Show Resources

• Jack Caspino's LinkedIn profile - follow and connect!
• Join the LinkedIn Ads Fanatics and get access to our 4 courses to take you from beginner to expert. Just hit 100 members so a shoutout to our awesome LI Ads fanatics for making it such an awesome community!
• Rate/Review
• Contact us with any questions, suggestions, or corrections!

Summary

In this episode of the LinkedIn Ads Show, AJ is joined by Jack Caspino, founder of ContactLevel, to dive deep into one of the most powerful – and misunderstood – tools in your LinkedIn arsenal: data enrichment for list uploads. We break down exactly how Jack is turning 40% match rates into near-100% by enriching B2B contact lists with consumer identifiers, then syncing those hyper-accurate audiences across major platforms to reach the same people everywhere for less. You'll hear a real-life case study from one of our clients, smart tactics for making the most of very small audiences (like duplicating campaigns to reset CPMs, using Thought Leader Ads and boosted posts, and layering in LinkedIn Audience Network and CTV strategically), plus a peek into ContactLevel's CRM integrations, workflow automations, and upcoming roadmap. We also kick things off with important LinkedIn platform updates you need to know—recent delivery issues with manual bidding, ad personalization, multi-format campaigns, dwell time changes, and the new campaign/ad set naming. Listen to learn how to see your own enriched match rates in action.

Transcript

For the full show transcript, see the show notes page here: Episode 166

Show Resources

• Jenn Moy's LinkedIn profile - follow and connect!
• Jackie Morris' LinkedIn profile - follow and connect!
• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Rate/Review
• Contact us with any questions, suggestions, or corrections!

Summary

B2B buying has never been more complex—decision cycles are longer, shortlists are shrinking, and deals often stall due to indecision. In this episode, I sit down with LinkedIn's Jen and Jackie to unpack how Buyer Group Targeting can help marketers reach the full buying committee—not just the end user—and drive better results. We cover LinkedIn's unique data, real-world success stories, and practical tips for layering this new targeting into your campaigns. If you're ready to boost conversions, improve cost efficiency, and win over the entire buying group, you won't want to miss this conversation.

Transcript

For the full show transcript, see the show notes page here: Episode 165

Show Resources

• Coupon Code to save money on Shape.io: B2
• Bidding/Budgeting Episode
• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Rate/Review
• Contact us with any questions, suggestions, corrections!

Summary

Struggling to keep your LinkedIn Ads budget on track all month long? You're not alone—this week on The LinkedIn Ads Show, host AJ Wilcox dives deep into the tricky world of pacing your ad spend. From the pitfalls of daily budgets and lifetime caps to the tools and strategies that actually work, this episode is packed with expert insights to help you avoid overspending and take full control of your LinkedIn Ads campaigns. Whether you're managing budgets manually or looking for automation that actually delivers, you won't want to miss this one.

Show Transcript

For the full show transcript, see the show notes page here: Episode 164

Show Resources

• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Rate/Review
• Contact us with any questions, suggestions, corrections!

Summary

Ever feel like you're wasting LinkedIn Ads budget reaching the wrong company sizes? In this episode of The LinkedIn Ads Show, host AJ Wilcox dives deep into one of the platform's most powerful — and misunderstood — targeting facets: company size. Learn how LinkedIn determines company size, the hidden pitfalls of inclusion vs. exclusion targeting, and why over half of LinkedIn's users may not be targetable by size at all. Whether you're going after SMBs or enterprises, you'll discover practical strategies (including a game-changing micro-segmentation tip) to make sure your ads reach the right audience — and avoid costly mistakes.

Transcript

For the full show transcript, see the show notes page here: Episode 163

Show Resources

• Reach out to Ian Nelson on LinkedIn
• Ian's Website
• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Rate/Review
• Contact us with any questions, suggestions, corrections!

Summary

Think lead magnets are outdated? Think again. In this episode of The LinkedIn Ads Show, AJ Wilcox is joined by lead magnet expert Ian Nelson to uncover the secret sauce behind the viral comment-to-get lead magnet trend taking over LinkedIn. You'll learn why it's exploding right now, how top creators are building them weekly using AI, and how to turn all that engagement into real sales opportunities. If you want to grow your LinkedIn presence and fill your calendar with qualified leads, this is one episode you can't afford to miss.

Show Transcript

For the full show transcript, see the show notes page here: Episode 162

• Connect with Gina Kleiner on LinkedIn
• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Rate/Review
• Contact us with any questions, suggestions, or corrections

Summary

AJ Wilcox interviews Gina Kleiner, the lead PMM of LinkedIn Ads from LinkedIn, to unveil the newly upgraded Live Event Ads format on LinkedIn—a dynamic and powerful tool for B2B marketers. They explore exciting updates offered to combine the storytelling power of video with detailed performance metrics—ideal for B2B campaigns.

Show Transcript

For the full show transcript, see the show notes page here: Episode 161

• Amazing video ads performance with Chandler Quintin
• Chandler Quintin on LinkedIn or funb2bads.com
• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Subscribe
• Rate/Review
• Contact us with any questions, suggestions, or corrections

In this surprising episode of The LinkedIn Ads Show, host AJ Wilcox teams up with guest Chandler Quinton of Video Brothers to bust a long-held belief: that vertical video outperforms other formats on LinkedIn. After analyzing over $140,000 in ad spend across multiple campaigns, they discovered that horizontal (16:9) video significantly outperforms vertical (9:16) and square (1:1) in view rate, completion rate, and cost efficiency—by as much as 2x to 4x.

Show Transcript:

For the full show transcript, see the show notes page here: Episode 160

Show Resources:

• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Rate/Review
• Email us with any questions, suggestions, or corrections!

Summary:

In this episode of The LinkedIn Ads Show, host AJ Wilcox unpacks LinkedIn's newest analytics feature: the Measurement Insights tool. Rolled out starting in late October, the tool aims to help advertisers better evaluate performance across the full funnel—awareness, consideration, conversion, and even revenue—by leveraging CRM data and analyzing up to 50 recent touchpoints per user. AJ explores each section of the tool, shares where it shines, and gives honest commentary on areas where it still falls short—like campaign-level granularity and efficiency-based measurement.

1. Funnel Performance is Bucketed by Objective – LinkedIn assigns campaigns to funnel stages based on the objective selected (e.g., brand awareness = top of funnel), which may not reflect actual strategy or intent.

2. Powerful Visual Reporting with Limitations – While the new performance charts allow overlaying up to three metrics, they can't be drilled down to specific campaigns or ads—only grouped by funnel stages.

3. AI-Driven Company & Member Insights – The tool uses behavioral data to show which companies and job roles are progressing through your funnel, offering high-level targeting intelligence.

4. CRM Integration Unlocks Revenue Attribution – If connected, the tool shows lead progression through to closed-won, giving a more complete picture of business impact.

5. Top Performer Logic = Volume, Not Efficiency – LinkedIn defines "top" as highest volume of key results, not best cost-efficiency, which can mislead performance conclusions.

• Check if you have access: In Campaign Manager, look for "Measurement" in the left-hand nav. If it replaced "Analyze," you've got it.

• Explore and experiment: Play with filters, toggle between individual and company views, and test different funnel stages for insights.

• Connect your CRM: Unlock deeper revenue and sales performance insights.

• Give feedback to LinkedIn: Share what's useful and what you'd like improved. The tool is still early in development.

• Join the LinkedIn Ads Fanatics community: To learn how other advertisers are using the tool and swap strategies, visit fanatics.b2linked.com.

Show Transcript:

For the full show transcript, see the show notes page here: Episode 159

• Watch this episode
• Connect with Adam Robinson on LinkedIn
• Get RB2B! It's Free!
• Sam McKenna's case study using LinkedIn Ads w/ RB2B
• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Rate/Review
• Email us with any questions, suggestions, or corrections!

In this episode of The LinkedIn Ads Show, host AJ Wilcox sits down with Adam Robinson, founder of RB2B.com, to discuss the hot (and surprisingly free) trend of website visitor identification—what it is, how it works, and how B2B marketers can use it to level up their LinkedIn Ads strategy.

Adam shares how RB2B helps marketers identify individual website visitors—complete with LinkedIn profiles, emails, and more—and how this signal can be used for lead generation, retargeting, and enhanced CRM workflows. Together, AJ and Adam walk through a real case study where just $200 in LinkedIn ad spend drove a 1,478% spike in traffic and real pipeline results.

The episode also takes a valuable detour into organic content and personal branding, offering gold-level insight on how to find your voice on LinkedIn, what makes a "banger" post, and why authenticity trumps polish.

1. Visitor identification is a powerful signal—not a silver bullet Knowing exactly who is on your site gives your sales and marketing teams an edge—but it needs to be used thoughtfully and with context.
2. Use CRM integration to turn raw identity into smart outreach When integrated with tools like HubSpot or Salesforce, visitor identity can trigger customized workflows based on your defined ICP and buyer journey stage.
3. Thought leadership ads can drive high-impact, low-cost traffic Combine high-performing organic posts with paid amplification, and use tools like RB2B to retarget visitors across channels—even without cookies.

AJ wraps up by urging listeners to get RB2B's free plan installed on their site immediately, emphasizing how it helps verify targeting, improve retargeting, and amplify the effectiveness of every marketing channel. Adam shares his excitement about expanding RB2B's integrations and his journey toward building a conscious, bootstrap-powered SaaS brand.

Check out RB2B.com, connect with Adam Robinson on LinkedIn, and don't forget to join the LinkedIn Ads Fanatics Community for advanced training and support. As always, AJ invites listeners to leave a review, subscribe, and send in their questions or voice messages.

Show Transcript:

For the full show transcript, see the show notes page here: Episode 158

Here are the resources we covered in the episode:

• Here's the Startup Benchmarks Report from the episode, free
• Connect with Ruby on LinkedIn
• Slides that Ruby referenced
• Follow Kacie Jenkins on LinkedIn
• Follow Betty Mok on LinkedIn
• Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert
• Contact us at [email protected] with any questions, suggestions, or corrections!
• Rate/Review: a great, no-cost way to support us

In this episode of The LinkedIn Ads Show, host AJ Wilcox welcomes Ruby James from LinkedIn to discuss one of the most valuable benchmark reports available for B2B startups—Growth Benchmarks for Scaling B2B Startups. Unlike traditional benchmarks that focus solely on marketing performance, this report integrates both marketing and sales metrics, offering a holistic view of what success looks like for startups.

1. The Evolution of Measurement in B2B Marketing

   • The top-performing startups are measuring marketing success beyond lead generation, focusing on sales metrics like meetings booked, opportunities created, and revenue closed.
   • Sales and marketing are increasingly aligned, with some companies merging them into a single "Revenue Team" to eliminate attribution battles.

2. The Growing Impact of Executive Thought Leadership

   • Startups that integrate executive and industry thought leadership into their content strategy see higher engagement rates and stronger conversion rates through the funnel.
   • Data shows that retargeting audiences who saw thought leadership ads converted 45% more frequently than those who only saw traditional brand ads.
   • Low-lift, high-impact content (such as quick takes from executives) performs better than highly produced videos.

3. The Shift to an ABM (Account-Based Marketing) Strategy

   • Early-stage startups have increased ABM adoption by 30% in just two years.
   • More companies are leveraging LinkedIn's ABM tools, dynamically integrating CRM data and intent signals from platforms like G2 to refine their targeting.
   • Successful startups focus on pipeline acceleration campaigns, ensuring they engage buying committees throughout the entire sales cycle.

4. Reimagining the B2B Funnel

   • The traditional marketing funnel is outdated, and leading companies are shifting to an "in-market vs. out-of-market" approach (based on LinkedIn's 95-5 rule).
   • Companies that engage early in the buyer's journey (before prospects enter the market) are more likely to be on their final shortlist when they're ready to buy.

5. The "Measurement Gold Rush"

   • Startups are investing in advanced measurement solutions (e.g., HockeyStack, Factors AI, Dreamdata) to track multi-touch attribution and incrementality.
   • The mindset is shifting to accepting that not everything can be perfectly measured and prioritizing longer time horizons for campaign evaluation.

• The full benchmark report is available in the show notes, and listeners are encouraged to read along.
• Ruby invites listeners to connect with her on LinkedIn for more insights and upcoming research.
• AJ encourages LinkedIn Ads fanatics to check out the LinkedIn Ads Fanatics community for exclusive content, courses, and coaching.

This episode provides game-changing insights into LinkedIn advertising and B2B marketing strategy, especially for startups looking to scale efficiently while ensuring sales and marketing are aligned.

Want more insights? Join the LinkedIn Ads Fanatics community at fanatics.b2linked.com.

For the full show transcript, see the show notes page here: Episode 157