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16 proven content formats for LinkedIn: (from generating 30M+ impressions for ourselves + clients) TOP OF FUNNEL - News / Trends - Personal Stories - Hot Takes - Company Momentum - Build in Public - Giveaways - Tech Stacks - Market Maps MIDDLE OF FUNNEL - Frameworks - Guides - Comparisons - Workflows BOTTOM OF FUNNEL - Product Launches - Case Studies - Event Promos - Feature Releases _____ Our recommended content balance: 50% TOF, 30% MOF, 20% BOF My content balance: 20% TOF, 70% MOF, 10% BOF We know our best customers aren’t problem/solution unaware. They’re typically very informed about modern GTM. And they’re looking to partner with the best-in-class. The content we post on LinkedIn is designed to find those people. It assumes foundational knowledge. I see LinkedIn through a different lens with our content service. For us, MOF formats perform like TOF. For clients, MOF formats tend to perform like MOF content. To do content well, is to understand what your ICP wants to see. Some rules can intentionally be broken.

No homepage is safe with Anthony Pierri His 83,643 followers know theirs will get roasted. His content style: 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸𝘀 🔺 He’s done every shape to conceptualize his only topic: positioning. → Circle → Arrow → Triangle → Spectrum → Rectangle → Diagram → Funnel → Matrix He’s the master of finding new ways to talk about the same thing. (without being boring or visually looking like everyone else) When a client gets sick of saying the same thing We tell them that’s the LinkedIn game. To own one topic so well… You become the Anthony Pierri of your space.

This is the best TAM mapping guide you’ll read. I’ve spent $100,000s on B2B data providers to learn these lessons. Here’s the 7-step system: 1️⃣ ICP Model Pull closed-won + closed-lost deals. Enrich them for analysis in an LLM. The goal is to find the firmographics, technographics, and custom research points that correlate to higher ACVs or close rates. These go into your scoring system, which is optimized through closed-won + TAM backtests. 2️⃣ Company List Building No single data provider that has the coverage and filtering needed to do a full TAM map. Solution: Use 2+ sources and qualify broad pulls using AI. Data sources: - Standard prospecting databases: AI Ark, Landbase - Lookalike databases: DiscoLike, Ocean.io - Web scraping: Claude Code, Easy Data Scraper, Apify - Public directories: Chamber of Commerce, industry associations, GMaps - Funding databases: Crunchbase, PitchBook - Specialized databases: StoreLeads (ecom), Shovels (construction), BuiltWith (technographics) 3️⃣ Aggregate, Normalize, & Dedupe Two ways to orchestrate this in 2026. - GTM orchestration tool (e.g. Clay or Freckle.io) - Coding agent with enrichment MCPs/CLIs (e.g. Claude Code or Codex) We use a mix of both. 4️⃣ Qualification Agent & Enrichment This process has been informed by lots of trial-and-error. 1 / Lenient: low-cost model that researches every website for industry / product fit. Cut down the list whilst minimizing false-negatives. 2 / Strict: higher-cost model that does deeper qualification based on the website. This prompt has to be optimized with backtests and iteration loops. 3 / Enrich remaining companies for the data needed to qualify for Tier 3. It’s not uncommon for <10% of companies to survive past this step. 5️⃣ Full Account Research Scale account research and map outputs to CRM properties. From standard data (e.g. location, size, sub-industry) to custom: e.g. sales team demographics, facility count, website traffic, industry associations, pricing strategy Doing this work upfront will save time for your GTM teams continuously. 6️⃣ Full Qualification and Scoring You now have the data needed to fully score every account: Tier 1, Tier 2, Tier 3 Tip: automate scoring using CRM workflows (not an external tool). 7️⃣ Stakeholder Mapping Source contacts using 2+ sources to maximize coverage (e.g. AI Ark, Sales Nav or Clay). Split them into decision makers, champions, and influencers. Find missing phone numbers + emails using BetterContact and Findymail. Then upload everything to the CRM, with separate flows for net-new + existing records. ______ This isn’t cheap or easy. But it makes all your GTM channels more effective: - Run targeted ads to this list. - Build automated outbound on top. - Connect with Tier 1 buying committees so they see your content. - Track progress through CRM reports using this rich data. Ideally, this gets refreshed every 6-12 months. Save if this was useful.

6 stages of LinkedIn personal branding (after generating 30,000,000+ impressions & 8 figures in pipeline for Workflows.io + our clients) 𝗦𝗧𝗔𝗚𝗘 𝟭: 𝗣𝗿𝗼𝗳𝗶𝗹𝗲 𝗢𝗽𝘁𝗶𝗺𝗶𝘇𝗮𝘁𝗶𝗼𝗻 Your profile is like a website landing page. If people like what they see, they move to the next stage of your funnel. 4 things to optimize: - Banner: logo, tagline, social proof, offers - Headline: title @ company + brief value prop - About: hook with social proof, preframe problems, CTA options - Featured: website link + resource (add UTMs) The featured section is arguably the most important element. It’s where all your clicks go. 𝗦𝗧𝗔𝗚𝗘 𝟮: 𝗡𝗲𝘁𝘄𝗼𝗿𝗸 𝗘𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻 The LinkedIn algo changes constantly, but one thing hasn't changed: It rewards accounts that are active and well connected, so: 1/ Grow through other creators Follow 20-30 creators in your niche and comment on them daily to get your name in front of the right people. 2/ Build your posts’ audience intentionally Create an ICP list in Clay and send 20 connection requests a day. Don't go above 20 if you're using a tool like HeyReach. 𝗦𝗧𝗔𝗚𝗘 𝟯: 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 First, think about your positioning. You have to be known as one specific character while: - being clear on who you are - consistent on who you are - constantly reinforcing your story Then pick 3-4 content pillars close to your niche. Mine: - GTM tools - GTM playbooks - Content playbooks - Entrepreneurship Then split every post across 3 levels: - 30% TOF: thought leadership, stories, giveaways - 60% MOF: how-tos, frameworks, playbooks - 10% BOF: case studies, testimonials, direct CTAs 𝗦𝗧𝗔𝗚𝗘 𝟰: 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗖𝗿𝗲𝗮𝘁𝗶𝗼𝗻 𝗦𝘆𝘀𝘁𝗲𝗺 Four parts: 1. Design system A figma file with templates, colors, boxes and arrows, so my designer never starts from scratch. (do NOT use Claude Design) 2. Project management system A content pipeline in Notion with a kanban board to collaborate with the content team. 3. Daily routine Engage 30 min before, post manually, engage 30 min after. Never schedule your posts to avoid losing reach and always post at the same time. 4. Cadence 2-3x a week got me to 20k followers. 3x a week got me to 30k. To hit 50k by EOY I need to be posting 4x a week. 𝗦𝗧𝗔𝗚𝗘 𝟱: 𝗟𝗲𝗮𝗱 𝗰𝗮𝗽𝘁𝘂𝗿𝗶𝗻𝗴 Capture the traffic you’ve generated: - Post engagement (Jungler) - Lead magnet opt-ins (Tally) - Website visits (RB2B) - Direct bookings (HubSpot) - Company page followers + connections (LinkedIn) 𝗦𝗧𝗔𝗚𝗘 𝟲: 𝗥𝗲𝘁𝗮𝗿𝗴𝗲𝘁𝗶𝗻𝗴 Use Clay to orchestrate leads & push them out to: - Email campaigns (Instantly.ai) - LinkedIn campaigns (HeyReach) - Cold calls (Nooks) - Ad platforms (Clay) Every call with these leads is recorded with Ergo, which gives us our next post ideas. --- 6 stages visualized below 👇 PS: I also made a YouTube video explaining how I personally went from 0 to 36,000 followers, go watch it :)

Tomorrow I’m giving away our ABM secrets… Kyle Poyar is hosting the first ever Growth Unhinged Live. I’m 1 of 8 panelists in a stacked roster. My POV: From spending the last 3 years building GTM services companies, I’ve seen over 250 GTM motions. My job is to identify patterns to create repeatable playbooks. I have never stopped building; I still write copy, build Clay tables, and create automations with Claude Code. And I designed our ABM service from studying the best. So tomorrow I’ll be sharing my deepest ABM insights: - The technicals behind creating enriched TAMs with AI - CRM setups that can handle ABM complexity - Signal activation for large GTM teams - Tactics behind targeted demand gen - Full-funnel reporting + attribution I’ll be on from 11:20 - 11:40 AM ET (link in comments). Tune in and I guarantee you’ll learn something!

RevOps is one of the most important roles for any GTM team in 2026. 12 skills to master for this role: 1 - Tech Stack Evaluation Knowing what's best-in-class in every category: CRM, data infrastructure, GTM intelligence, contact databases, rep sequencing 2 - CRM Blueprint Designing the data foundation for sales, marketing, and CS, and keeping it current as the company grows 3 - Data Hygiene Keeping the CRM clean at all times without duplicates or broken associations, job changes tracked, and every lead in the correct lifecycle stage 4 - Data Architecture Designing the object model, property model, and association rules 5 - Lifecycle Management Defining rules for and assigning owners for all stages: Lead → MQL → SQL → Opportunity → Customer → Advocate 6 - CRM Workflows Automating 80% of the manual work reps and marketing do and integrating every tool in the stack into the CRM 7 - Lead Routing Getting every lead to the right owner (SDR/AE) based on territory, segment, and existing account ownership 8 - Inbound Orchestration Every form fill enriched, qualified, synced, and routed to the right rep to maximize their time spent on the right-fit accounts 9 - Claude Code Building straight from the CLI of HubSpot/Salesforce/Clay and the rest of the stack through MCPs, and turning every build into Claude skills 10 - Awareness Scoring & Account Tiering Identified → Aware → Interested → Considering → Selecting, tiered 1 to 3, so sales and marketing prioritize the same accounts 11 - Rep Enablement Custom objects, CRM tasks, and Slack notifications that give reps the full context at the right time before they start prospecting 12 - Pipeline Reporting & Attribution Forecasting, activity drill-downs, conversion rates by stage, and knowing which touchpoints influence pipeline TL;DR: Every GTM motion you run sits on top of this. Follow Fivos Aresti for more GTM playbooks.

These are the 25 most important intent signals for 2026. First, the 5 ways to action them: - Awareness scoring - Trigger automated outreach - Slack/CRM tasks for manual outreach - Customer expansion monitoring - Build targeted lists for ABM Each of the 25 signals falls into 1 of 3 categories: 1️⃣ 1st-Party Signals (Your internal data from your tools) → CRM- Data already in your CRM. [HubSpot, Salesforce, Attio] → Product Usage- Product milestones. [Mixpanel, Amplitude, PostHog] → Meeting Forms- Demo bookings or form drop-offs. [Chili Piper, Default, RevenueHero] → Gated Content- Opt-in content/lead magnets. [HubSpot, Tally, Gamma] → Marketing Sequences- Engagement with email flows. [beehiiv, Customer.io, ActiveCampaign] → Event Attendance- Prospects from in-person/virtual events. [Luma, LinkedIn events, Goldcast] → Website Visits- Deanonymized web traffic. [Apollo.io, RB2B, Vector 👻] → Outreach Replies- Engagement on sales outreach. [Nooks, Instantly.ai, HeyReach] 2️⃣ 2nd-Party Signals (Exclusive data from external platforms) → Partner Signals- Shared data from integration partners. [Crossbeam, PartnerStack, WorkSpan] → Warm Intros- Common connections with prospects. [Commsor (acquired), The Swarm 🔆, LinkedIn] → Review Sites- Intent from software review sites. [G2, Capterra, TrustRadius] → Champion Tracking- Previous customer job changes. [UserGems 💎, Freckle.io, Clay] → Ad Engagements- Interactions from ad campaigns. [ZenABM, Fibbler, Factors.ai] → LinkedIn Engagement- Interactions on LI posts. [Rodz, Jungler.ai, Trigify.io] 3️⃣ 3rd-Party Signals (Public data from external sources) → Technographic Signals- Changes in tech stack. [BuiltWith, HG Insights, Sumble] → Job Openings- Newly opened job positions. [Clay, PredictLeads, Rodz] → Firmographic Data- Company demographic changes. [Apollo, DiscoLike, Ocean.io] → People Data- Staffing changes or new joiners. [AI Ark, Clay, Apollo] → News- Company announcements. [Clay, Rodz, Perplexity] → Advertisement Activity- Media buying behavior. [Adyntel, Adbeat, Apify] → Web Scraping- Custom signals from public data. [Firecrawl, Apify, Tavily] → Social Signals- Social media interactions. [Clay, PhantomBuster, Trigify] → Search Analytics- SEO/GEO changes. [Semrush, Similarweb, Ahrefs] → Funding Announcements- Recent fundraising events. [Crunchbase, Owler, PitchBook] → Competitive Signals- Interactions with competitors. [Rodz, Freckle, Jungler] _____ Every marketer's dream would be to know exactly who is ready to buy, and which qualified buyers already know your brand. Signals are the closest proxy to this. The people saying that “signals are overhyped” don’t fully understand them.