7 LinkedIn ABM Tools to Help Prioritize Warm Accounts

TL;DR:

• Account-Based Marketing (ABM) on LinkedIn focuses on high-value accounts with tailored messaging.
• ABM tools like Letterdrop, LinkedIn Sales Navigator, Demandbase, Terminus, HubSpot ABM, RollWorks, and 6sense help target, engage, and track accounts.
• Personalization, multi-touch approach, sponsored content, and measuring revenue-linked metrics are key to ABM success on LinkedIn.

Account-Based Marketing (ABM) flips the traditional marketing script, focusing on specific, high-value accounts rather than trying to cast a wide net.

It’s proactive, selective, and hyper-focused on engaging specific accounts with tailored messaging. Every interaction is deliberate and aimed at a clear ROI.

Can you do ABM on LinkedIn? You can, and you should!

With millions of active daily buyers, LinkedIn is the perfect platform for your ABM strategy — but only if you have the right tools to find accounts that are most likely to convert.

What Is an ABM Tool?

ABM tools are built to target high-value accounts and decision-makers where they’re already active — in this case, on LinkedIn. With them, you can focus on accounts that are actually showing intent.

These tools help in selecting target accounts, planning personalized campaigns, engaging with key decision-makers, and analyzing ABM results.

Here's what most LinkedIn ABM tools should help you achieve:

1. Targeting: Use LinkedIn’s advanced filters and tools like Sales Navigator to identify high-value accounts and stakeholders.
2. Personalized Outreach: Tailor your messaging to address the pain points of specific accounts and decision-makers.
3. Engagement Tracking: Monitor who’s interacting with your LinkedIn ads, posts, and InMails.
4. Warm Follow-Ups: Nurture warm leads with consistent touchpoints to build trust and move them through the funnel.

Top 7 LinkedIn ABM Tools

1. Letterdrop

What It Is: Letterdrop automates account-based engagement tracking, from identifying engaged leads to tracking tangible pipeline impact.

It's one of the few tools that gives you granular insight into what LinkedIn activity is working for you, and which sales triggers to follow up on.

Why It Stands Out:

• It tracks historical account engagement with LinkedIn posts from across your team and company accounts.
• You can see granular pipeline impact of LinkedIn.
• SOC-2 compliant — so you don’t have to worry about data security.
• Integrates directly with your CRM to keep your sales and marketing teams on the same page (Syncs with HubSpot and Salesforce.)

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2. LinkedIn Sales Navigator

What It Is: LinkedIn’s native tool for sales teams who need to find and track the right accounts.

Why It Stands Out:

• Advanced search filters to pinpoint decision-makers by industry, title, or location.
• Real-time updates when accounts make key moves, like hiring or launching a new product.
• Lead recommendations tailored to your preferences.
• CRM integration for seamless data flow.

3. Demandbase

What It Is: Demandbase ties LinkedIn data into a bigger ABM ecosystem, helping you build campaigns that reach accounts wherever they are.

Why It Stands Out:

• AI-driven account targeting — know who to prioritize and why.
• Multi-channel campaigns with LinkedIn as a core channel.
• Detailed analytics on account-level performance to prove ROI.
• CRM and marketing platform integrations for unified workflows.

4. Terminus

What It Is: A multi-channel ABM platform built to drive engagement on LinkedIn and beyond.

Why It Stands Out:

• Account-based ad campaigns across LinkedIn, email, and web.
• Tools for aligning marketing and sales efforts (no more finger pointing).
• Deep reporting on account engagement so you know where to double down.
• Native integrations with CRMs and marketing platforms.

5. HubSpot ABM

What It Is: HubSpot brings its signature user-friendliness to ABM, with tools designed to enhance LinkedIn prospecting.

Why It Stands Out:

• Seamless account targeting and segmentation.
• Personalized LinkedIn ad campaigns built into the platform.
• Reporting tools that connect LinkedIn engagement back to pipeline impact.
• Sales Navigator integration for smarter prospecting.

6. RollWorks

What It Is: A cost-effective way to get started with LinkedIn ABM campaigns.

Why It Stands Out:

• Account scoring to help prioritize your outreach.
• Cross-channel campaigns, with a strong focus on LinkedIn.
• Easy-to-read analytics on campaign effectiveness.
• CRM and marketing platform integrations to simplify workflows.

7. 6sense

What It Is: An AI-powered ABM platform that predicts account behavior and helps you time your outreach perfectly.

Why It Stands Out:

• Predictive analytics to prioritize in-market accounts.
• Intent data for hyper-personalized LinkedIn campaigns.
• Robust tracking across multiple channels, including LinkedIn.
• Seamless integration with sales and marketing tech stacks.

ABM on LinkedIn: Some Tips for Success

1. Personalization Wins: Tailored messaging isn’t optional. You need to reach out to prospects with relevant contextual signals indicated by their engagement.
2. Go Multi-Touch: ABM isn’t one-and-done. Pair LinkedIn with ads, email follow-ups, content marketing, and warm DMs for consistent touchpoints.
3. Use Sponsored Content: Raise awareness among target accounts with LinkedIn ads that feel like organic content (also known as thought leadership ads.)
4. Measure What Matters: Track metrics that link directly to revenue, like account-level engagement and pipeline growth, not just vanity metrics like clicks.

ABM isn’t complicated if you’ve got the right tools in your arsenal.

If you’re still running spray-and-pray campaigns, it’s time to switch to a focused, data-driven approach that drives real pipeline impact.

Target better. Convert faster. Close smarter. Reach out to us.