The ultimate guide to LinkedIn Ads

LinkedIn Ads is a staple for B2B advertisers… and for good reason.

Unlike most platforms, it offers direct access to high-intent professionals who are actively researching, networking, and making business decisions. Whether your client is a SaaS provider, a business consultant, or an enterprise software vendor, LinkedIn is a place where buying conversations start.

Simply launching a campaign won’t cut it, though. Real results come from understanding which ad types suit each stage of the funnel, how to tailor targeting based on the client’s sales process, and what metrics signal success beyond surface-level clicks.

Not sure where to begin? This guide breaks down how LinkedIn Ads work, who they work best for, the most effective formats, and tips for creating solid campaigns. Whether your client’s goal is thought leadership, lead generation, or account-based targeting, you’ll find practical strategies to drive real results. 

How do LinkedIn Ads work?

LinkedIn Ads run on a self-serve platform that provides full control over audience targeting, creative, and spend. Instead of broad segments, campaigns target users based on their job title, industry, seniority, company size, or even exact company name. 

In the platform’s built-in Campaign Manager, there’s a range of options to create ad groups, set budgets, define target audiences, select specific marketing goals, and monitor performance in real time.

How effective is LinkedIn advertising?

LinkedIn Ads are built for precision, not volume. That makes it especially effective for B2B companies targeting high-value prospects or selling premium products and services.

LinkedIn is one of the top platforms for B2B lead generation due to its precise audience-targeting capabilities. The platform's targeting options allow you to tailor campaigns based on specific criteria like job title, industry, company size, and seniority level, ensuring your client’s message reaches the right people. 

Taylah Fuchshofer, Account Director, Young Folks

More specifically, here’s what sets LinkedIn Ads apart from other platforms:

• Access to senior executives: For clients targeting roles like CMOs, IT directors, or HR leads, LinkedIn places their message exactly where it matters—in front of business professionals with buying influence.

• In-platform messaging: Formats like Message Ads and Conversation Ads offer a direct line to prospects, delivering personalized outreach at scale. This makes LinkedIn ideal for business-oriented event ads, lead capture, or gated content promotion.

• Higher intent and stronger lead quality: Although CPCs are typically higher than platforms like Google or Meta, its real value lies in lead quality. That’s because LinkedIn users are actively seeking professional solutions, exploring vendor options, or researching ways to improve business outcomes.

For B2B clients focused on a professional audience, LinkedIn Ads remains a high-performance channel that delivers measurable ROAS.

Pros and cons of LinkedIn Ads

While LinkedIn Ads is ideal for reaching professional B2B audiences, it comes with trade-offs (like any other platform). Here are a few things to consider. 

You may be wondering–are LinkedIn Ads worth the investment? The short answer is yes.  While it may not offer the same scale as other platforms, choose LinkedIn Ads if your B2B clients are focused on driving qualified leads and engaging prospects at various stages of the sales cycle.

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How much do LinkedIn Ads cost?

Because this platform offers direct access to senior-level professionals, ads come at a premium cost. Remember–it’s less about driving cheap clicks and more about reaching leads who are likely to take meaningful action.

With all that said, how much do ads actually cost? Here’s what agencies typically spend on LinkedIn Ads across industries, based on first-party benchmarking data from the AgencyAnalytics platform.

(Note: Campaigns are primarily based in the US, UK, Canada, Australia, and New Zealand.)

Also, consider that LinkedIn Ads benchmarks costs will vary across sectors. According to our data, the typical LinkedIn advertising campaign spend in the Marketing & Advertising sector sits around $501.90. On the other hand, Business Services campaigns trend higher at $907.69.

That’s likely because Business Services (like IT support or consulting) often involve higher contract values and longer sales cycles. It shows the importance of considering industry context, audience complexity, and campaign goals when assessing costs.

Use these benchmarks as reference points, keeping in mind that performance may vary, depending on each client’s unique offer, ad targeting strategy, and funnel stage.

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Targeting the right audience: How people use LinkedIn

To create a successful ad campaign, it’s important to understand how professionals typically use LinkedIn. Here are some common use cases, along with how to leverage them from an advertising perspective.

By understanding how professionals engage with LinkedIn, it’s easier to fine-tune targeting and create effective messaging.

What types of companies should advertise on LinkedIn?

LinkedIn Ads are best suited for companies that offer high-value B2B solutions. It works well for:

• B2B SaaS clients, especially those selling to IT, operations, product, or finance teams at mid-market or enterprise-level companies. Their audiences are often on LinkedIn researching solutions and comparing vendors.

• Professional services firms, which include clients in legal, financial advisory, HR, and consulting. In many cases, they need to reach senior decision-makers like CFOs, COOs, or Heads of HR.

• Tech-driven service providers offering niche services, such as data security or industry-specific tools. These companies benefit from LinkedIn’s ability to narrow in on highly specialized job functions and industries.

• Enterprise vendors selling high-value software that requires account-based strategies to reach multiple roles within target companies (e.g., a CRM platform targeting both RevOps managers and VPs of Sales).

In short, LinkedIn Ads are a strong fit for clients with longer sales cycles, high-value offerings, and clearly defined buyer roles.

Who should you target on LinkedIn?

While targeting based on job titles is certainly important, there’s an opportunity to dig deeper.

Here’s a tip: Instead of relying on broad functions, focus on the department that would most benefit from your client’s offering. For example, if the client provides a marketing automation platform, prioritize roles in demand generation or growth marketing.

Additionally, use LinkedIn’s seniority filters to target both decision-makers and operational staff on the ground. Why does this two-pronged approach matter? Consider that executives like VPs and C-level roles typically control budget approvals.

Meanwhile, mid-level managers are often the ones identifying problems, researching solutions, and recommending vendors internally. By creating targeted ads for each segment, your client’s solution will appeal to both the strategic and practical sides of the buying process.

4 types of LinkedIn Ads

Choosing the right LinkedIn ad format largely depends on your client’s goal. To make the selection easier, here are four core ad types to consider. 

1. Sponsored Content

These native ads appear directly in the LinkedIn feed so they don’t interrupt the scrolling experience. This includes single image ads, follower ads, carousels, videos, and document previews. 

More specifically, they’re ideal for:

• Building awareness through educational content, such as blog posts, whitepapers, and case studies.

• Promoting webinars or virtual events to targeted audiences in the consideration stage.

2. Sponsored Messaging

LinkedIn’s Sponsored Messaging offers a direct line to professionals and decision-makers through their inbox or chat. Because it appears like a message from a trusted connection, this format creates a more personal and interactive experience. This makes it ideal for: 

• Sending event invitations or exclusive offers to targeted roles.

• Running account-based campaigns using CRM-matched audiences.

Source

Sponsored Messaging includes two formats: Message Ads (direct messages) and Conversation Ads (multi-option chat-style flows that simulate real dialogue). As a best practice: 

• Use Message Ads when the goal is a clear, direct CTA, like registering for a webinar or downloading a resource.

• Choose Conversation Ads when your client wants to guide users through multiple options or qualify interest through an interactive flow.

3. Lead Gen Forms

Lead Gen Forms are built into Sponsored Content or Messaging and automatically pre-fill with a user’s LinkedIn profile data.

This makes it easier to capture contact information without requiring users to exit the platform. It’s also a strong choice for performance-driven campaigns that have a clear conversion goal. 

Source

Use this type of conversion ad to: 

• Capture leads in exchange for gated content like reports, checklists, or case studies.

• Collect signups for product demos, consultations, or newsletter subscriptions without added friction.

4. Text and Dynamic Ads

Text Ads appear in the sidebar and include a short headline, small image, and brief description. They're easy to launch, budget-friendly, and ideal for capturing attention without requiring a large investment.

Similarly, Dynamic Ads also appear in a user’s sidebar. To add more personalization, this format automatically uses LinkedIn profile data to tailor each ad (e.g., displaying the user’s name and job title). This added relevance helps increase visibility and engagement without interrupting the user experience.

While these ads don’t typically drive high engagement on their own, they work well as part of a full-funnel LinkedIn strategy. Use them to:

• Retarget website visitors or users who engaged with past campaigns.

• Increase brand awareness campaigns with efficient, lightweight creative. 

LinkedIn Ads best practices: Tips for winning LinkedIn advertising

Audience targeting is just one part of the equation. To ensure your clients achieve LinkedIn Ads campaign success, follow these actionable tips.

1. Make it personal

LinkedIn users expect professional, relevant content, so personalization definitely matters. Instead of generic text, use tailored messaging that speaks directly to a user's role, industry, or business challenge. Ads that feel like they were made for the viewer are far more likely to earn clicks and engagement.

When possible, reference specific outcomes or pain points relevant to their function (e.g., “Are you a busy sales manager? Learn how to cut lead qualification time in half.”). 

2. Test everything

No matter how dialed-in the strategy feels, assumptions don’t beat data. A/B test every key element of the campaign, including headlines, ad creative, CTA buttons, and bidding strategies.

Even small changes (like tweaking a headline or switching ad formats) could lead to noticeable performance differences. Start with structured tests, isolate one variable at a time, and scale what works. LinkedIn’s ad platform makes it easy to duplicate ads and compare results, so use it to your advantage.

3. Start by bidding above the suggested range

Want an out-of-the-box (but effective) tactic? Bid above LinkedIn’s suggested range, which may secure better placement in the feed. This comes in handy for highly competitive industries that need an extra push to stand out. 

It’s also useful for time-sensitive campaigns, new offers, or building initial ad momentum.

Short on time? Autopopulate your client’s unique LinkedIn Ads data into a professionally designed Smart Report, all in 11 seconds! Try this feature in AgencyAnalytics, free for 14 days.

4. Over time, stay within the suggested range to scale efficiently

Once a campaign has achieved early traction, consider switching your client’s bidding strategy to align with LinkedIn’s suggested range. That way, you’ll control costs while maintaining reach. It also ensures LinkedIn’s algorithm can more efficiently deliver those ads to the right people without overspending.

This strategy works best for campaigns targeting warm audiences (e.g., users who’ve already interacted with your client’s ads). These segments tend to be smaller and more qualified, so you’re more likely to get promising results.

5. Keep your copy short and to the point

Avoid trying to explain everything in one ad–focus on a single compelling message. LinkedIn users tend to scroll during short work breaks or between meetings, so brevity is a must.

Highlight the core benefit in the first ad copy line, make the CTA action-oriented, and pair it with a relevant visual to stop the scroll. This improves the likelihood of capturing attention quickly and driving the user to take action.

6. Find your audience's sweet spot

The best-performing campaigns strike a balance between reach and relevance. If targeting is too broad, the message may miss the mark. Too narrow, and your client’s ads won’t achieve sufficient reach.

Start with your client’s ICP—including job functions, seniority, industry, and company size—and test from there. Layer in skills, interests, or custom audiences to refine delivery. Then, zero in on the audiences that consistently engage and convert.

How to lower costs on LinkedIn Ads

While LinkedIn is a premium platform, it doesn’t mean campaigns need to break the budget. 

Here’s how to ensure clients get more value from their ad spend:

• Use native formats strategically: Lead Gen Forms often convert better than external landing pages, especially for gated content or demo requests. Leverage this ad type to reduce drop-off and cost per lead.

• Prioritize high-performing creative: Rotate out underperforming ads quickly. Higher CTRs lead to stronger relevance scores, which in turn lower CPMs and improve delivery.

• Match bidding strategy to campaign stage: As previously mentioned, use aggressive bidding when launching new campaigns or entering competitive segments. For remarketing, shift to LinkedIn’s suggested bid range to preserve ROI.

The key is balancing precision with performance—spend where it matters, cut where it doesn’t.

LinkedIn targeting options

Targeting is one of LinkedIn’s strongest advantages for B2B advertisers. With access to real-time, self-reported professional data, advertisers can reach decision-makers based on what they do, where they work, and what they care about.

How does LinkedIn targeting work?

LinkedIn’s targeting tools allow users to build highly qualified audiences using demographic, firmographic, and behavioral filters. Here’s a breakdown of how it works.

Audience attributes

Audience attributes refer to the specific characteristics pulled from a user’s LinkedIn profile, such as job title, company size, industry, skills, or seniority level. Below is an overview of the targeting options you’ll see in LinkedIn Ads’ Campaign Manager. 

Audience types

LinkedIn offers multiple audience types beyond standard targeting–let’s explore further.

Audience expansion

Audience expansion is a feature that increases reach by automatically including users with similar attributes to your client’s defined audience. It’s designed to scale campaigns without manually broadening the targeting criteria.

It’s especially helpful for top-of-funnel campaigns focused on brand awareness or growing new segments. While it may boost visibility, it’s best used for campaigns focused on exposure rather than strict lead qualification.

Top 3 LinkedIn advertising mistakes and how to avoid them

Even well-structured campaigns could underperform if the basics are overlooked. Here are three common mistakes to be mindful of.

1. Using the wrong asset

One of the most frequent mistakes is misalignment between the campaign objective and ad format. For example, using a top-of-funnel brand video in a lead-gen campaign may compromise results or waste ad spend.

To avoid this from happening, choose ad formats based on funnel stage and intent. Generally, this means using: 

• Sponsored Content for broad awareness and thought leadership.

• Lead Gen Forms for direct response and customer acquisition.

• Sponsored Messaging for mid-funnel education or lead qualification.

• Dynamic Ads for follower growth, job promotion, or personalized retargeting.

Matching the format to the goal ensures the creative delivers impact where it matters most.

2. Optimizing too early

Making changes too soon disrupts performance and prevents LinkedIn’s algorithm from learning properly. Even small, well-meaning adjustments may derail a campaign before LinkedIn’s algorithm has enough data to optimize effectively. 

For best results: 

• Give long-term campaigns at least 5 to 7 days before making adjustments.

• Let the algorithm exit the learning phase.

Focus on statistically meaningful results instead of reacting to early performance swings. Giving campaigns time to stabilize often leads to better long-term outcomes.

3. Spending too much on traffic ads

Traffic campaigns are great for generating clicks, but they don’t guarantee meaningful engagement or website conversions. So, over-investing in this objective could drive volume without quality, especially if users aren’t ready to take the next step.

Instead, use website traffic ads for:

• Top-of-funnel awareness or content promotion.

• Retargeting warm audiences and guiding them toward conversion actions.

In other words, traffic campaigns are useful for generating initial interest, but they shouldn’t be relied on as the main source of conversions.

What’s the best way to track LinkedIn Ads performance?

Creating LinkedIn ads is one thing. The real value comes from monitoring performance and understanding what’s making the most impact. To get the most from your client’s LinkedIn advertising efforts, follow these actionable tips below.

1. Connect ads to conversions

Use LinkedIn’s native conversion tracking to see which campaigns, creatives, and audience segments are driving real actions, like demo requests, downloads, or purchases. This performance data helps replicate what’s working and refine what isn’t.

For true ROI clarity, combine conversion tracking with two key steps:

• Sync with your client’s CRM (e.g., HubSpot or Salesforce) to track how leads progress through the sales pipeline. This makes it easier to pinpoint which campaigns generate qualified leads and closed deals, not just form fills.

• Use UTM parameters on every ad link to pass detailed source, campaign, and creative data into platforms like Google Analytics. This allows performance to be tracked beyond LinkedIn, showing how leads engage across various touchpoints. It’s the clearest way to measure true ROAS, especially in multi-channel campaigns.

By tying together platform tracking, CRM insights, and UTM data, you’ll get a fuller picture of what’s driving results.

2. Get help deciding what to do next

Not sure how to improve existing ads? LinkedIn’s Campaign Manager includes basic reporting to guide these decisions. Use it to evaluate which creatives are resonating or which audience segments are converting.

If you’re managing a couple of campaigns, it’s a good idea to stream this data into a visual LinkedIn Ads dashboard. That way, it’s easier to analyze trends, pinpoint top-performing creatives, and assess ad costs from a central interface.

3. Use automation to stay efficient

While there’s value in manual optimization, it quickly gets time-consuming. Luckily, LinkedIn offers built-in automation tools to improve performance without the need for constant tweaks.  To improve efficiency: 

• Let LinkedIn optimize bids based on your client’s objective (e.g., conversions or impressions). This will ensure they get the most bang for their buck.

• Set up automated rules to pause low-performing ads or adjust budgets once a threshold is met.

• Enable automated placement adjustments to optimize delivery across devices based on previous engagement data.

Smart automation reduces the need for daily tweaks and frees up more time for high-level work. That said, automation still requires oversight. Regularly review your client’s LinkedIn ads performance to catch inefficiencies and make adjustments where necessary.

In most cases where we've elected to change a campaign to automated bidding, it’s been effective. However, we monitor the performance closely for the first few months. In some cases, we’ve made changes to give us more control. Even with automation, it’s crucial to monitor ads closely and adjust as needed.

Sara Kremm, Senior Paid Media and Conversion Specialist, OTM

4. Automatically add LinkedIn ads performance to dashboards and reports

When you’re running LinkedIn campaigns for multiple clients, it’s time-consuming to constantly log in and out of each ad account. But that’s exactly what happens when reporting is done manually. Or worse… with tools that aren’t built to handle high data volume or integrate with marketing-specific platforms.

Rather than wrestling with broken connectors or piecing together screenshots, use a platform built for the job. A solution like AgencyAnalytics consolidates performance data across 80+ platforms, automatically updates dashboards, and gives a complete view of marketing performance.

Assess LinkedIn Ads metrics alongside other marketing metrics, all with one platform. Even flip dashboards into reports–it’s that simple.

The AgencyAnalytics platform beautifully and simply consolidates data from all the major platforms that our clients utilize. This saves them (and us) from having to receive, find, or generate multiple reports from multiple platforms.

Glenn Marvin

Konnector

Final thoughts on LinkedIn Ads

As we’ve covered, LinkedIn Ads is an ideal platform for B2B clients looking to reach professional audiences in a high-intent environment. It’s built for precision, allowing campaigns to speak directly to decision-makers, address real business pain points, and drive action through targeted creative.

To quickly recap, remember to:

• Choose the right ad format for the goal: For example, use Sponsored Content for visibility, Lead Gen Forms for conversions, and Messaging to engage mid-funnel prospects.

• Build layered audiences: Target both executives and mid-level influencers to maximize reach and impact. Segment by funnel stage, using attributes like job function, industry, and seniority for greater precision.

• Let the algorithm work: Give campaigns enough time to gather data before making optimizations. Experiment with higher bids for early traction, then scale efficiently within LinkedIn’s suggested ranges.

• Keep creative clear and focused: Lead with value, make ads personal, and use visuals that stop the scroll. Remember that LinkedIn users are in a professional mindset, so the messaging should speak to their goals, challenges, or KPIs.

• Track what matters: Analyze what leads to conversions and integrate LinkedIn Ads with your client's CRM. To capture all these insights in one place, use a purpose-built client reporting tool like AgencyAnalytics. 

Whether it's providing industry benchmarks, generating white-labeled LinkedIn reports, or pulling campaign-specific AI insights, AgencyAnalytics makes it easier to deliver client-ready results. Ready to see what it’s about? Sign up for a free 14-day trial today.