In this episode of "Scrappy ABM," host Mason Cosby is joined by AJ Wilcox, CEO of B2Linked, to discuss how to use LinkedIn ads for an account-based marketing program and generate tangible results.

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Best Moments:

(08:52) The power of Thought Leader Ads, which drive 10-15x higher engagement than regular company ads

(11:13) Using document ads with a "highlight reel" approach, treating them like carousels, to drive engagement

(15:54) LinkedIn's Conversions API and Revenue Attribution Report for closed-loop attribution

(18:53) Starting an ABM program on LinkedIn with a budget as low as $1,000 per month for a small audience

(20:13) The use of LinkedIn's Predictive Audiences and targeting by job function and seniority for better reach

(22:07) Potential roadblocks, such as accessing company lists and integrating with CRMs like HubSpot

(23:45) Upcoming beta allowing sales teams to feed their tagged prospects directly into LinkedIn ads

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Guest Bio:

AJ Wilcox is the CEO of B2Linked, a LinkedIn ads agency. He has over a decade of experience running LinkedIn ads, having spent over $150 million on the platform. AJ is an expert in leveraging LinkedIn for account-based marketing and helps brands achieve tangible results through targeted advertising.