The Basics: What You Need to Get Started

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rh06022005
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The Basics: What You Need to Get Started

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A Guide to Setting Up Account-Based Marketing in HubSpot
To start tunning ABM campaigns within HubSpot, you’ll need the following:
A HubSpot Marketing Hub Professional or Sales Hub Professional account
Customer Data: Ensure you have accurate, up-to-date information about your target accounts.
Company Buy-In: Ensure both sales and marketing teams are committed to a shared ABM strategy.
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Key ABM Tools in HubSpot
HubSpot offers a variety of mexico whatsapp number tools specifically designed for ABM:

1. Target Accounts Dashboard
This feature provides an overview of your target accounts, showing engagement levels and key metrics. The dashboard serves as a centralized hub where both marketing and sales teams can monitor account activity, ensuring seamless collaboration. You can track engagement touchpoints, such as email opens, ad clicks, and website visits, to assess which accounts are ready for outreach or require further nurturing.

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2. Ideal Customer Profile (ICP) Properties
Custom properties like Ideal ICP Tier and Buying Role help you categorize and prioritize accounts. These properties allow you to assign specific roles to key stakeholders within each account, ensuring that your team knows who the decision-makers and influencers are. By segmenting accounts based on tiers, you can focus more resources on high-priority accounts while still nurturing lower-tier prospects.

3. LinkedIn Ads Integration
This allows you to create highly targeted ad campaigns for decision-makers within your target accounts. The integration lets you upload your target account lists directly into LinkedIn, ensuring your ads reach the right audience. Additionally, you can track ad performance within HubSpot to measure engagement and refine your targeting strategy for better ROI.

4. Personalized Workflows and Smart Content
This allows you to automate and personalize communication based on account activity and preferences:

Workflows help you automate repetitive tasks like follow-up emails and lead nurturing, freeing up time for more strategic activities.
Smart Content dynamically adjusts website content and emails based on a visitor’s profile or behavior, ensuring every interaction feels personalized and relevant to their needs.
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Source: Hubspot

How to Plan an Account-Based Marketing Campaign
Planning is critical for ABM's success. Here’s how to get started:

1. Identify target accounts
Use your ICP criteria to select accounts that offer the highest value potential.
Begin by reviewing your CRM data to identify companies that closely match your Ideal Customer Profile (ICP). Leverage tools like HubSpot’s AI-powered account recommendations to discover hidden opportunities within your database.

2. Map out key stakeholders
Identify decision-makers and influencers to target within each account. Understanding the internal structure of your target accounts is crucial. Assign buying roles such as Decision Maker, Budget Holder, and Influencer to ensure your campaigns address the right people at the right time.
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