Why B2B Companies Should Use LinkedIn (From a Former Skeptic)

I used to think LinkedIn was cringe and mostly noise. Everyone looked like a “founder,” and real signal felt hard to find. I was only half right.

Yes, there’s fluff. But if you sell to businesses, the qualified leads on LinkedIn are real, and bigger than I expected.

This is my simple, practical guide on why LinkedIn works for B2B and how to make it work for you.

Why LinkedIn if you’re B2B

• Decision-makers are here. Owners, GMs, heads of ops, finance, people who can actually buy.
• Your ICP can find you. Create targeted posts and you’ll start showing up in their feeds.
• Inbound + Outbound both work. You can attract interest with content and still do smart outreach with context.
• Trust travels fast. Social proof (comments, reshares, client stories) compounds.

Short version: If you sell to businesses, LinkedIn is the best platform to show your work, meet buyers, and start conversations.

Step 1: Optimize your profile for conversion

Most profiles look nice but leave you wondering, “So what do they actually do?” Fix that.

What to set up:

• Profile photo: Clear, friendly, and recent. This is your scroll-stopper.
• Cover image: A simple visual that says what you do or your one-line USP.
• Headline (tagline): What you do + for whom + outcome. (E.g., “CRM for service companies, close deals faster.”)
• About section: Your short story + what you solve + how to contact you. End with a CTA.
• Featured section: Link your best work, top posts, case studies, demo video, or booking link.

Make your profile pass the “5-second test”: Can a stranger understand your offer and take the next step quickly?

Here is my profile for example :)

Featured section example:

Step 2: Build momentum (not a content prison)

Don’t over-plan. In the beginning, just post.

Start with what you can talk about easily:

• Personal updates from the builder/founder seat
• Simple lessons from your day-to-day
• Mini case studies, before/after snapshots, small wins

Post 3–5 times a week for a few weeks. Once you feel the rhythm, then study what’s working—yours and others’ in your niche.

Momentum beats perfect “content pillars.” You’ll find your voice by using it.

Step 3: Talk to your ICP weekly

Once a week, publish a post written only for your ideal customer.

Ideas:

• A short breakdown of a problem they face and how to fix it
• A template, checklist, or tiny tool
• A teardown of a process (with screenshots if possible)

These posts won’t always go viral, but they will generate inbound leads. That’s the point.

Step 4: Use AI the right way

I write my posts myself, then let AI polish the hook, trim fluff, and fix grammar. Keep a single thread that “learns” your tone.

AI should make you consistent and clear not generic. Keep the ideas yours.

Step 5: A simple 90‑day plan

Weeks 1–2

• Ship 3–5 posts/week. No overthinking.
• Optimize profile and Featured section.

Weeks 3–6

• Add 1 ICP post/week (educational, useful).
• Start light, relevant outbound (warm comments > cold DMs).

Weeks 7–12

• Keep the weekly ICP post.
• Mix in vulnerable stories, milestones, product updates.
• Review analytics: what brought replies, DMs, or calls?

Expect a few inbound leads and real conversations by the end of 3 months—and a small audience who reads you daily.

Motion vs Momentum

• Motion: Endless planning, new docs, “working on my strategy.”
• Momentum: Hitting publish, learning in public, iterating next week.

Post first. Perfect later.

Coming soon: LinkedIn Inbox in Heffl

We already have a WhatsApp Inbox inside Heffl. Next, we’re adding a LinkedIn Inbox so you can nurture leads without leaving your CRM. LinkedIn DMs can get noisy, AI template pitches, recruiter messages, and random hiring requests, so handling everything inside LinkedIn gets messy fast.

Inside Heffl, the plan is simple:

• See and reply to LinkedIn messages next to the lead/deal
• Tag, assign, and set reminders like you do for WhatsApp
• Save notes and move the conversation into your pipeline

Together with WhatsApp, LinkedIn will complete the day‑to‑day sales loop inside Heffl: capture → chat → follow up → close.

Wrap‑up

LinkedIn still has its cringe moments. But for B2B, the signal is worth it. If you show up consistently with clear value, the right people will find you. Inbound and outbound both work here, and they work better together.

Give it 90 days. Publish, learn, and keep going. That’s how you turn a feed into a funnel.