What you need before you start

01 · LinkedIn profile you post from consistently

The whole system feeds off content engagement; aim for every working day

02 · LinkedIn Sales Navigator subscription

Needed to filter people who viewed your profile

03 · Email outreach stack

Prospeo (email finding) and Instantly (sending) for the profile-viewer play

04 · Website visitor stack

RB2B, Clay, and lemlist for the website-visitor play

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Step 01

Pick one main content channel and publish daily

Choose a single primary channel and post consistently: for ColdIQ that's LinkedIn, with a post every working day. YouTube videos and blog articles can come later as secondary channels, but the driver is one channel worked hard. The goal of the content isn't direct conversion. It's to create audiences: people who view your profile, follow your company page, engage with your posts, visit your website, or subscribe to your newsletter. Those pools are what you'll prospect into.

Step 02

Map the warm audiences your content creates

Every piece of content generates trackable engagement across five pools: profile viewers, post likers and commenters, connection requests and followers, company page followers, and website visitors. List which of these you can currently see and export. Profile views are the strongest intent signal, since someone visiting your profile is actively looking for more information on you. Post engagement is next: LinkedIn shows you the name, title, and company of everyone who likes or comments, which is enough to judge fit.

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Want us to build agents like this for you?

Want this built for you?

ColdIQ designs and runs inbound-led outbound systems for B2B companies, from content-driven audience building to the Clay, Instantly, and lemlist automations behind it. Book a call and we'll map it to your stack.

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