How do you use LinkedIn ads to drive real B2B pipeline—especially when the buying journey is long and the ROI pressure is high? In this episode of Agents of Change, Danielle O’Neil speaks with Justin Rowe, Founder and CMO of Impactable, about how to make paid social work across every stage of a complex B2B sales funnel.Justin shares how he went from restaurant operator to agency founder, the insights that shaped Impactable’s growth, and what most marketers still get wrong about paid ads. From ABM strategies and long-cycle retargeting to thought leadership ads and newsletter integration, Justin walks through a comprehensive playbook that connects organic, paid, and owned media in ways that build real trust—not just clicks.-----CONNECT with us at:Website: https://leadtail.com/Leadtail TV: https://www.leadtailtv.com/LinkedIn: https://www.linkedin.com/company/lead...Twitter: https://twitter.com/leadtailFacebook: https://www.facebook.com/Leadtail/Instagram: https://www.instagram.com/leadtail/----0:00 – Funnel Paid Ads into Organic Communities0:27 – Intro: Danielle O’Neil Welcomes Justin Rowe1:32 – Justin’s Nontraditional Path from Restaurants to Marketing4:55 – Structuring Paid Social for Long B2B Sales Cycles6:49 – Using Paid Ads to Build Trust, Not Just Awareness8:19 – Measuring Marketing Success Without Immediate Leads10:17 – Key Indicators and Retargeting for Long Sales Journeys12:47 – ABM and the Role of LinkedIn in a Multichannel Mix15:00 – Matching Content to Platform Intent (LinkedIn, Facebook, Reddit)17:42 – The Resurgence of ABM and What’s Really New20:17 – Thought Leadership Ads and Building Trust at the Right Time22:50 – Practical Ways AI Supports B2B Paid Campaigns27:57 – Connecting Organic Content to Paid Amplification32:30 – Justin’s 90-Day Framework for Paid + Organic Integration35:16 – Wrap-Up and Final Takeaways