Brandon Alisoglu

Account-Based Marketing (ABM) is a cornerstone strategy for B2B marketers aiming for high-value leads and increased conversion rates. Here at Factors, we're always seeking out best-in-class strategies for our audience, and recently, we came across an incredibly insightful discussion between Silvio Perez, the founder of Adconversion, and Brandon Alisoglu, ABM Manager at ImageTrend. We found the content so valuable that we've summarized it here, specifically tailoring the advice for LinkedIn Ads specialists looking to improve their lead generation efforts.

📌You can listen to the original interview: YouTube Link.

Without further ado, let’s dive into the 10 tactics for LinkedIn ads.

TL;DR

• ABM is about relationships, not quick wins – Focus on awareness, education, and trust-building before pushing demos or CTAs.
• Use data to personalize outreach – Track engagement across LinkedIn Ads, website visits, and emails to tailor messaging for each account.
• Speak to pain points and outcomes – Customize content for different roles, highlight measurable results, and test messaging to improve relevance.
• Start simple and optimize continuously – Use LinkedIn’s built-in tools, A/B test messaging, and refine campaigns based on performance data.
• Diversify beyond LinkedIn Ads – Support ABM efforts with Google Ads and other channels to answer prospect questions and drive conversions efficiently.

1. Play the Long Game: It's a Marathon, Not a Sprint

Forget sending demo requests at accounts that barely know your name. ABM is about building relationships, not just quick lead generation. Think of it like dating; you need to nurture the connection before popping the question.

LinkedIn Ads Action: Start with awareness and educational content. Share thought leadership pieces, industry insights, and resources that position your brand as a valuable partner, not just another vendor. Refrain from pushing product demos or ‘contact us’ forms early in the campaign for accounts that don't know you.

2. Create a Detailed Account Dossier: Arm Your Sales Team

Every interaction with an account leaves a digital footprint. Compile this data into a comprehensive ‘dossier’ for your sales team, providing them with insights on each account's interests and engagement.

LinkedIn Ads Action: Track which ads they’ve clicked, the content they’ve engaged with on your website, and any email interactions. Use this data to inform your ad messaging, making it more personalized and relevant to each account’s needs.

Also, read Optimizing LinkedIn Ad Targeting Based on Intent Signals.

3. Go Deeper With Content: Dynamic Engagement is Key

Once an account shows interest, it’s time to dive into their specific pain points. Provide them with content that addresses those problems directly.

LinkedIn Ads Action: Segment your audience based on identified pain points. Create ad variations that resonate with each segment. Be dynamic, not static, by monitoring what they're engaging with and making adjustments. Lead the target audience to relevant landing pages with the information they need. 

4. The ‘So What?’ Factor: Focus on Outcomes, Not Just Features

Don't just state what your product does; explain what it ‘achieves’ for your target accounts. Focus on the specific, measurable, and impactful outcomes that your solution provides.

LinkedIn Ads Action: Instead of saying, ‘Our software saves time,’ say, ‘Our software helps your team save 20 hours a week so they can focus on what matters,’. A/B test different messages to see which resonates the most.

5. Focus on Seniority and Job Titles: Target the Right People

Tailor your messaging based on the specific job title and seniority level of the people you are targeting. Managers, directors, and C-suite executives have different motivations and desired outcomes.

LinkedIn Ads Action: Utilize LinkedIn's robust targeting options to create specific ad variations for different roles within your target accounts. Understand their pain points and desired outcomes and match them to your messaging.

6. Test Your Value Propositions: Don't Assume You Know Best

AB testing is vital. Run two to three variations of each message to understand what resonates the most.

LinkedIn Ads Action: Test different headlines, body copy, and calls to action. Track engagement and conversion rates to optimize your ads. Use A/B testing on all ad formats that you are using on LinkedIn.

7. Don't Overcomplicate with Fancy Tech: Start Simple

You don't need an expensive software to start an ABM program. Begin with what you have, and scale up when you see results.

LinkedIn Ads Action: Use LinkedIn's reporting tools to track engagement. Supplement it with a spreadsheet or simple CRM integration to consolidate data. You can then grow your tech stack as needed once you see results.

Also, read Why is Website Visitor Identification is Essential For ABM Success? 

8. Set Aside Ideation Time: Make Time to Think

Block out time each week (ideally Friday afternoons) to review performance data and brainstorm new ideas.

LinkedIn Ads Action: Use this time to analyze LinkedIn Ads reports, identify underperforming campaigns, and generate new ideas for ad copy, creative assets, and targeting. Always come prepared with a list of questions to go through during your review process.

9. Utilize Design Templates: Streamline Creative Development

Create design templates to expedite ad creation. This allows you to quickly test different messages without spending too much time on design.

LinkedIn Ads Action: Partner with a designer to create ad templates that you can easily update with new copy and images. This will help you to prevent ad fatigue which is a real problem in smaller targeted audiences.

10. Google Ads Are Still Valuable: Answer Their Questions

Don't ignore Google Ads! Use them to answer prospect questions that arise during the sales process, especially for long-tail keywords.

LinkedIn Ads Action: Instead of just targeting high-intent keywords, identify the questions that your sales team gets frequently. Create content to answer those questions and then drive traffic to it through paid search. This can help you reach your Ideal Customer Profile (ICP) at a fraction of the cost.

Also, read B2B Google Ads Strategy For 2025. 

Key Takeaways for LinkedIn Ads Specialists

• Strategic Targeting: ABM is not just targeted advertising; it’s about strategy, personalization, and building relationships.
• Data-Driven Decisions: Use data to understand how accounts engage with your LinkedIn Ads and refine your approach accordingly.
• Content is King: High-quality, relevant content is crucial for capturing the attention of target accounts.
• Continuous Optimization: Constantly test different messages and strategies to find what works best for your target audience.

Conclusion

ABM is more than just a marketing tactic—it’s a strategic shift in how B2B companies approach lead generation and sales. Rather than casting a wide net and hoping for conversions, ABM ensures you focus your efforts on high-value accounts, building meaningful relationships that drive long-term business growth.

For LinkedIn Ads specialists, this means moving beyond generic ad campaigns and embracing precision targeting, data-driven personalization, and continuous optimization. By understanding your audience's pain points, engaging them with valuable content, and nurturing relationships over time, you can create highly effective ABM campaigns that lead to stronger connections and higher ROI.

Key to success is starting simple, you don’t need complex tech to begin. Use LinkedIn’s built-in tools, track engagement manually, and refine your strategy based on real-world data. Once you start seeing results, you can scale your efforts with additional automation and deeper integrations.

Remember, ABM is a long-term game. Winning accounts takes time, but with the right approach, consistent engagement, tailored messaging, and a mix of advertising and content strategies, you'll position your brand as a trusted partner rather than just another vendor.

Improve Your LinkedIn ABM Strategy with Factors.AI

Implementing these 10 ABM tactics will help you build stronger relationships, engage high-value accounts, and drive better results from your LinkedIn Ads. But to truly maximize your efforts, you need the right tools to streamline execution, optimize targeting, and measure real impact.

This is where Factors’ AdPilot suite comes in.

AdPilot helps B2B marketers make LinkedIn Ads work smarter, not harder, by:

✅ Identifying and qualifying high-intent accounts before ad spend is wasted.
✅ Optimizing ad distribution to ensure the right accounts get the right number of impressions.
✅ Automating LinkedIn campaigns based on cross-channel intent signals.
✅ Measuring True ROI beyond clicks and form fills, using view-through attribution.

📅 Book a demo or Try Factors for free and start running more effective LinkedIn ABM campaigns today. 🚀