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 & Frameworks
Reinforced need for foundational pillars – sales-marketing alignment, customer-centric processes, and specialised skill sets
Shift from campaign funnels to relationship journeys, valuing stakeholder engagement over top-line revenue
Advice to double down on high-value accounts during market uncertainty for outsized returns
AI & Technology
AI positioned as core enabler of person-first ABM and signal-native go-to-market motions
Practitioners note AI personalises the what while humans steer the why, calling for strategic oversight
Early adopters cite pipeline wins from AI-assisted workflows that surface intent, craft outreach, and optimise timing without paid media
Targeting & Segmentation
Winning teams narrow ICPs and account tiers based on business value, rejecting vanity metrics
Buyer-driven milestones replace seller-led gates, aligning sequences to customer operating rhythm
Rise of first-party and self-generated intent data to spot in-market accounts earlier and curb wasted spend
Lead Generation & Outreach
LinkedIn remains primary organic channel through thought-leader ads and conversational prospecting
ABM ads viewed as catalysts, requiring swift human follow-up to convert demand
Revival of dormant CRM opportunities via personalised re-engagement beats cold-lead chasing for quality gains
Metrics & Performance
Momentum moves from MQL to MQA as account readiness becomes key hand-off criterion
Account-level attribution paired with clear outcome definitions helps close the activation gap and accelerate CAC payback
Efficiency measurement now factors relationship depth alongside pipeline value to evidence ABM impact
Tools & Product Updates
Custom HubSpot UI extension enriches prospect email and mobile data instantly, slashing BDR prep time
Contact-Based Marketing (CBM) framed as next-level evolution, decoupling ABM capability from any single product
Databook releases AI-driven workflows that map strategic initiatives to account programs for streamlined execution
Events & Highlights
Life-sciences webinar showcased AI-powered ABM approaches to scale relevance without ballooning costs
pharosIQ IQ Live shared multi-layer ad strategies that convert targeted traffic into high-intent demos
Want to see the posts voices behind this summary?
This week’s roundup (CW 24/ 25) brings you the Best of LinkedIn on Account-based marketing:
→ 60 handpicked posts that cut through the noise
→ 23 fresh voices worth following
→ 2 upcoming events you don’t want to miss