Hello. I'm Frank with RevPartners. I'm a solutions engineer on the team, and I wanted to show you one of my favorite features of HubSpot, which is target accounts. Now target accounts is a well known concept. Enterprise sales teams all the way down to just any rep who wants to be more deliberate in their outreach would benefit from target accounts practice, and that's why HubSpot built this section. It's something that not everybody pays attention to, so I wanted to call it out today specifically because if you look at HubSpot holistically and you leverage all the different tools together, you can take something like a target account dashboard and turn it into something really, really powerful.

So quickly wanted to highlight some of the concepts here on the target account page. Obviously, this is sort of your control panel. You can access this from the contacts drop down and select your target accounts.

And it's gonna work the way that you think it should work. It's HubSpot. That's what we like about it. So you can sort by things that are your own, by your team, and even by tiers ICP or how well they fit your customer profile. However you wanna slice and dice your data to look at it, it's gonna be in here. From a management perspective, there's also a bunch of preset, filters.

So you can see when things are being missed, when accounts are going stale, and they're not being worked. So if you're just a rep policing yourself, that's fine. But if you're leading a team and you've got people working hundreds of target accounts, you need to get a pulse check. You can come quickly and find out, hey.

There's no open deals. There's no meetings on these ones. I can start to focus on those accounts that need that attention. Now here's where it starts to get pretty fine.

There's the find target accounts section. Now as HubSpot gets more data from you on what kind of context you like, what kind of companies you like, it'll start to create recommendations that you can go in here and and find proactive suggestions.

That's great. But what if I already have a good idea of who my target accounts are, who are good contacts and and buyers? Why should I have to wait for this tool to learn how to do it? This is the power of RevPartners coming in and executing a more holistic strategy. So when you work with us, what we're gonna do is we're gonna leverage lists and workflows to automate and supercharge the target accounts functionality.

So quickly, what you'd see is we're gonna create eight different lists. Now the list is how you start to create the tools, the foundation to take your knowledge of your business, your ICP, your buyers, teach that to HubSpot instead of waiting for it to learn. It would go through and we will create lists that identify your tiers. Here's a perfect fit.

Here's a good fit. Everything else is tier three. I'm not interested in it. Now we can start to sort your database automatically for you.

Secondly, you guys know who purchases from you, who you wanna sell to. And so we will help to create buyer personas based on your business and what you know about that to then quickly and effectively tag all of the contacts that exist within your database.

Now we're starting to see both sides of the puzzle. I've got a company that's a good fit, and it's got a buyer or a contact on there who is an appropriate person for me to talk to. Let's try and push that into the target accounts.

So we do that with workflows.

Part of the engagement that we're doing is creating fifteen workflows that are taking the information that's being collected and organized on the lists and then pushing it where it needs to go. This is what's going to ultimately be pushing contacts and companies that fit that ICP and buyer persona into your target accounts.

What's great is it's it's actually not as hard as it sounds. We'll come through, sort through the the people that match your buyer persona, get them from those lists, start tagging properties on those fields. And then once a company matches your ICP and has an associated contact that's appropriate, pushes that over into your target accounts page. What else this unlocks now is we've got this automated way of adding target accounts.

And so HubSpot doesn't have to wait to learn. You can teach it from day one. And it also facilitates some really interesting reporting that isn't available out of the box. Things like how's the effectiveness and the conversion rate of target accounts?

Did I teach HubSpot in an accurate way?

Are are I able excuse me. Am I able to convert leads more effectively than I was before?

Looking at the success rates of those different target accounts that come in and then breaking down your success, proving out and validating as you go, my buyer roles are defined correctly, my ICP is defined correctly, These things are flowing correctly into my target account workflow.

So by leveraging the full power of HubSpot, you can really supercharge one single feature. And if you wanna learn how to do this or see other ways that we help companies with HubSpot, reach out.