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!
Strategy & Best Practices
Operators reframed ABM as a pipeline discipline, stressing that orchestration and shared revenue targets matter more than head-count or tech budgets
Mature teams refreshed ICPs using qualitative interviews and the SPICED framework, then re-segmented accounts by problem maturity to scale personalisation without ballooning cost
Playbooks now start with a single business objective, favour narrow account lists and move quickly from education to value proof, shifting ABM from “why” to “how” conversations
AI & Tools
LinkedIn’s new account-activation feature surfaced as a low-friction way to spot in-market companies, reinforcing intent data as table stakes
Comparative reviews of HubSpot, RollWorks and 6sense framed “best tool” debates around integration depth and orchestration speed, not feature checklists
Early-stage AI pilots focused on dynamic persona enrichment and auto-generated email copy; early adopters reported faster first-touch engagement but cautioned that human oversight remains essential
Case Studies & Results
Personalised multi-threading and creative media sequences helped close six-figure SaaS deals, validating that targeted engagement still outperforms broad-brush demand gen
Teams that pulled customer reviews into outreach saw meaningful upticks in reply rates, underscoring social proof as the quickest path to credibility
Revenue impact stories consistently credited full buying-committee coverage and tight success-metric tracking – proof that measurement discipline drives budget retention
Data & Measurement
High-performers embedded buyer-journey analytics into every play, using intent spikes to trigger campaigns rather than relying on static scoring models
CMOs highlighted the need for a unified data layer to bridge marketing ops and sales ops, positioning data cleanliness as the hidden ABM accelerator
Events & Thought Leadership
Practitioners gravitated to hands-on workshops and podcasts over webinars, signalling demand for practical “show-me” content
Field events regained traction as a high-impact channel for executive-level relationship building, especially in complex sales cycles
Want see the posts voices behind this summary?
This week’s roundup (CW 18/ 19) brings you the Best of LinkedIn on Account-based Marketing:
→ 62 handpicked posts that cut through the noise
→ 21 fresh voices worth following
→ 1 deep dive you don’t want to miss