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 & GTM Alignment
ABM leaders increasingly reject MQL-based models, anchoring their programs in GTM intent, account progression, and commercial relevance
GTM Engineers emerge as operational architects connecting Sales, Ops, and Marketing to orchestrate precision engagement
B2B teams explore "Scenario ABM" as a lightweight alternative to Strategic ABM, focusing on high-efficiency targeting without full resource burn
Misaligned CMOs and over-focus on leads are driving frustration and talent flight from modern ABM teams
Personalisation & Targeting
ABM personalization evolves into multi-tiered models, scaling content sophistication to match account value
Buyer signals - not titles or firmographics - are taking priority in building outreach cohorts
Real-time data and psychographics enable contextual messaging that resonates deeper than superficial persona mapping
Strong vertical uptake in manufacturing and tech, where design-stage and role-specific messaging boost results
Data Quality & Technology Stack
ABM teams report 10–35% budget drain from dirty data, sparking investment in layered verification and real-time enrichment
Workflow automation (Clay, lemlist, Zapier, ChatGPT) now supports high-match campaigns generating 20+ enterprise meetings/month
Intent signals are being hardwired into CRM foundations to ensure durable programmatic execution
Simplicity and cross-platform orchestration increasingly beat feature-heavy martech stacks
Operational Maturity
ABM Centres of Excellence are being formalized to standardize playbooks, scale experimentation, and ensure data fidelity
Full-funnel orchestration plans include audience segmentation, content cadences, activation channels, and reporting flows
Practitioners frame ABM not as a campaign but as a structural change in how companies go to market
Partnerships & Market Signals
ZoomInfo dominates peer sentiment as ABM platform of choice, scoring top recognition in Gartner’s Peer Insights
HubSpot’s new “Research Intent” feature integrates external buying signals for sharper outbound and ad engagement
Reports show ABM maturity rising across orgs, yet scale challenges persist due to fragmented execution and skill gaps