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 50 - 01:
Strategy and Planning
ABM is framed as revenue infrastructure, not a set of tactics
2026 themes stress larger buying groups, longer cycles, and always on engagement
Strategy shifts from reactive plays to proactive motion built on early intent
AI is treated as an accelerator, not a substitute for disciplined execution
Creativity and differentiation are positioned as essential, not optional
Data and Intent
Targeting shifts from Ideal Customer Profile to Best Customer Profile grounded in CRM reality
Intent signals are treated as noisy, with explicit warnings on bot driven distortion
LinkedIn engagement signals are highlighted as underused but directly observable
Intent works best when offers map to established search categories buyers already use
Closed lost opportunities are positioned as a practical source for faster learning loops
Research inside ChatGPT via Clay is positioned as a step change in account discovery
Activation and Personalization
Personalization is framed as mirroring real pain points, not token level customization
Timing by account stage is positioned as a core lever for message relevance
Early engagement signals matter only if follow through is coordinated and sustained
Email execution detail matters, including critique of traditional CTA buttons
Google Ads is framed for capture, LinkedIn for creation and account air cover
LinkedIn retargeting is positioned as a strong complement to Google Ads for progression
Operating Model and Sales Alignment
ABM impact is tied to cadence, SLAs, and durable Sales and Marketing feedback loops
Teams are pushed to run on shared account logic, prioritization, and tiering discipline
Value propositions are repeatedly tied to decision maker context, not generic personas
Touchpoint quality and volume are treated as levers to lift engagement and response
Quiet weeks are positioned as execution windows for preparation and enablement
Demandbase guidance stresses 360 alignment across Sales, Marketing, and Data
Measurement
Outcome focus is pushed over internal KPI optimization, with revenue as the anchor metric
Leading metrics are framed as reverse engineered from revenue targets
Posts warn that poorly designed ABM can create lasting negative account perception
Account reach is treated as measurable, with Beta positioned as a way to quantify reach
Measurement is framed around buying committees, not single lead level attribution
Channel99 is positioned as automating audience creation and activation to drive pipeline
Tools and Ecosystem
Clay plus ChatGPT is positioned as compressing research and outreach preparation cycles
Smartlead and HeyReach.io announced a native integration for multi channel engagement
HubSpot Breeze AI is positioned as automating ABM strategy inputs and personalization
Recotap is referenced around intent based ABM tied to improved targeting outcomes
AI agents are positioned as practical for identifying and engaging high potential accounts
Adobe Experience Platform Data Distiller is positioned as improving B2B analytics readiness
Lifecycle thinking is challenged with a shift toward Start of Lifecycle and End of Lifecycle
Want to see the posts voices behind this summary?
This week’s roundup (CW 50 - 49) brings you the Best of LinkedIn on Account Based Marketing:
→ 68 handpicked posts that cut through the noise
→ 30 fresh voices worth following
→ 1 deep dive you don’t want to miss