September 24, 2026
LinkedIn shares insights into key B2B buying behaviors
LinkedIn has shared some new tips for marketers looking to maximize their LinkedIn ads approach, based on insights from over 50,000 closed deals from 850 B2B organizations.
September 24, 2026
LinkedIn has shared some new tips for marketers looking to maximize their LinkedIn ads approach, based on insights from over 50,000 closed deals from 850 B2B organizations.
LinkedIn has shared some new tips for marketers looking to maximize their LinkedIn ads approach, based on insights from over 50,000 closed deals from 850 B2B organizations.
The insights comes from a report conducted by Factors.ai, which found that LinkedIn plays a key role in the B2B buying journey, and can be a key complement to driving more sales activity.
First, the report looked at the overall buyer's journey, with B2B groups exploring possible solutions around 124 days before they speak to a seller.
The data suggests that marketers should be enacting promotions much earlier than the final decision, with longer lead-in promotions to tap into early discovery.
The report also found that larger groups of people play a role in B2B contract decisions.
As per LinkedIn: “Factors.ai found that reaching 6 or more contacts before a deal is ever created in your CRM can lift win rates by 17 percentage points. Engaging another 3 or more contacts during the active cycle lifts win rates by 16 points.”
The data also showed that 76% of LinkedIn ad spend targets director-level roles, as they are viewed as the key decision-makers. That could lead to missed opportunities in reaching this broader set of contacts.
Another takeaway is that companies that utilize LinkedIn Ads, in partnership with organic LinkedIn activity, achieve 2.4x higher win rates than those running paid campaigns on their own.
The final recommendation then is that B2B marketers run longer campaigns, with broader job role targeting, and pair that with consistent organic LinkedIn activity to drive better response.
Some valuable tips that could help to improve LinkedIn marketing performance.
Get the free daily newsletter read by industry experts
The key to maximizing a social media marketing strategy is to ground the approach in purpose.
For months, we’ve been tracking Elon Musk’s $44 billion deal with Twitter. Now that the deal is done, we watch as the Musk-Twitter era begins.
Subscribe to Social Media Today for top news, trends & analysis
Sign up for the free newsletter.
Thanks for signing up! Please keep an eye out for a confirmation email from [email protected] To ensure we make it into your inbox regularly, add us to your allow list, mark us as a safe sender, or add us to your address book. Check out more from
Get the free daily newsletter read by industry experts
Want to share a company announcement with your peers?
The key to maximizing a social media marketing strategy is to ground the approach in purpose.
For months, we’ve been tracking Elon Musk’s $44 billion deal with Twitter. Now that the deal is done, we watch as the Musk-Twitter era begins.
