How we fixed lead gen for an IT firm that hates doing sales.
The Context
We recently worked with an IT company in Amsterdam. You probably know the type: technically brilliant, building complex cloud solutions, but completely invisible online.
They had one major problem: Reliance on referrals. When their network was talking, they were busy. When the network went quiet, they had no way to generate new business. They didn't have a sales team, and the founders (who are developers at heart) hated the idea of "cold outreach" or being pushy.
They needed a way to get meetings with Decision Makers without acting like typical sales people.
What we actually changed
We didn't do any magic tricks. We just organized their chaos into a logical process. Here is exactly what we installed:
1. We stopped selling "Code" and started selling "Results" The first thing we noticed was their LinkedIn profiles. They read like CVs: "Python, React, AWS Expert." The problem is, a CEO doesn't wake up thinking "I need Python." They wake up thinking "I need to lower my server costs." We rewrote their headlines and summaries to speak to that business pain. It sounds small, but it changed the response rate immediately.
2. We used Intent Data, not just Job Titles Most people use Sales Navigator wrong. They just search for "IT Manager" and spam them. We set up a filter to look for triggers:
Is the company hiring developers? (Sign of growth/overwhelm).
Did they just raise funding? (Budget available).
Did the CTO just start a new job? (New mandate to fix things).
We only reached out to people who actually had a reason to talk to us right now.
3. The "Non-Salesy" Outreach Since the founders hate sales, we built a script that felt natural. Instead of pitching, we simply connected based on shared industry interests and shared a case study of a similar project they successfully delivered.
If the lead replied: The founder took over and had a normal chat.
If they didn't: We stopped. No annoying "just bumping this" emails.
The Result
It took about 90 days to get the machine fully dialed in.
They now get a consistent flow of 30+ qualified leads per month.
The founders spend about 30 minutes a day on LinkedIn, mostly just replying to people who want to talk to them.
They finally have a process that doesn't depend on "luck."
🛠️ Steal This System (How to do it yourself)
Want to replicate this for your IT business?
Audit your Profile: Does your headline sell a service (e.g., "Python Developer") or a result (e.g., "Cutting Cloud Costs by 30%")? Change it to result-driven.
Filter for Intent: Stop cold messaging random CEOs. Search for companies posting jobs that you can solve (e.g., if you sell SEO, find companies hiring Marketing Managers).
Automate the Boring Stuff: Don't send connection requests manually. Use a tool to handle the initial volume so you can focus on the replies.
🚀 Ready to Install This Engine?
You can try to build this infrastructure yourself using the tips above. Or, we can audit your current setup and map out a custom installation plan for you.
Don't want to book a call yet? In Step 1, we mentioned rewriting the client's profile to fix their positioning. You can download the exact AI protocol we used to do that here:
