CLOSING HIGH VALUE ACCOUNTS WITH TARGETED ABM CAMPAIGNS
Summary
Atrium Ljungberg wanted to win high value tenants for the areas they develop. Over more than six months, hyperfocused ABM campaigns on LinkedIn, run hand in hand with sales, helped close multiple high value accounts. One of them was Haglöfs, which is moving its new head office and showroom into 1,400 sqm in Slakthusområdet.
Read the press release ↗Multiple
High value accounts closed
15
Target accounts
6+
Months of campaigns
The challenge
Atrium Ljungberg develops whole city areas and needs the right companies to move in. These are big, slow decisions made by many people, and the key accounts were hard to reach through broad campaigns.
The approach
I ran multiple ABM campaigns, each one built around a specific area Atrium Ljungberg is developing. Each campaign targeted 4–6 companies, and we reached all of their employees, not only the decision makers but also the people who influence them. Aligned with sales, we used the campaigns to become top of mind: the right frequency, with the right message, at the right time.
The outcome
Our data showed the key accounts engaging, clicking and converting. Marketing warmed them up, and together with sales we closed them: multiple high value accounts, Haglöfs among them.
This was never only the work of marketing. ABM works when marketing and sales pull in the same direction. We still run these campaigns today as pipeline push for sales: small budgets, but extremely effective. They are one part of a much bigger cross-channel structure, yet these hyperfocused LinkedIn campaigns drive immense value.