If you have basis in mind internal marketing, there’s a HubSpot feature that lets you lose: Target Accounts. With it, your marketing and sales teams will have a place to track accounts that are interesting to the business and can quickly filter them to identify next steps. We tell you how it works.
Main features of Hubspot Target Accounts
Target Accounts Home Page
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 keep track of your target accounts.
You can track general metrics like current target accounts, accounts with open deals and their import, or accounts missing key roles. You can also filter information to detect accounts that require your attention.
In addition to viewing aggregated information about your target accounts, you can also access resume of each company in your CRM from HubSpot. This allows you to see where each of your accounts is in the customer journey.
You will be able to see records of recent company activity (for example, emails, meetings or calls), associated contacts, decision makers, deals, etc. All this will help you to better track each opportunity.
The prospects tool shows businesses that have visited your site, but have not yet converted by filling out a form, and the number of pages they have viewed. This can help spot potential clues that otherwise would have escaped you.
How to use HubSpot destination accounts
Add Target Accounts (Target Accounts)
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 goal accounts manually by following these steps:
- In your HubSpot account, go to Contacts > Target Accounts.
- In the upper right corner, click Choose target accounts.
- In the right panel, find a company you want to select and check the box. You can mark all the companies you want.
- Click Choose target accounts. The selected accounts will be added to your panel.
To get the most out of Target Accounts, it’s a good idea to first identify what makes an account of great value to your business. Analyze your best customers and identify yourself as a community.
Once you have defined the characteristics of your ideal account, you can assign a level of ideal customer profile to your contacts, which defines how close a company is to this ideal customer profile. This will help you target your linear accounts with your overall strategy.
See merics of your target accounts
Once you have added your target accounts, you can view the main metrics at the top of the Target Accounts index page:
- Target Accounts: The number of target accounts in your HubSpot account.
- Accounts with Open Deals: The target number of accounts associated with deals that have not yet been won or lost.
- Value of Open Deals: The total amount of open deals associated with your target accounts.
- Missing Buyer Roles – The number of target accounts that do not have any contacts associated with a buyer role.
- Missing Decision Makers: The target number of accounts that have no contact with the “Decision Maker” role.
In the table for each account, you can see the following:
- The number of contacts associated with the target account.
- The number of open businesses and their value.
- The last contact with the account.
- The account’s last interaction with the company.
- The next scheduled activity associated with the target account.
Identify potential subject accounts
To identify potential accounts on your target account index page, follow these steps:
- Click Prospects in the left sidebar menu, then click Recommendations.
- Hover over a recommended account and click Choose as target account or Dismiss.
Filter and view your target accounts
To get started, go to Contacts > Target Accounts, then click All Owners or Select Teams at the top of the page.
In the left sidebar menu, click a category to filter the target accounts:
- All – Displays all target accounts.
- No Open Tasks – Shows target accounts with no open tasks.
- No Calls Logged – Displays target accounts with no calls logged.
- No Meetings – Shows target accounts with no recorded meetings.
- No Open Deals – Shows target accounts with no open deals.
- No Decision Maker – Shows accounts that don’t have any contact with the Decision Maker role.
- Obstacles: Shows the target accounts with some contact with the “obstacle” property in their purchasing role.
You can also see a summary of the target account by clicking on the name. If you want Sales Hub Professional or Enterprise, it will show you the account summary in the right panel. Otherwise, you will be included in your commercial registry in a new tab.
Perform actions with target accounts
If you want to work with one of your target accounts, hover over it and click the dropdown Behaviour. You can select the following options:
- Create Task – To create a task for the target account in your company record.
- Create note: to create a note for the target account in your company record.
- View Company Record – View the company record (Opens in a new tab).
- Open Accounts Summary: If your Sales Hub Professional or Enterprise, you can select this option to host the account overview in the right panel.