Staying visible during long B2B sales cycles is challenging. Prospects get busy, priorities shift, and deals can stall. Regular LinkedIn engagement helps you stay relevant without being pushy.
Expected results
Keep momentum during long sales cycles
Build stronger relationships with stakeholders
Stay top of mind between meetings
Create natural follow-up opportunities
Get more multi-threaded deals
The workflow
1. Set up your nurture list
Start with opportunities in your pipeline. Create a list in Extrovert with:
Key stakeholders you're talking to
Other decision makers from the account
Team members who post regularly
Don't limit yourself to just your direct contacts - their teams will see your engagement.
2. Set engagement frequency
We suggest these touchpoints as a starting point:
Active deals: Weekly engagement
Early stage: Every 2 weeks
But feel free to experiment - every market is different. The key is being consistent without overwhelming.
3. Build consistent engagement
This is where the daily work happens. Spend 15-30 minutes engaging with your opportunities' posts.Use these filters to stay organized:
Last comment time to track touchpoints
Prospect list to focus on priority deals
Post type for relevant content
Sort feed by Time posted to catch new content quickly.
☝️ Pro tip: Turn on delayed posting (Campaign → Settings → Delay between comments) to space out your comments naturally.
☝️ Pro tip: Use AI topic monitoring (Campaign → Settings → Topics monitoring) to highlight posts that match your area of expertise
4. Watch for engagement signals
Look for signs your nurturing is working:
Prospects liking or replying to your comments
Profile visits
Website visits
5. Move prospects between stages
As deals progress, you might need to:
Move ghosted deals to reactivation workflow
Shift closed deals to customer nurturing
Remove closed-lost opportunities
Adjust engagement frequency as needed
Working with your sales process
Reference posts in your follow-up emails or DMs
Reach out after they engage with your comments (best time!)
Keep light engagement during quiet periods
Use their posts to track key changes in their situation
Combine with content strategy
Comments work even better with your own posts:
LinkedIn shows your posts to prospects who like your comments
It's a perfect way to target your content to your prospects
Constant commenting makes it more likely that your posts will not fade out from your prospects' feeds
Comments help you be top of mind, posts help you explain your narrative, and DMs drive action. They work together to keep deals moving.