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What’s in it
For ABM leaders and demand generation professionals, this playbook outlines how to connect LinkedIn Ads engagement with your sales efforts.
Until now, LinkedIn Ads data—like impressions, clicks, and engagement—has been siloed in Campaign Manager. Now, you can integrate this data into Salesforce or HubSpot at the account level and cross-reference it with other engagement signals.
This shift provides clear visibility into how target accounts interact with LinkedIn campaigns and helps your team prioritize efforts based on real engagement.
With this guide, you’ll learn how to:
- Prioritize outreach to accounts showing high LinkedIn engagement but no conversions.
- Use real-time LinkedIn Ads data to adjust messaging or inform sales activation.
- Combine LinkedIn Ads engagement with other signals to score accounts and focus on those most likely to convert.
This playbook gives you the tools to bring LinkedIn Ads data into your broader ABM strategy and make it actionable.
The Context
For a long time, LinkedIn Ads engagement data has been locked away in LinkedIn Campaign Manager, making it difficult to connect these insights with sales activities. While you could see impressions, clicks, and engagement, tying this data to target accounts in your CRM—like Salesforce or HubSpot—was nearly impossible.
That’s no longer the case. Now, LinkedIn Ads engagement can be integrated at the account level, giving sales and marketing teams unprecedented visibility into how their target accounts are interacting with LinkedIn campaigns.
By combining this data with other engagement signals like website visits or email clicks, your team can prioritize the most engaged accounts, refine their outreach strategies, and activate campaigns based on real-time account activity.
What once felt like a blind spot in your ABM strategy is now a clear opportunity to align sales and marketing efforts around actionable insights.
The Step-by-Step Process
Here’s how to uncover LinkedIn Ad engagement and turn it into actionable insights for your sales and marketing teams:
Step 1: Use target account lists in your LinkedIn campaigns
Start by building your LinkedIn Campaign audiences using target account lists. You can:
- Upload a list of target accounts directly into LinkedIn Campaign Manager. LinkedIn will match it to companies and key individuals.
- Create an audience in HubSpot Ads and retrieve it in LinkedIn Audiences for more integrated targeting.
Once your target account lists are ready, apply additional filters to refine your campaign audiences based on your context—such as company size, location, industry, job titles, or seniority. This ensures your ads are highly targeted to the right stakeholders at the right accounts.
Step 2: Integrate LinkedIn Ads engagement data with Userled and your CRM
Connect LinkedIn Ads engagement data to Userled to gain visibility into how target accounts interact with your campaigns. With Userled, you can:
- Cross-reference LinkedIn engagement data with other activity signals (e.g., website visits, email clicks).
- Segment accounts based on specific engagement levels and alert sales teams when key accounts interact with ads.
Additionally, integrate LinkedIn Ads data from Userled into your CRM (e.g., Salesforce or HubSpot). This allows you to prioritize engaged accounts directly in the tools your teams use, create dedicated reports, and apply engagement data to scoring models to better identify high-priority accounts.
Step 3: Create dedicated segments, lists, and reports
With LinkedIn Ads engagement data available, use your CRM or Userled to build segments and reports tailored to your team’s goals. For example:
- Prioritize outreach to accounts with high LinkedIn engagement but no conversions.
- Build custom reports to track LinkedIn Ads engagement alongside other account activities.
- Refine account scoring by combining LinkedIn Ads data with other engagement metrics.
These segments and reports help both sales and marketing teams focus their efforts where they’ll have the biggest impact.
The Payoff
By connecting LinkedIn Ads engagement to your CRM and combining it with other account data, you’re giving your sales and marketing teams the visibility they need to prioritize their efforts effectively.
- Sales benefits: Sales teams can quickly identify and act on high-priority accounts showing LinkedIn engagement, enabling timely, personalized outreach that drives conversions.
- Marketing benefits: Marketing teams gain actionable insights to optimize campaigns, adjust messaging, and focus resources on accounts that show the highest potential.
This approach removes blind spots, aligns sales and marketing around account activity, and ensures every effort is focused on driving results. The result? A more targeted pipeline, better conversions, and a clearer connection between LinkedIn Ads engagement and revenue impact.
No more siloed data. No more missed opportunities. Just actionable insights that turn engagement into measurable outcomes.
The Game Plan
Here’s how to put this strategy into action:
- Create target account lists and launch LinkedIn campaigns. Upload your target account lists into LinkedIn Campaign Manager or sync them from HubSpot Ads. Refine your audiences with filters like job titles, seniority, or industry to ensure your ads reach the right people.
- Integrate LinkedIn Ads engagement data into Userled. Use Userled to cross-reference LinkedIn Ads engagement with other account signals like website visits and email clicks. Segment accounts based on engagement levels and set up sales alerts for high-priority accounts.
- Connect Userled data to your CRM. Sync LinkedIn Ads engagement data with your CRM (e.g., Salesforce or HubSpot). Use it to prioritize outreach, generate detailed reports, and enhance scoring models to focus on the accounts most likely to convert.
- Leverage segments to drive results. Build dedicated reports, create prioritized lists, and align sales and marketing efforts. Use LinkedIn engagement data to inform outreach, refine messaging, and act on real-time intent signals.
With LinkedIn Ads engagement data now part of your workflow, sales and marketing teams can align efforts, act on insights, and focus on the accounts that matter most.
