The Outbound-led Inbound ABM Revolution: Warming Up Cold Leads on LinkedIn
5 בDecember 2024
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Introduction LinkedIn has become an indispensable platform for B2B tech companies looking to connect with
All of my clients’ ad accounts, CRM and pipeline data are connected through direct integrations to AI tools I built for campaign management. That way I can see in one place what’s happening in every channel, and what actually turns into pipeline and revenue.
The work splits into two types:
The result: the speed and consistency of an automated system, with the judgment of a campaign manager with 25+ years of experience
Move beyond surface-level signals. We leverage behavioral data and deep intent signals to identify and engage prospects who are actively seeking solutions in your category.
By prioritizing Sales Qualified Leads (SQLs) over raw traffic volume, we ensure your sales pipeline is populated with high-value accounts that have a genuine potential to convert.
We apply a scientific, lean approach to your advertising—rapidly testing messaging, creative, and audiences across LinkedIn, Google, and beyond.
We identify what resonates with your specific persona, "fail fast" on what doesn't, and scale the winners aggressively to maximize your growth.
By bridging the gap between ad platforms and your CRM (HubSpot/Salesforce), we move beyond Lead Volume to focus on Sales Impact.
We optimize every campaign based on actual pipeline data, ensuring your budget is focused on the segments and strategies that drive the highest revenue.
CREATIVITY IS ALLOWING YOURSELF TO MAKE MISTAKES. ART IS KNOWING WHICH ONES TO KEEP.
SO WHO ARE WE?
MEET THE DREAM TEAM
ARE YOU READY TO START A CONVERSATION?
Driving high-value pipeline through strategic ICP alignment.
Synchronizing your message across the entire complex buyer journey.
Direct access to specialized expertise that scales with your product.
SOME CLIENTS WE HAVE WORKED WITH
Our clients consist of B2B tech startups, as well as government offices, large corporations, and medium-sized businesses and start-ups.
Each and every client is treated with warm, personal, and professional care
OUR FEATURED WORKS AND CASE STUDIES SO FAR
An application security posture management (ASPM) platform for security and development teams.
The challenge: Reaching CISOs, one of the most expensive audiences on LinkedIn, without burning budget on impressions that go nowhere.
The solution: Google and LinkedIn campaigns targeting security and AppSec leaders, with HubSpot pipeline data imported into the ad platforms. That way every expensive LinkedIn dollar was optimized toward deals, not clicks or sign-ups.
An embedded point-of-sale financing platform for retailers and financial institutions.
The challenge: Turning physical presence at conferences into meetings with potential customers.
The solution: Leveraging conferences through Google and LinkedIn advertising, reaching decision makers before, during and after each event. Importing HubSpot pipeline data made it possible to tell apart inquiries that advanced to a sales conversation from those that stalled.
A provider of structured web data (companies, employees, job postings and points of interest) for data, AI and sales teams.
The challenge: Getting beyond the free trial, to customers who actually pay.
The solution: Google and LinkedIn campaigns with HubSpot pipeline import, so the platforms learned to recognize who goes on to purchase rather than who stops at the trial. I also added ChatGPT Ads, to be present where data buyers look for sources today.
A cloud platform for managing insurance distribution for agents, brokers and carriers.
The challenge: Breaking into the US market, which was new for a company that had until then operated only in the UK.
The solution: Building Google and LinkedIn activity for the US insurance market from the ground up: audiences, messaging and campaign structure tailored to a new market. HubSpot pipeline data guided optimization toward accounts with real business potential.
An AI-based navigation and collision-avoidance system for the shipping industry.
The challenge: Reaching people who work in the field day to day and rarely spend time on digital media.
The solution: Google and LinkedIn campaigns closely tied to industry conferences, the moments when this audience is actually available, plus HubSpot pipeline import that made sure every dollar went to companies that could become customers. The activity generated real deals with major new customers in the shipping industry.
An email marketing and marketing automation platform for businesses.
The challenge: Maximizing customer lifetime value, so the budget is invested in the largest customers in the market.
The solution: Google and LinkedIn campaigns with HubSpot pipeline import, so optimization focused on the customers worth the most over time, not on the number of sign-ups.
A workflow automation platform for enterprises.
The challenge: A very long sales cycle of over 12 months. The challenge was balancing the different funnel stages, assessing the effectiveness of each channel over such a long period, and shifting the budget between channels and content based on results.
The solution: Google and LinkedIn advertising to IT and operations audiences across the entire funnel, from awareness to sales opportunity. HubSpot pipeline data was imported into the platforms, making it possible to measure each channel’s and stage’s contribution to real pipeline and shift budget accordingly, without waiting a year for final results.
An Israeli brand of high-absorption dietary supplements, vitamins and minerals based on patents and in-house formulas, with its own online store, customer club and authorized distributors in Israel.
The challenge: Growing the customer club while protecting list prices: balancing promotions and benefits, and calculating customer lifetime value to know how much to invest in each new customer.
The solution: Google, Google Shopping and Meta advertising, including setting up and managing Merchant Center. Optimization moved from purchases to purchase value, and ultimately to customer lifetime value (LTV), so the budget goes to customers who come back and are worth the most over time.
Tufin provides a platform for managing network security. Its customers are enterprises worldwide at different stages of the buying cycle.
The challenge: Tailoring the message to the audience by role, company and stage in the decision-making process.
The solution: Managing all of the company’s online advertising budgets in an integrated way across LinkedIn, Facebook, Google and other channels, with continuous balancing between the platforms based on quality performance.
Data-driven Smart Mobility solutions based on connected car data for local and municipal bodies, vehicle fleets, and large and mid-sized businesses worldwide.
The challenge: Generating the most relevant leads possible from targeted accounts, leads that later turn into sales.
The solution: Managing all of the company’s advertising budgets across channels, for general and dedicated (ABM) accounts worldwide.
Introduction LinkedIn has become an indispensable platform for B2B tech companies looking to connect with
As Israeli startups become more established and experienced, they are increasingly recognizing the value and service that Israeli agencies can offer them. This trend is expected to continue in the future.
Should we hire an in-house PPC campaign manager, or work with an advertising agency? Undoubtedly
By Michal Moreno In Recent Years I have had the privilege of working with
WISDOM…. COMES NOT FROM AGE, BUT FROM EDUCATION AND LEARNING
A GOOD NAME IS BETTER THAN PRECIOUS OINTMENT AND THE DAY OF DEATH THAN THE DAY OF BIRTH
Founder, owner and head of PPC advertising
Michal is our PPC champ, and a champ in general! Michal is your address for anything that has to do with PPC advertising
Michal has more than 15 years’ online marketing experience, ranging from website characterization to managing and marketing websites.
Michal is the chief editor for articles.co.il, and manager of the biggest PPC proffessionals group on facebook in Hebrew.
Having more than 18 years’ experience in the IT world Itzhak is a true Dinosaur (the type that hasn’t perished). With vast knowledge in the fields of infrastructure, information security, marketing, programming, and managing and marketing online assets.
Facing new challanges, finding creative solutions and allocating the right technology for each client – all are parts of what makes Itzhak wake up with a smile on his face.
מייסדת ובעלים, ראש תחום PPC
מיכל היא אלופת ה PPC שלנו ואלופה בכלל! אם זה קשור לפרסום במנועי חיפוש או רשתות חברתיות מיכל היא הכתובת שלכם.
עם ניסיון של מעל 20 שנים בעולם האינטרנט במגוון תפקידי פיתוח וניהול למיכל יש ניסיון רב באפיון, ניהול ושיווק אתרי אינטרנט.
מיכל היא העורכת הראשית של אתר מאמרים, ומנהלת את קבוצת הפייסבוק הגדולה ביותר בשפה העברית המיועדת למקצועני פרסום בגוגל.
תחומי ההתמחות של מיכל
מייסד ובעלים, ראש תחום SEO
עם ניסיון של מעל 20 שנה בעולם המחשבים יצחק הוא דינוזאור אינטרנט אמיתי (מהזן שעדיין לא נכחד) עם ידע נרחב בתחומי תשתית, אבטחת מידע, שיווק, תכנות, ניהול וקידום אתרי אינטרנט.
פיצוח אתגרים חדשים, מציאת פתרונות יצירתיים והיכולת לאתר את הטכנולוגיה העכשווית והמתאימה ביותר ללקוח – הם מה שגורמים לו לקום בבוקר עם חיוך על הפנים.
תחומי ההתמחות של יצחק
Manage all online advertising budgets for Tufin, a company that provides a platform for managing information security networks.
The company’s customers are organizations around the world (enterprises) at various stages of the buying cycle, with the challenge of tailoring the message to the target audience according to the role, company and the stage in the decision-making process.
The activity is carried out in a combined manner between the various media of LinkedIn, Facebook, Google and others, and with a continuous balance between the platforms in accordance with quality performance.
As part of the activity: