We’re excited to share this LinkedIn RoundUp edition together with our partners B2B Marketing and SPOTONVISION - B2B Marketing Agency
At The European ABM Forum, on 26 March 2026, explore how leading companies are implementing account-based strategies to deliver growth no matter the market conditions.
What can you expect?
Keynotes & Panel Discussions: Expert insights and dynamic debates from ABM's biggest innovators on the latest industry trends
Workshops & Case Studies: Hands-on sessions based on real-life ABM campaigns that drive practical learning and collaborative problem-solving
Building new ABM connections: Vibrant networking and meetings to build your connections with ABM-ers from across Europe
And here is our Account-based Marketing Summary for CW 06/ 07:
Methodology: Every two weeks we collect most relevant posts on LinkedIn for selected topics and create an overall summary only based on these posts. If you´re interested in the single posts behind, you can find them here: https://linktr.ee/thomasallgeyer. Have a great read!
If you prefer listening, check out our podcast summarizing the most relevant insights from Account Based Marketing CW 06/ 07:
ABM as the Core GTM Operating Model
ABM is repositioned from campaign layer to full-funnel revenue system
Success depends on ICP rigor, structured TAM mapping, and tiered account prioritization
Ongoing account selection replaces static target lists
Measurement shifts from leads and impressions to account progression and revenue contribution
Misalignment between account strategy and lead-based systems remains a primary failure driver
Signal-Driven and Intent-Led Execution
High-performing teams prioritize high-quality intent signals over large contact databases
First-party and real-world signals gain trust versus unreliable third-party intent feeds
Unified signal taxonomies improve lifecycle clarity and cross-team coordination
Signal-based automation routes insights directly into CRM tasks and rep workflows
Awareness scoring models help sales teams balance warm expansion and net-new outreach
AI as a Structural Enabler, Not a Shortcut
AI-native ABM integrates internal CRM data with external enrichment for contextual outreach
Automated research, persona analysis, and account scoring compress manual effort
AI-driven pipeline systems demonstrate measurable meeting and pipeline acceleration
Clay, HubSpot, ZoomInfo, Apollo, and LinkedIn integrations highlight stack convergence
Technology alone is insufficient without strategic oversight and disciplined implementation
Data Quality and CRM Integration as Competitive Advantage
Enriched, account-level data is foundational for predictive and scalable ABM
CRM integration and property mapping determine usability for sales teams
HubSpot and Apollo are increasingly positioned as complementary systems
Spreadsheet-driven ABM teams struggle to maintain strategic clarity
Tool performance depends on clear targeting logic before activation
Personalization, Relationships, and Human Trust
Relationship-building is consistently prioritized over quick-win automation
Deep account research strengthens marketing’s role within account teams
Personalized experiences and creative engagement drive higher-quality conversations
Targeting the right stakeholders avoids brand dilution and wasted spend
Emotional connection and trust remain decisive conversion levers despite AI adoption
Sales and Marketing Alignment as Execution Multiplier
Dedicated sales ownership improves ABM performance versus shared or automated models
Outreach maturity must match ABM program maturity
Trade shows and events are reframed as target-account conversion engines
Brand teams are increasingly seen as strategic ABM champions alongside demand generation
Avoiding difficult alignment conversations undermines long-term program effectiveness
Performance Discipline and ROI Focus
Strict filtering outperforms large-scale list expansion
Budget efficiency improves through controlled ad frequency and format testing
Engagement metrics matter in early pilots before revenue signals mature
Structured dashboards connect activities directly to pipeline and revenue impact
Right-sized ABM models outperform over-engineered hyper-personalization
Market Momentum and Ecosystem Signals
New ad targeting capabilities from Clay signal stronger account-level activation in paid media
Open beta releases and deeper CRM integrations indicate rapid platform evolution
AI-driven ABM is increasingly positioned as a replacement for traditional agency-heavy models
Educational formats such as masterclasses and enterprise execution podcasts reflect growing maturity
ABM is increasingly framed as essential for sustainable B2B growth, not experimental
Want to see the posts voices behind this summary?
This week’s roundup (CW 06/ 07) brings you the Best of LinkedIn on Account Based Marketing:
→ 71 handpicked posts that cut through the noise
→ 30 fresh voices worth following
→ 1 deep dive you don’t want to miss