In 2025, LinkedIn remains the most effective platform for Account-Based Marketing (ABM) thanks to its advanced targeting capabilities, professional audience, and extensive data. But leveraging it successfully as a core ABM channel requires more than just running ads or posting updates. This guide will walk you through actionable steps to maximize LinkedIn’s potential for ABM without wasting time on unnecessary fluff.
6 Steps to Make Linkedin as You’re Core ABM Channel in 2025
1. Redefine Your ICP for LinkedIn
LinkedIn’s precision targeting hinges on a well-defined Ideal Customer Profile (ICP). Start with clear segmentation to focus on high-value accounts.
- Key Attributes to Define:
- Industry (e.g., B2B SaaS)
- Company size and revenue
- Job titles (e.g., VP of Sales, CTO, CMOs)
- Geographic regions
- LinkedIn activity (e.g., recent posts, comments, and engagements)
Pro Tip: Use LinkedIn’s Sales Navigator to refine your ICP with real-time data like growth signals or hiring trends.
2. Build a Personalized Content Engine
Content is the backbone of ABM, and LinkedIn’s algorithm favors relevance over frequency. To engage high-value accounts:
- Develop Personalized Ads: Create ad variations that address pain points specific to each account tier.
- Use Sponsored Posts: Share case studies, whitepapers, or success stories targeted directly at decision-makers.
- Leverage LinkedIn Articles: Publish long-form thought leadership content tagged with relevant hashtags for extended reach.
Pro Tip: Customize landing pages for each account or persona to align with LinkedIn ad campaigns.
3. Activate Multi-Threaded Engagement
Engaging multiple stakeholders in a target account is vital in ABM. LinkedIn makes this easy by enabling interactions across teams.
- Connect Strategically: Encourage your marketing and sales teams to connect with decision-makers and influencers at each target account.
- Engage with Posts: Comment thoughtfully on posts by key stakeholders to build rapport.
- Utilize LinkedIn InMail: Send personalized messages to decision-makers with specific offers or insights.
Pro Tip: Avoid pitching too soon. Focus on sharing value and insights in the initial touchpoints.
4. Run Targeted LinkedIn Ads
LinkedIn Ads are a powerful way to keep your brand in front of your target accounts. Here’s how to make them count:
- Ad Formats to Use:
- Sponsored Content: Great for nurturing with blog posts or videos.
- Message Ads: Deliver highly personalized pitches directly to inboxes.
- Carousel Ads: Showcase multiple product benefits or client success stories.
- Targeting Options: Layer job title, company size, and seniority for precise targeting.
Pro Tip: Run retargeting campaigns for visitors from your website or high-value accounts who engaged with your posts.
5. Leverage Analytics for Optimization
ABM on LinkedIn isn’t “set it and forget it.” Regularly measure performance to refine your strategy.
- Metrics to Track:
- Engagement rate (likes, comments, shares)
- Click-through rate (CTR) for ads
- Website visits and conversion rates from LinkedIn traffic
- Account penetration (engagement across multiple personas in the same account)
- Tools to Use:
- LinkedIn Campaign Manager for ad insights
- Factors.ai or HubSpot to track account-level engagement
Pro Tip: Focus on accounts with increasing engagement levels to prioritize sales efforts.
6. Align Sales and Marketing Teams
LinkedIn is most effective for ABM when sales and marketing collaborate seamlessly.
- Shared Playbooks: Build scripts and strategies that both teams can use to engage accounts.
- Real-Time Feedback: Share LinkedIn insights (e.g., which accounts are engaging) with the sales team for timely follow-ups.
- Cross-Channel Integration: Pair LinkedIn campaigns with email sequences and direct mail for consistent account-level messaging.
Pro Tip: Use CRM tools to track how LinkedIn campaigns directly influence account-level conversations.
Final Thoughts: Making LinkedIn Your Core ABM Channel in 2025
LinkedIn offers unparalleled opportunities for SaaS marketers to execute precise and effective ABM campaigns. By redefining your ICP, crafting personalized content, leveraging multi-threaded engagement, and aligning sales and marketing efforts, you can turn LinkedIn into your primary growth driver in 2025.
Start by testing small campaigns, analyzing results, and scaling what works. In ABM, precision and persistence win the game.
Are you ready to transform LinkedIn into your top-performing ABM channel? Let’s get started!
FAQsÂ
1. What’s new on LinkedIn for lead generation in 2024?
– LinkedIn has introduced some exciting updates this year! There are advanced targeting options for ads, enhanced analytics tools, and better video features for LinkedIn Live. Using these can really help you connect with more people effectively.
2. How do I use LinkedIn Events to get leads?
– LinkedIn Events are fantastic for hosting webinars, workshops, and live Q&As. Promote your events on LinkedIn to reach your ideal audience. Ensure your event page is well-crafted and engage with attendees before, during, and after the event to keep them interested.
3. What’s the best way to use LinkedIn Newsletters for B2B marketing?
– LinkedIn Newsletters allow you to share valuable content regularly. Focus on providing insightful and relevant information for your industry. Encourage your connections to subscribe and keep them engaged with interesting updates.
4. How can I use LinkedIn’s Creator Mode to get leads?
– Creator Mode is designed to help you get noticed and build a following. Turn it on to highlight your posts and activities so more people see your content. Consistently share quality content and engage with your audience to make the most of this feature.
5. How do I use LinkedIn Sales Navigator for lead generation?
– LinkedIn Sales Navigator is excellent for identifying and connecting with potential leads. Use its advanced search filters to find prospects who match your ideal customer profile. Leverage the insights provided to personalize your outreach and build strong connections.
