Book a Strategy Call
  • Account-Based Marketing Consultant

ABM that turns target accounts into paying customers.

Spray-and-pray doesn’t work for enterprise. I help B2B
teams build ABM programs that engage the right people at
the right accounts — and turn them into revenue.

111%

of MQL plan
on 27% of budget · Sphere

34%

ABM response rate
800% lead growth · Ergonode

  • Available for 1 new engagement in Q2
  • 15+ years · B2B SaaS · 8 countries

30-min discovery call

Map your target account strategy

No pitch. You leave with a draft TAL and a 30-day execution plan.
Reply within 24h. No spam — ever.

Trusted by B2B teams at

The Problem

You're targeting enterprise accounts with marketing built for volume. The math doesn't work.

The funnel says 800 MQLs a quarter. Sales says 12 are real. Pipeline stays flat. Everyone’s busy. Nobody’s winning.

The issue isn’t effort. It’s precision. Enterprise buying committees don’t fill out forms — they sit in 4–7 person committees, take 8 months to decide, and ignore anything that wasn’t built for them. You don’t need more leads. You need the right ones.

~73%

of B2B leads never become opportunities. ABM teams don’t accept that.

8–14 mo

of B2B leads never become opportunities. ABM teams don’t accept that.

20%

of closed-lost accounts buy elsewhere within 12 months. Re-engage before you buy new leads.

The Framework

Identify. Engage. Activate. Measure. One ABM engine — not three siloed motions.

Most ABM “programs” are account list and some LinkedIn ads. That’s a media buy with a spreadsheet. Real ABM is a connected system across marketing sales, and lifecycle.

01 / Identify

ICP & Target Account List

Rigorous account selection — not a wish list. Your ICP is a CAC decision the moment you commit to it. Firmographics + intent + your own closed-won patterns build a TAL of 50–500 accounts worth winning.
02 / Engage

Personalized multi-channel

Not “personalization” as in {{first_name}}. Each account gets a hypothesis about their business. Email, LinkedIn, ads, events — sequenced. Apollo + Lemlist + LinkedIn Ads + HubSpot working as one stack.
03 / Activate

Sales handoff that holds

The MQL-to-SQL break is fixable. I’ve taken teams from 12% to 40% conversion by rebuilding scoring, alerts, and SDR cadences around account engagement signals — not form fills.
04 / Measure

Attribution tied to revenue

Not “marketing-influenced pipeline.” Account engagement, opportunity creation, velocity, closed-won. One weekly review. If a channel can’t earn its slot, it’s cut.

Programs

1:1, 1:Few, 1:Many. Pick the model that fits the deal.

Most teams picks the wrong tier first. 1:1 accounts that don’t justify the cost. 1: Many on accounts that need real dept. Here’s how each looks in practice

1:1 ABM

Strategic

For your top 5–20 highest-revenue prospects.
  • Bespoke content, microsite, and outreach per account
  • Executive-level personalization across the buying committee
  • Joint planning with your Sales lead and AE
  • Long sales cycles, large deal sizes (>$250K ACV)

Use when: deal size justifies 20+ hours of bespoke work per account.

1:Few

For 30–150 accounts grouped by industry or use case.

Most Popular

  • Industry- or persona-segmented campaigns and content
  • Modular personalization at scale (Apollo + Lemlist + LinkedIn)
  • Account-level scoring and SDR alerts in HubSpot
  • Best balance of relevance and economics

Use when: you have clear vertical or use-case clusters worth winning.

1:Many

Programmatic

For 200–2,000 accounts that fit your ICP.

  • Targeted ads + intent-driven content + lifecycle nurture
  • Account-based retargeting and matched audiences on LinkedIn
  • Automation-led with human-led handoff to SDRs
  • Lower cost per account, broader coverage

Use when: ou need air-cover on a wide ICP while Sales chases tier-1 accounts.

Real numbers, real companies

ABM results from the last 24 months.

No invented case studies. No rounded-up percentages. These are the actual outcomes from programs I’ve designed and run.

34%

Ergonode · PIM SaaS · Poland

1:Few ABM into digital agencies and PIM evaluators in DACH and Nordics. Personalized video + LinkedIn + email drove a 34% response rate on cold outreach and 800% YoY qualified lead growth.

Industry

PIM SaaS · B2B

Tier

1:Few ABM

Stack

HubSpot · Apollo

Time-to-impact

~10 weeks

Read the Ergonode case

111%

Sphere · IT Consulting · USA

Full-funnel ABM for regulated industries (BFSI, oil & gas, healthcare). 111% of MQL plan on 27% of the budget — AI- personalized field events and tight C-level
sequencing.

Industry

IT Consulting

Tier

1:1 + 1:Few

Stack

HubSpot · LinkedIn

Audience

CIO · CDO · VP IT

Read the Sphere case

25%

IFS Aero · Aviation SaaS · DenmarkaS · Poland

ABM into airlines and EFB administrators
worldwide. 25% response rate on
outbound, –60% paid spend, and +40% qualified leads . Use-case content did the heavy lifting.

Industry

Aviation SaaS

Tier

1:1 (top airlines)

Stack

HubSpot · Lemlist

Targets

Ryanair · Emirates · FlyDubai

Read the IFS Aero case

“Michal is a full-stack marketer. He seamlessly connects performance marketing with ABM strategies — and consistently delivers exceptional results. Any
team would be lucky to have his expertise and work
ethic.”

Adin Heric · Head of Marketing

Sphere · IT Consulting & Software House

How we'd work together

How we'd work together ~ 6 weeks.

I’m not an agency. I work directly with you — typically 2–4 hours
of your time per week — and embed inside your existing team.
The point is to build the muscle, not rent it forever.

Book a 30-min discovery call
Week 1–2 · Diagnose

ICP audit & pipeline review

I review your closed-won data, current ICP, sales process, and tech stack. We identify The Conversion Gap — where pipeline is leaking — and what we’d fix first.

Week 2–3 · Define

TAL build & messaging hypotheses

We build the target account list, segment by industry/use case, and draft account-level hypotheses — what each segment cares about and what we’ll say to them.

Week 3–5 · Build

Campaigns, sequences, dashboards

HubSpot workflows, Apollo + Lemlist sequences, LinkedIn ABM ads, account-level scoring. Every system tested before launch.

Week 6+ · Launch & iterate

First responses, weekly review

Cohort one goes live. Weekly 60-min reviews with you and Sales. Cut what’s not working in week 8 — not month 6.

The stack

Tools I use — same ones you probably already have.

Most B2B companies don’t need 6sense or Demandbase to start ABM. The stack below covers ~90% of what you need for the first
12 months. Tooling follows strategy. Never the other way around.

HubSpot

CRM & lifecycle automation

Apollo

CRM & lifecycle automation

Lemlist

Personalized outbound

LinkedIn Ads

Account-based retargeting

Google Ads

Bottom-funnel intent capture

Semrush

SEO & content opportunity

factors.ai

Account-level attribution

Make.com

Workflow orchestration

Michal Glinka
About

I'm Michal. I run ABM programs for B2B teams that need to win named accounts.

15+ years building demand and ABM engines across SaaS, MedTech, software houses, and e-commerce — from pre-revenue startups to upper mid-market. I work hands-on. I write the sequences. I build the dashboards. I sit in the Sales review.

Known for: The Demand Stack, The 27% Rule, and The Conversion Gap — the playbook that fixes the MQL-to-SQL break quietly killing your pipeline.

15+

Years in B2B marketing

230%

YoY sales growth (Sharefox)

800%

Qualified lead growth (Ergonode)

8

Countries / regions worked

What Clients Say

Words from the people I've worked with.

"

Michal is a highly accomplished marketing executive. He has a great ability to quickly execute targeted and successful digital marketing campaigns that produce results. He is an expert user of critical tools such as HubSpot, Apollo, and Lem List. A great addition to any digital marketing team.

Joe Nestory

Sales Director · Sphere

"

A true SEO wizard and automation tools expert. His understanding of inbound marketing is exceptional. He knows how to use cost-effective methods that produce great results. Any organization would be lucky to have him.

Christian Wilkens

Growth Marketing Advisor · Sharefox

"

Michał is a one-man-army who can set up a well-performing B2B marketing strategy from scratch and execute it in a timely manner. He understands both sides of the business — sales and marketing.

Piotr Manikowski

Growth & Sales Director · AppJobs

FAQ

Common questions about working with an ABM consultant.

Not covered here? Bring it to the discovery call.

An ABM consultant helps you identify the high-value accounts worth winning, build personalized multi-channel campaigns to engage them, align Sales and Marketing around the same playbook, and measure pipeline impact. Unlike a generic agency, a consultant works directly with your leadership to fix strategic gaps before throwing budget at execution. I sit inside your team — not next to it.

An ABM consultant helps you identify the high-value accounts worth winning, build personalized multi-channel campaigns to engage them, align Sales and Marketing around the same playbook, and measure pipeline impact. Unlike a generic agency, a consultant works directly with your leadership to fix strategic gaps before throwing budget at execution. I sit inside your team — not next to it.

An ABM consultant helps you identify the high-value accounts worth winning, build personalized multi-channel campaigns to engage them, align Sales and Marketing around the same playbook, and measure pipeline impact. Unlike a generic agency, a consultant works directly with your leadership to fix strategic gaps before throwing budget at execution. I sit inside your team — not next to it.

An ABM consultant helps you identify the high-value accounts worth winning, build personalized multi-channel campaigns to engage them, align Sales and Marketing around the same playbook, and measure pipeline impact. Unlike a generic agency, a consultant works directly with your leadership to fix strategic gaps before throwing budget at execution. I sit inside your team — not next to it.

An ABM consultant helps you identify the high-value accounts worth winning, build personalized multi-channel campaigns to engage them, align Sales and Marketing around the same playbook, and measure pipeline impact. Unlike a generic agency, a consultant works directly with your leadership to fix strategic gaps before throwing budget at execution. I sit inside your team — not next to it.

An ABM consultant helps you identify the high-value accounts worth winning, build personalized multi-channel campaigns to engage them, align Sales and Marketing around the same playbook, and measure pipeline impact. Unlike a generic agency, a consultant works directly with your leadership to fix strategic gaps before throwing budget at execution. I sit inside your team — not next to it.

An ABM consultant helps you identify the high-value accounts worth winning, build personalized multi-channel campaigns to engage them, align Sales and Marketing around the same playbook, and measure pipeline impact. Unlike a generic agency, a consultant works directly with your leadership to fix strategic gaps before throwing budget at execution. I sit inside your team — not next to it.

Let's talk

Map your target account strategy in 30 minutes.

Free call. No pitch. If ABM isn’t a fit, I’ll tell you. If it is, you’ll leave with a draft TAL and a 30-day plan — yours to keep either way.

  • Draft TAL + 30-day execution plan
  • Plan is yours whether we work together or not
  • Response within 24 hours

Book your discovery call

Tell me a bit about your situation. I’ll respond personally within 1 working day.

By submitting, you agree to be contacted about your inquiry. No spam — ever.

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