How We Used LinkedIn Outreach to Land 8-10 Sales Calls Per Month for a B2B SaaS

In B2B SaaS, predictable pipeline growth is everything. One of the most powerful demand-gen strategies today? LinkedIn outreach—when done right. With Citrio Marketing and support from Nahuel at Lunar Hub Agency, we ran hyper-personalized LinkedIn campaigns for a B2B SaaS client, helping them consistently book 8-10 high-intent sales calls per month.

Here’s the exact playbook we used:

Setting the Foundation: ICP, Offer, and Positioning

Before launching any outreach campaign, we went deep into customer profiling and messaging. This meant:

• Refining the Ideal Customer Profile (ICP) – We used a combination of firmographics (company size, industry, funding stage) and psychographics (pain points, buying intent signals, job responsibilities).

• Nailing the Offer – Instead of generic messaging, we crafted value propositions tailored to each ICP segment. The goal? Not just booking calls, but ensuring those calls were with the right decision-makers.

• Optimizing LinkedIn Profiles – Your LinkedIn profile is the first touchpoint. We reworked the sales team’s profiles, turning them into conversion-focused landing pages rather than static resumes.

Multi-Touch Outreach Strategy: Blending Personalization with Scale

1. The Connection Request Sequence

We ran a multi-step outreach cadence, blending automation with manual personalization. The structure looked like this:

• Day 1: Custom connection request (soft, value-driven, with no hard pitch)

• Day 3: Follow-up message reinforcing shared interests or industry insights

• Day 7: Personalized pain-point messaging tied to their specific role

• Day 14+: Value-driven content share (case study, industry trends, etc.)

We A/B tested different connection request styles—short and casual vs. slightly formal with a value hook. Result: A 35%+ connection acceptance rate.

2. Building a Scalable DM Playbook

After the connection, we moved into conversation nurturing:

• The first message was always a soft opener, with zero friction (no hard sell!).

• Once we identified engagement cues (e.g., replying, viewing the profile, engaging with content), we nudged the prospect into a deeper conversation.

• The goal was not to sell in the DMs, but to drive curiosity and qualify intent.

By integrating a CRM sync with LinkedIn messaging, we ensured the sales team had full visibility on lead interactions.

3. Content-Led Nurturing

Cold DMs alone didn't always cut it. We complemented outreach with targeted LinkedIn content:

• Thought leadership posts positioning our client as an industry authority

• Engagement-driven polls to spark discussions (and capture leads in the comments)

• Strategic commenting on ICP’s posts to warm them up before outreach

This omnichannel approach ensured prospects saw us in multiple touchpoints before committing to a call.

The Results: Key Wins & Learnings

• Consistently booked 8-10 high-intent sales calls per month

• Improved response rates by 40% after refining ICP messaging

• Increased connection acceptance to 35%+ with better positioning

• Generated inbound interest by repurposing outreach insights into LinkedIn content

Key Takeaways for Scaling LinkedIn Outreach

1. Outbound needs to feel inbound – The best outreach doesn’t feel like outreach. Personalization wins.

2. Quality > Quantity – Fewer, highly targeted messages outperform mass outreach.

3. Content supports outreach – Your profile and posts should work for you even when you’re not actively reaching out.

4. Data & iteration matter – We constantly tweaked sequences, tested subject lines, and adjusted ICP targeting based on response patterns.

If you’re looking to scale LinkedIn outreach without burning your audience, this approach delivers. Need help optimizing your outbound playbook? Let’s talk!