ABM Strategies and Tactics: 14 Notable Mentions11 min read

This article is for scrappy founders who want the most unhinged yet effective ABM strategies and tactics for ABM.

Some plays are wild “AI + webhook multi‑app” automations. Others are fresh, left‑field moves that punch above their weight.

Let’s dig into 14 ABM strategies and tactics I fell for (you might too) and how ZenABM can help execute them.

14 ABM Strategies and Tactics: Quick Summary

1. Automated ABM workflows: Orchestrate research, list building, enrichment, and outreach with zero busywork.
2. CRM automation with LinkedIn ads: Pipe company‑level LinkedIn engagement into your CRM with ZenABM.
3. Custom GPT copilot: Train GPTs on your ICP and playbooks to speed up research and first‑draft outreach.
4. Meme‑driven marketing: Use relatable memes to win attention and reach.
5. Multi‑channel pod attacks: Hit the buying group at once across email, LinkedIn, and ads.
6. Hyper‑personalized ads and landers: Run 1:1 creative and microsites with the target logo.
7. Community engagement: Show up in the niche groups your accounts trust.
8. Data‑driven storytelling: Craft proof‑rich narratives for account pain points.
9. Account‑aware chatbots: Adjust site conversations by visiting company.
10. Real‑time social listening: Jump into relevant threads while they are hot.
11. Signal‑triggered outreach: Launch mini‑campaigns the moment a signal fires.
12. Micro‑events: Host tight, invite‑only roundtables that your ICP values.
13. Executive dinners and experiential stunts: Create memorable, high‑touch moments for the C‑suite.
14. Embedded intent in ads: Capture feature‑level intent right from your creatives with ZenABM.

Tactic#1: Automating Different Parts of Your ABM Motion

Well, “AI + webhook/Zap” style automations – LinkedIn is packed with these.
Here are the top 8 examples:

Automate Sales’ Research Before a Call with a New Prospect

George Chasiotis (Co‑founder at Restartt GTM agency) shared this slick workflow on LinkedIn:

It handles background research so reps walk into every booked call ready.

The workflow:

• When a prospect books in Calendly, the CRM creates a new deal (Attio in this example).
• A Slack ping lands for the team.
• An Attio flow sends the prospect data to a prebuilt Clay table for enrichment.
• Enriched data returns to Attio.
• Sales now sees context at a glance before the meeting.

Job‑Opening Based TAL Building and Enrichment for ABM

Here’s another gem from the realm of ABM strategies and tactics by George.

It flags companies hiring for roles tied to your service and enriches them.

Here’s the flow:

• Perplexity mines repeating keywords in job listings for a given role.
• Warmly uses those terms to build a list of companies hiring.
• Clay enriches the account list and the CRM logs them.
• Slack notifies the team about new active prospects.

Running ABM? That enriched CRM list becomes a ready TAL.

Meta Ads Performance Tracking Chatbot

Performance marketing and growth specialist Parvezalam Shaikh, in her LinkedIn post, built a bot that tracks each ad daily and calculates ROAS, ROI, and more.

No more hopping across Ads Manager, Sheets, dashboards, and reports. Cleaner ABM strategy on Meta.

Turning LinkedIn Into a Search Engine for Building ABM TAL

 

This one is the most technical and creative example of the ABM strategies and tactics I came across.

Philip Lakin (Enterprise Innovation lead at Zapier) turned his LinkedIn network into a filterable dataset for ABM.

He imported his full network into a Zapier Table for enrichment like company size and job title.

Then he wired a Zapier AI Agent to the table so he could ask natural‑language questions such as “Show every Executive Assistant or Chief of Staff tied to a CEO in my network.”

The agent returned a tight list. It felt like a custom LinkedIn search engine.

Now the team can home in on prospects by role, size, or recent activity.

Bonus: These people are already in his network. No cold intros needed.

Finding People Interacting with Relevant LinkedIn Posts (We Use This Ourselves)

We are a LinkedIn ads ABM tool.
So, people engaging on ABM‑focused LinkedIn posts are perfect pre‑leads.

Here’s our approach:

1. Scrape likes and comments from competitors and ABM experts with MeetAlfred.
2. Send engagement data to Clay. Filter by ICP job titles and detect HubSpot, Salesforce, and other key tools. This yields a list of ABM pros who engage with ABM posts on LinkedIn.
3. Go further. Cross‑check companies in the LinkedIn Ads Library to confirm they run paid campaigns.
4. Enrich contacts and verify emails.
5. Send warm leads to Smartlead for email campaigns and MeetAlfred for LinkedIn sequences.

Here’s what the outreach looks like:
For ABM, once you flag accounts running LinkedIn ads in step 3, drop them into your TAL. Adjust the monitored post topics to fit your market.

Clay‑Powered Automated ABM Workflows

Clay is a core block in AI‑driven automations. The UI is simple and the integrations list is long. It showed up in many flows above.
LinkedIn marketers keep sharing new Clay plays that lift ABM and RevOps.

Here are 7 strong ones:

Use Case	Clay’s Role	Real-world Example
Building Targeted Account Lists	Combines 100+ sources such as LinkedIn and Crunchbase to assemble precise lists	Used Apify plus Clay to pull niche Instagram leads for outreach
Identifying Competitors’ Customers	Scrapes and enriches client names from competitor sites	Ran Claygent to extract and enrich competitor case‑study customers
Cleaning & Validating Lead Data	Verifies emails, removes duplicates, and updates records	Sanitized scraped lists and fixed target URLs for direct outreach
Enriching Leads with Multiple Data Points	Pulls titles, funding, and tech stacks from enrichment APIs	Enriched podcast and software lists to improve segmentation
Scoring and Prioritizing Accounts	Builds scores from roles, funding, and engagement signals	Applied layered scoring using role, funding, and intent
Generating Personalized Copy at Scale	Connects ChatGPT to dynamic fields to draft emails or landers	Generated custom outreach and pages from CRM data
End-to-End ABM Workflow Orchestration	Unifies enrichment, scoring, and campaign steps	Used Clay as the hub to streamline outbound operations

If you want to go deeper, here’s our Clay for ABM guide.

AI‑Powered CRM Cleaner

ABM ops are hard.
Spam, fake forms, and bot junk make it worse.

Here’s Tarek Reda’s (Founder at Blue Pencil Marketing Agency) auto‑cleaning flow:

• Build a HubSpot list of leads added yesterday.
• Send the list to Gumloop.
• AI checks for signs like personal emails, random strings, and missing owner. It labels each record as “spam” or “legit.”
• Write the label back to the CRM.

It runs in the background and keeps data healthy so you can focus on ABM.

Tactic#2: Automate Syncing LinkedIn Ad Engagement Data to Your CRM

If you run ABM on LinkedIn, push company‑level engagement for every ad and campaign into the CRM. Save hours and unlock clean reporting.

ZenABM does that for you:

ZenABM also scores target accounts by current and historical engagement:

It tracks the ABM stage by thresholds you define:

When an account hits the “interested” stage, ZenABM assigns a BDR in your CRM:

Tactic#3: Custom GPTs as Your ABM Copilot

Custom GPTs used to feel limited.

The blocker was simple. You could not teach GTM depth or use stronger models.

Now you can upload a full knowledge base and choose advanced models like o3:

Actions and webhooks were already there.

So you can chain full GTM flows with Custom GPTs plus APIs. Think of it as a semi‑copilot. Keep a human in the loop.

Teams train GPTs on ICP rules and buyer signals. The AI suggests hot accounts and drafts emails and LinkedIn messages.

Many automations above can run with Custom GPTs too.

Tactic#4: Memes

Memes are mainstream in B2B now.

B2B can be dull. Memes cut through.

They let you say your value in a voice people relate to.

Will Atiken generated 22 million impressions for himself and B2B brands with memes. He says memes prime the algorithm so your future educational and promo content travels further.

He studies memes on Instagram and Reddit. Then he ships.

Want to automate meme posts on LinkedIn? Tarek Reda built a flow:

• Trigger: A teammate posts in a specific Slack channel.
• Content Selection: The system picks a random article from a vetted pool of 400+ niche posts.
• Brand Alignment: It checks your brand guide for voice and rules.
• Style Analysis: It scans detailed LinkedIn rules and 20 sample posts in your style.
• Post Creation: A GPT model drafts the post.
• Title Generation: It compresses the idea into a 3–4 word title.
• Meme Integration: Supermeme.ai API returns a matching meme.
• Final Delivery: The draft and meme land back in Slack for review.

Note: Credit the original creators. Skipping credits can cause legal trouble.

Tactic#5: Multi‑Channel Pod Attack

ABM targets buying groups, not lone leads.
So go multi‑channel. Email. LinkedIn. InMail. Retargeting. Coordinate it.

Usergems found that running sales and marketing together beats a warm‑up‑then‑sell sequence.

Tactic#6: Logo‑Powered, One‑to‑One Ads & Landers

Banner blindness is real.
Break it with 1:1 personalization. Add the target company logo in ads.

When they click, land them on a microsite with the same logo and message.

Example:

Tactic#7: Community Hubs & Niche Groups

ABM multiplies in communities.

Join or build the places your accounts already trust.

Slack groups. LinkedIn circles. Discord servers. Subreddits. Invite‑only forums. Show up and add value. Subtle promotion wins.

We also run a Slack community at ZenABM. Join now!

Tactic#8: Data‑Driven Storytelling

Research shows storytelling can lift conversions by 30%.
It works in ABM too.

For Tier 1 and Tier 2 accounts, write case studies and white papers about their pain. This is a strong ABM tactic.

GumGum went personal for T‑Mobile. The CEO loves Batman. They sent a comic book about T‑Mobile.

Tactic#9: Account‑Aware Chatbots

Chatbots live on most sites now. For ABM, make them account‑aware.

“Hey ACME Corp, good to see you” with prompts tied to ACME’s problems and solutions when they visit.

Use IP matching to deanonymize the visiting company.

Tactic#10: Social Listening in Real‑Time

You have seen brands jump into hot threads. This can pull target accounts into the pipeline.

Track posts from key people at target companies. Comment fast when it fits.

If a CFO vents about legacy tech, reply with a meme or a case study that proves the fix.

You do not need to pitch every time. Stay top of mind.

Pro Tip: Reserve this for Tier 1 accounts. Ask your team to like and comment to keep visibility high.

Tactic#11: Signal‑Triggered Content Drops

Let live signals trigger campaigns.

Set alerts for funding rounds, new exec hires, and spikes in social buzz. Launch a micro‑sequence right away.

Got a funding alert? Send congrats and a tight case study.

Champion moved roles? Email a welcome note with a custom pitch.

This newsjacking keeps your timing perfect.

Tactic#12: Live Niche Micro‑Events

Huge trade shows spread you thin. Noise. Lines. Small talk.

Emilia Korczynska (VP Marketing) says big conferences fail across the board. Short, scattered chats. No insights. Weak networking.

I agree.

Niche meetups like SaaStanak work better. You get real conversations with your ICP.

Host your own micro‑events. Ten executives. A tight roundtable. A VIP virtual session. An invite‑only webinar with a sharp guest. Small feels special and gets posted on LinkedIn.

Tactic#13: Executive Dinner & Experiential Stunts

In‑person still closes.

So, invite a CEO to a private dinner.

Or run a bold stunt for one big account.

Here’s a super-unhinged one from the rather bold kind of ABM strategies and tactics: Intridea did it with a cheeky billboard outside Ogilvy’s NYC office. “Ogle this, Ogilvy”, plus a URL with GIFs and a pitch.

It was gutsy. It worked.

Tactic#14: Intent‑Based ABM via Intent Embedded in Ads

Third‑party intent tools say what accounts search for across the web.

Helpful, yes. But you can pull cleaner signals from your own ads – one of my favourite ABM strategies and tactics.

Embed intent in creative. Group ads by feature or value theme.

If you sell a product management suite, run three campaign groups. Product analytics. User onboarding. All‑in‑one.

Like this:

ZenABM tracks each account’s engagement by campaign and by theme. It groups companies that show the same intent:

It also pushes that intent as a company property in your CRM:

Your BDRs now know what to talk about. No generic pitch.

ABM Strategies and Tactics: End Note

The market rewards bold moves and crisp execution. These 14 ABM strategies and tactics cut through the noise and convert. The secret is orchestration and clean data.

With ZenABM, you see LinkedIn engagement in real time at the company level. You score accounts, sync intent to the CRM, and trigger outreach without friction.

Ready to level up your ABM strategies and tactics?

Try ZenABM today!