How We Generated 47 SQLs for a SaaS Startup
When TechFlow Solutions approached us in October 2024, they had a great product but zero inbound leads. Their LinkedIn presence was non-existent, and their sales team was burning out from cold outreach. 90 days later, they had 47 sales qualified leads, 15 booked demos, and 4 closed deals worth $180,000 in ARR. Here's exactly how we did it.
The Starting Point: Audit and Analysis
Before creating any content, we spent two weeks understanding TechFlow's ideal customer profile, competitive landscape, and unique value proposition. We analyzed their top 10 competitors' LinkedIn strategies and identified gaps in the conversation.
- Interviewed 5 existing customers to understand their pain points and decision journey
- Analyzed 200+ competitor posts to find content gaps and opportunities
- Mapped out the buyer journey from awareness to decision
- Identified 3 key decision-makers at target companies to focus content on
Week 1-2: Foundation Building
We completely rebuilt the CEO's LinkedIn profile to position him as a thought leader in the workflow automation space. This wasn't about listing features - it was about demonstrating expertise and building trust.
- Rewrote headline to focus on outcomes: "Helping SaaS companies automate workflows and save 20+ hours/week"
- Created a compelling About section with customer success stories
- Added featured section showcasing case studies and testimonials
- Optimized for search with strategic keywords throughout
Week 3-6: Content Engine Launch
We launched a consistent content strategy posting 4x per week. Each post was strategically designed to attract, educate, or convert our target audience.
"The key was mixing educational content with subtle product positioning. We weren't selling - we were teaching. The sales came naturally from that."
The Content Mix That Worked
Not all content performed equally. Through testing, we found the winning formula for TechFlow's audience:
- 40% - Educational posts teaching workflow automation best practices
- 30% - Behind-the-scenes content showing how TechFlow solves problems
- 20% - Customer success stories and case studies
- 10% - Industry insights and trend analysis
Week 7-10: Engagement and Outreach
Content alone wasn't enough. We implemented a strategic engagement and outreach system that turned visibility into conversations.
- Spent 30 minutes daily engaging with target prospects' content
- Sent personalized connection requests referencing specific posts or achievements
- Created a nurture sequence for new connections with value-first messaging
- Hosted a LinkedIn Live session on workflow automation that attracted 200+ attendees
Week 11-12: Optimization and Scale
By week 11, we had enough data to double down on what worked. We identified the top-performing content themes and formats, then created more of them.
- Carousel posts about "5 workflows every SaaS company needs" got 3x more engagement
- Video testimonials from customers drove the highest conversion rates
- Posts published Tuesday-Thursday at 9 AM EST performed best
- Content with specific ROI numbers (hours saved, costs reduced) generated the most leads
The Results Breakdown
After 90 days, the numbers spoke for themselves:
- 47 Sales Qualified Leads (SQLs) - decision-makers at target companies
- 15 Demo Calls Booked - 32% conversion rate from SQL to demo
- 4 Closed Deals - $180,000 in new ARR
- 2,400+ Profile Views - 800% increase from baseline
- 340% ROI - Based on our service fee vs. closed deal value
Key Takeaway
The key to TechFlow's success wasn't a secret hack or viral post. It was consistent, strategic content combined with genuine engagement and personalized outreach. They showed up every day, provided value, and built relationships. The leads were a natural byproduct of becoming a trusted voice in their industry. If you're willing to commit to the process, these results are replicable.
