If you do account-based inbound marketing, there's one HubSpot feature you can't afford to miss: HubSpot Target Accounts. With it, your marketing and sales teams will have a place to keep track of noteworthy accounts for the company and can quickly filter them to identify the next steps. Here's how it works.
This is the place where your marketing and sales teams can keep track of all your account-based marketing. Here you can see the overall progress of your strategy and track your target accounts. You can track general metrics such as current target accounts, accounts with open business and their amount, and accounts missing key roles. You can also filter information to identify accounts that require your attention.
In addition to viewing aggregate information about your target accounts, you can also access a summary of each company in your HubSpot CRM. This allows you to see where each account is in the customer journey.
You'll be able to see records of a company's recent activity (e.g. emails, meetings, or calls), associated contacts, decision-makers, businesses, etc. All of this will help you better track each opportunity.
The tool shows you companies that have visited your site and the number of pages they have viewed, but have not yet converted by filling out a form. This can help you detect potential leads that you might otherwise have missed.
When you add a target account, you can track the company and analyze its data on the main Target Accounts page. You can mark multiple companies as a target account at once by updating the target account property of the company record. You can also add target accounts manually by following these steps:
Once you have defined the characteristics of your ideal account, you can assign an ideal customer profile level to your contacts, which defines how close a company is to this ideal customer profile. This will help you align your target accounts with your overall strategy.
Once you have added your target accounts, you can see the main metrics at the top of the Target Accounts index page:
In the table of each account, you can see the following:
To identify potential accounts on your target account index page, follow these steps:
To get started, go to Contacts > Target accounts and then click "All Owners" or "Select teams" at the top of the page.
In the left sidebar menu, click on a category to filter the target accounts:
You can also view a summary of the target account by clicking on the name. If you have Sales Hub Pro or Enterprise, you will be shown the account summary in the right pane. Otherwise, your company record will open in a new tab.
If you want to work with one of your target accounts, place the cursor over it and click on the Actions drop-down menu. You can select the following options: