Most people overcomplicate B2B marketing.

They chase new tactics, burn time testing things that don’t work long-term, and then wonder why they have no pipeline.

This guide is here to fix that.

What you’re getting is a full breakdown of how to set up a marketing ecosystem that runs like an infrastructure.

Instead of spending your life tweaking things that barely move the needle, you build a system once and let it do the heavy lifting.

It’s like setting up a gym routine that actually works—you don’t need a new workout every week, you just need to show up and let the process do its thing.

The whole thing is designed to be modular.

The top-of-funnel (how you bring in leads) is flexible—you can swap in different strategies like LinkedIn content, outreach, paid ads, cold email, whatever works best at the time.

The middle and bottom of the funnel? That’s standardized.

You build it once, and it keeps working in the background, automatically nurturing and converting leads.

No more chasing every shiny object that pops up on LinkedIn.

What we’re covering

• How the B2B funnel actually works (not just in theory, but in a way that makes sense for sustainable growth).
• How to plug in different lead gen methods at the top (so you’re not stuck relying on one thing and freaking out when LinkedIn reach dies for a week).
• How to set up middle and bottom-of-funnel automation so the system runs on its own—warming up leads, sorting them based on engagement, and pushing the right ones to convert.

This isn’t another “growth hack” that works for a week and then falls apart. It’s a real infrastructure that keeps leads moving, so you’re not constantly starting from scratch. Set it up right, and it compounds over time. And if you do it properly, you’ll be booking meetings while doing absolutely nothing. Which, let’s be real, is the goal.

AND, if you want to watch this in a video format, check out our live training on this subject:

https://go.buroventures.com/livetraining-0702025-replay

Core Structure

Most B2B marketing strategies are a complete mess.

People jump from one tactic to the next, treating their marketing like a never-ending science experiment.

One week they’re running LinkedIn ads, the next they’re doing cold email, then they’re convinced they need to start a podcast because some guru on YouTube told them so.

The problem? None of it ties together into an actual system.

This is why most B2B companies rely almost entirely on referrals.

They don’t have a predictable way to generate leads. They just throw stuff at the wall, hoping something sticks, and when it doesn’t, they start over from scratch.

If you’ve ever had a month where leads just dried up and you had no idea why, this is why.

There was never a real system in place—just a collection of disconnected tactics.

This guide is about fixing that.

Instead of running your marketing like a never-ending guessing game, we’re going to build an infrastructure that works consistently.

The ecosystem approach

Think of your marketing like an ecosystem, not a random collection of tactics.

The whole point is that you don’t have to rely on one specific strategy.

You can swap out different lead generation methods depending on what works best at the time, while everything else runs on autopilot.

There are three main parts to this system.

1. Top of funnel (lead generation)

This is how people find you.

It’s flexible. You can do LinkedIn content, outreach, paid ads, cold email—whatever fits your market and current situation.

Some methods work better than others depending on your niche, but the key here is that it’s interchangeable.

You can test things, double down on what works, and drop what doesn’t—without breaking the entire system.

2. Middle of funnel (nurturing leads)

This is where most businesses completely drop the ball.

They spend all their effort getting leads, but then they just let them sit there and hope they convert on their own.

Hope is not a strategy.

The middle of the funnel is about consistently engaging with your leads, keeping you top of mind, and positioning yourself as the logical solution to their problem.

If you set this up correctly, it does the work for you, automatically warming up your leads over time.

3. Bottom of funnel (conversion)

Most people try to convert leads way too early.

They send one cold email or LinkedIn message and expect people to book a call.

That’s not how this works.

The right way to do this is to let the system sort people out based on their engagement.

The ones who are ready to buy get pushed toward conversion automatically, while the ones who need more time stay in the nurture cycle.

No more manually chasing every single lead—this process does the filtering for you.

Why this works long-term

A lot of people ask, “What’s the best B2B lead gen method right now?”

The answer? It depends.

But the bigger point is that it shouldn’t matter.

If you have a proper system in place, you can swap in different top-of-funnel methods based on what’s working at the time.

For example:

• Maybe LinkedIn content is working really well for you right now, so you focus there.
• Maybe your audience isn’t that active on LinkedIn, so you double down on cold email instead.
• Maybe you’re running paid ads that are bringing in solid leads, so you put more budget into that.

It doesn’t matter. The top-of-funnel is interchangeable.

What does matter is that the middle and bottom parts of your funnel stay consistent.

These are the systems that actually move leads from I just found out about you to I’m ready to buy.

That’s why we build them to run in the background.

If you do this right, you’ll never have to start from scratch again.

Instead of constantly scrambling for new leads, you’ll have a predictable, scalable pipeline that brings in new opportunities automatically.

And the best part?

Once it’s set up, you can spend way less time stressing about lead gen and more time closing deals—or, you know, actually enjoying your life.

The Different Parts

Everything we covered so far is the strategy. This part is about execution—actually setting up the system so it runs without you constantly babysitting it.

These are the modules you plug into your funnel. Some are interchangeable, some are set-and-forget. The key is knowing what to automate, what to swap out when needed, and how to make it all work together.

Top-of-funnel modules

This is where leads come in. You can mix and match different entry points, but the goal stays the same—get people into your ecosystem.

Linkedin content

The easiest way to generate inbound leads without spending a dime on ads. But most people do it wrong.

Instead of posting generic “thought leadership” content that gets a couple of likes and no actual leads, you should be writing posts designed to get interested buyers to raise their hand.

Here’s the formula:

1. Share an actual valuable insight that makes people rethink something they’re doing wrong.
2. At the end of the post, say something like “I wrote a full breakdown on this—comment ‘yes’ and I’ll send it over.”
3. People comment, which boosts the post in the algorithm, and now you have a list of engaged leads who asked for your resource.
4. You send these out automatically, have people consume your resources and start conversations from there about your solution.

Technical setup

• Use Leadshark (or similar tools) to scrape the comments and extract the leads.
• Automatically send the resource to everyone who commented using an N8n automation that routes them into a CRM or follow-up sequence.
• Store these leads for further nurturing and retargeting (because some won’t be ready to buy yet, but they might be later).

Linkedin outreach (cold outbound done right)

Most people ruin their LinkedIn outreach by going in too aggressive. The “Hey {FirstName}, I see we have mutual connections, let’s jump on a call” approach? Dead on arrival.

Instead, do this:

1. Use Sales Navigator to build a targeted list.
2. Send a blank connection request. No message. Nothing. Just the request.
3. Wait five days. Once they accept, send the lead magnet link, no fluff. Just “Hey, saw you’re in {industry}, figured this might be useful for you” with the link.
4. If they don’t reply, follow up in another five days with a simple question—“Was it relevant for you?” That’s it.

No pitching. No long paragraphs. Just value.

Technical setup

• Automate this entire process using GetSales (or similar outreach tools).
• Use Lead Enrichment tools to verify their emails before adding them to any other outreach.
• If they don’t engage on LinkedIn, route them into an email sequence automatically.

WANT A COMPLETE BREAKDOWN? CHECK OUT THIS GUIDE:

The Non-Spammy LinkedIn Outbound Playbook

This isn’t spamming—this is getting the right resource in front of the right people without making it weird.

Other interchangeable top-of-funnel modules

If LinkedIn isn’t your main channel, or if you want to diversify, you can swap in other lead gen strategies like:

• Paid ads—works best when paired with a strong middle-of-funnel nurture sequence.
• Cold email—great for scale, but needs proper setup (dedicated domains, list segmentation, warming sequences).
• SEO-driven inbound—long-term play, but can be highly effective if you’re in a niche where people actively search for what you offer.

It doesn’t really matter, just leverage what is working right now in the top of funnel. It’s in the rest of the funnel you differentiate yourself.

PS: Right now LinkedIn inbound is by far the best top of funnel module.

Middle-of-funnel modules

Most people spend all their energy on lead generation and then have no idea what to do with the leads once they have them.

They just assume that if someone downloaded a resource or accepted a LinkedIn request, they’ll magically turn into a paying customer.

That’s not how this works.

The middle of the funnel is where you nurture leads and build trust so they actually move toward buying instead of just sitting in your CRM collecting dust.

This part is not optional—if you don’t do it, you’ll just keep generating leads that never convert, and you’ll convince yourself that “LinkedIn doesn’t work” or “cold email is dead” when the real issue is that you never built a process for warming people up.

Email nurturing sequences

The fastest way to make sure leads don’t forget about you.

Once someone enters your funnel, you need to keep them engaged with automated email sequences that continue the conversation, deliver value, and position your offer as the next logical step.

But this is where most people mess up.

They either send way too many emails (and get marked as spam), or they send nothing at all (and wonder why their leads go cold).

What you actually need:

• A boot camp sequence that delivers short, high-value emails over a few days. Think of this as an onboarding experience for your leads—educating them on what you do and why it matters.
• An evergreen drip campaign that continues sending insights, case studies, and useful content over time so you stay top of mind.

This is not about pitching in every email. The goal is to keep people engaged until they are ready to buy.

If you do this right, leads will be replying to you weeks or months later, saying, “Hey, I’ve been reading your stuff, and I think we’re ready to talk.”

Technical setup

• Scrape email addresses from top-of-funnel activities (LinkedIn, comments, downloads, etc.). We do this by sending all our leads to Getsales.io who then enriches them using their linkedin profiles, and then we send it back to other systems using their webhooks.
• Segment leads based on interest level (cold, warm, hot).
• Use automation tools like Encharge to send out sequences, track engagement, and push the most engaged leads into a conversion sequence.

Retargeting on FB/IG

Most leads don’t convert the first time they see your offer.

That’s normal. People are busy, distracted, or just not ready yet.

Instead of letting them disappear forever, you need to stay in front of them using retargeting ads that keep reminding them why they were interested in the first place.

And no, you don’t need a huge ad budget for this.

A simple $5/day retargeting campaign that follows your leads around with relevant content, case studies, or testimonials is enough to keep them engaged without being annoying.

Technical setup

• Sync your email and ad platform so leads who engage with your emails or website automatically get added to retargeting lists.
• Dynamically adjust ads based on behavior—if they visit your offer page but don’t book a call, show them a testimonial ad instead of the same CTA.
• Run different ad types for cold, warm, and hot leads (cold = education, warm = case studies, hot = direct offer).

Use my man Zuck to ensure that your leads never forget you…

Bottom-of-funnel modules

This is where leads turn into customers.

Most people either:

1. Try to convert leads way too early (before they’ve built any trust).
2. Waste time chasing every single lead manually, instead of letting the system sort them.

Neither of these work.

The right approach? Let lead scoring and segmentation do the heavy lifting, so you only focus on the hottest leads.

Lead scoring

Not all leads are the same. Some are ready to buy now, some need more time, and some just wanted your free resource and will never buy.

The problem is, most people treat all of them the same.

What you actually need is a scoring system that automatically categorizes leads based on how engaged they are.

Here’s how it works:

• Leads get plus points for good actions (opening emails, clicking links, replying, visiting key pages).
• Leads get minus points over time if they’re inactive (no engagement for a month = automatic downgrade).
• Once a lead hits a certain score, they are flagged as a hot lead and pushed into a direct conversion sequence (or sent to sales for manual follow-up).

This way, you’re not guessing who to follow up with—your system tells you who is actually interested and worth spending time on.

Technical setup

• Set up lead scoring inside Encharge (or another tool with native lead scoring) based on engagement signals.
• Trigger conversion actions once a lead reaches a set threshold (automatic CTA emails, ads, or manual outreach).
• Continue nurturing cold leads so they don’t just sit there unused—some will warm up over time.

<aside> 🔥

Reply “MEMELORD” on the next email you get from me/Harald and I’ll give you extra points in our lead scoring system.

</aside>

Most people overcomplicate lead conversion by either:

1. Doing everything manually (exhausting and unscalable).
2. Automating everything without personalization (leads never feel like real people).

This system does both at the right time.

You automate the sorting and engagement, so your pipeline is always full, and when leads are actually ready, you step in and close the deal.

No more chasing every single person who downloaded a free PDF.

No more sending cold pitches to people who aren’t even remotely interested.

Just a predictable flow of leads that naturally move toward conversion—without you needing to micromanage it.

That’s how you build a real marketing infrastructure.

And once it’s set up?

It just runs.

Implementation Order

This is the order in which you should implement everything.

A lot of people try to do everything at once, then get overwhelmed and quit.

Don’t do that.

Follow this order, set up each part properly, and by the time you’re done, you’ll have a pipeline that runs itself.

Step 1: Craft a powerful lead magnet

Before you do anything else, you need something valuable to offer.

This should be a high-value resource—something that makes people want to engage with you.

And no, I don’t mean some generic “free PDF” that people download and forget about.

This needs to be so good that you almost don’t want to give it away because it feels like you’re revealing too much.

But here’s the thing—most people won’t implement it themselves.

They’ll read it, realize you actually know what you’re talking about, and when they’re ready, they’ll come to you.

If they do implement it? Even better. They’ll get results, remember where they got the info from, and still come back later because you gave them a win.

USE THIS TO DO IT IN 60 MINUTES: How to Create High-Value Lead Magnets in Under 60min Using ChatGPT

Step 2: Launch your top-of-funnel outreach

Once you have a solid resource, now you can start putting it in front of people.

There are two easy ways to do this on LinkedIn:

1. LinkedIn outreach (cold, but not spammy)

• Use Sales Navigator to build a highly targeted list.
• Send blank connection requests—no message, no pitch. Just a request.
• Wait five days. If they accept, send a simple message:“Hey, saw you’re in {industry}, thought this might be useful for you.” (with the resource link).
• Follow up five days later with “Was it relevant for you?” if they haven’t replied.

No pitching. No forcing conversations. Just let the resource do the work.

2. LinkedIn content (lead magnet posts that actually work)

This is inbound lead generation without spending a dollar on ads.

Here’s how to make it work:

• Write a post that gives away something valuable and teases the resource.
• End with a CTA: “Comment ‘yes’ and I’ll send you the full breakdown.”
• As people comment, your post gets more reach and you build a list of engaged leads at the same time.
• Automatically send them the resource and follow up later to start real conversations.

Step 3: Establish middle-of-funnel nurturing

Now that leads are coming in, don’t let them go cold.

This is where you keep them engaged without manually chasing every single one.

• Automate email nurturing—send high-value follow-ups, case studies, and useful content.
• Run retargeting ads—even just $5/day to stay in front of leads who didn’t convert yet.
• Position yourself as the go-to expert so when they’re ready, you’re the first person they think of.

This removes the need for manual follow-ups on every single lead and lets the system warm them up for you.

<aside> 🐍

Stop it Zuck!

Let’s all put $5/day into retargeting and maybe Zuck becomes a bit less unhinged again

</aside>

Step 4: Activate bottom-of-funnel conversions

By now, you should have:

• A steady stream of leads coming in.
• A system keeping them engaged.

Now, you need to push the hottest leads toward conversion.

Instead of guessing, let lead scoring and segmentation tell you who’s ready.

• Leads who open emails, reply, or engage = get more direct CTAs.
• Leads who go cold = stay in the nurture loop until they’re ready.

You’re not manually chasing people who aren’t interested—you’re letting the system filter out the best opportunities for you.

And that’s it.

If you follow this step-by-step and actually set up each part properly, you’ll have a repeatable system that generates and nurtures leads on autopilot.

Which means:

• No more panic when LinkedIn reach drops for a week.
• No more feeling like you have to constantly “hustle” for leads.
• No more rebuilding your pipeline every month.

Just a scalable, predictable system that does the heavy lifting for you.

And when it’s working?

You can focus on closing deals instead of chasing leads all day.

Want Results ASAP?

You now have the exact system laid out in front of you. You know how to build it.

But knowing and doing are two very different things.

Most people don’t fail because the system doesn’t work—they fail because they get stuck, overthink every step, and never get it fully implemented.

That’s why we built Growth Garden.

This isn’t another “watch a bunch of videos and figure it out yourself” kind of thing. It’s a get-it-done system with the exact tools, templates, and live support you need to start generating leads consistently—without spending months trial-and-erroring your way there.

What You Get Inside Growth Garden

When you join, you get access to:

• Twice-Weekly Live Calls – Stuck? Need feedback? We go through real LinkedIn profiles, messages, and outreach sequences to fix what’s not working and make sure you’re actually seeing results.
• Proven Message Templates & Campaign Setups – Stop guessing. You’ll get plug-and-play LinkedIn and email outreach scripts, lead magnet frameworks, and automation blueprints.
• Private Execution Community – No fluff, no distractions. Just a space where people serious about booking meetings and closing deals share wins, get feedback, and keep each other accountable.
• Step-by-Step Playbooks – No vague theories. Every process is broken down into step-by-step guides so you don’t waste time figuring out what to do next.

This isn’t another info dump that leaves you “inspired” but lost—it’s a system designed to get leads flowing, fast.

Has it worked?

I’ll leave these results from our first group speak for itself…

• Felix got 2000+ leads in under 7 days after joining, and another 1000+ comments on his 3rd post a few weeks later.