--- title: How to Use HubSpot to Prioritize High-Intent Leads for ABM description: Learn how to use HubSpot to identify and prioritize high-intent leads for effective Account-Based Marketing (ABM) strategies. image: https://huntscapeops.com/hubfs/image.webp --- [Skip to content](https://huntscapeops.com/resources/hubspot-abm#main-content) [![Huntscape Logo (Red) (800 x 300 px) (500 x 300 px) (400 x 100 px) (2)](https://huntscapeops.com/hubfs/Huntscape%20Logo%20(Red)%20(800%20x%20300%20px)%20(500%20x%20300%20px)%20(400%20x%20100%20px)%20(2).svg)](https://huntscapeops.com/) - HubSpot Services Show submenu for HubSpot Services - [HubSpot Services](https://huntscapeops.com/hubspot) - [Fractional HubSpot Admin](https://huntscapeops.com/fractional-hubspot-admin) - [RevOps](https://huntscapeops.com/revenue-operations) - [Fractional Revenue Operations](https://huntscapeops.com/fractional-revenue-operations) - Marketing Services Show submenu for Marketing Services - [Growth Marketing](https://huntscapeops.com/growth-marketing) - [Email Marketing](https://huntscapeops.com/email-marketing) - [Content Hub](https://huntscapeops.com/resources) Open main navigation Close main navigation - HubSpot Services Show submenu for HubSpot Services - [HubSpot Services](https://huntscapeops.com/hubspot) - [Fractional HubSpot Admin](https://huntscapeops.com/fractional-hubspot-admin) - [RevOps](https://huntscapeops.com/revenue-operations) - [Fractional Revenue Operations](https://huntscapeops.com/fractional-revenue-operations) - Marketing Services Show submenu for Marketing Services - [Growth Marketing](https://huntscapeops.com/growth-marketing) - [Email Marketing](https://huntscapeops.com/email-marketing) - [Content Hub](https://huntscapeops.com/resources) - [Contact Us](https://huntscapeops.com/contact) [Contact Us](https://huntscapeops.com/contact) Jan 24, 2025, 8:23:38 AM # How to Use HubSpot to Prioritize High-Intent Leads for ABM [Huntscape](https://huntscapeops.com/resources/author/huntscape) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://huntscapeops.com/resources/hubspot-abm) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://huntscapeops.com/resources/hubspot-abm) [Twitter icon](https://twitter.com/intent/tweet?url=https://huntscapeops.com/resources/hubspot-abm) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://huntscapeops.com/resources/hubspot-abm) [envelope icon](mailto:?body=https://huntscapeops.com/resources/hubspot-abm) ![image](https://huntscapeops.com/hs-fs/hubfs/image.webp?width=5&height=4&name=image.webp) Account-Based Marketing (ABM) thrives on targeting the right accounts at the right time. But without a system in place, it’s easy to waste resources on leads that won’t convert. HubSpot’s CRM and automation tools make it possible to identify and prioritize high-intent leads, ensuring your sales and marketing teams focus their efforts where it matters most. In this blog, we’ll break down how to use HubSpot to surface high-intent leads and turn them into valuable customers. #### **What Is a High-Intent Lead?** A high-intent lead is a contact or company that has shown strong buying signals. These signals can include: ✅ Frequent website visits (especially to pricing or product pages) ✅ Downloading key content (case studies, comparison guides, etc.) ✅ Engaging with emails and sales reps ✅ Requesting a demo or free trial ✅ Revisiting your website after an initial engagement HubSpot provides the tools to track and quantify these behaviors, allowing you to prioritize leads based on their level of interest and readiness to buy. #### **Step 1: Define High-Intent Behaviors in HubSpot** Before you can prioritize leads, you need to define what signals indicate a strong intent to buy. In HubSpot, this means setting up **lead scoring**, **custom properties**, and **lists** to track engagement. **Create a Lead Scoring Model:** - Assign points for key activities like email opens, website visits, form submissions, and demo requests. - Increase points for repeat behaviors (e.g., visiting the pricing page multiple times). - Reduce points for inactivity over a set period (e.g., 30 days without engagement). #### **Step 2: Build Smart Lists to Surface High-Intent Leads** HubSpot’s Smart Lists can automatically filter contacts that match your high-intent criteria. Here are some useful lists to create: 🔹 **Hot Prospects List:** Contacts with a high lead score and recent engagement. 🔹 **Re-Engaged Accounts List:** Contacts who became inactive but recently visited your site again. 🔹 **ABM Target Accounts List:** Companies that match your Ideal Customer Profile (ICP) and have engaged recently. These lists keep your sales and marketing teams focused on the leads most likely to convert. #### **Step 3: Automate Follow-Ups for High-Intent Leads** Once you’ve identified high-intent leads, don’t let them slip through the cracks. Use HubSpot’s automation tools to trigger timely and relevant follow-ups. ✅ **Sales Task Automation** – When a contact reaches a certain lead score, assign a task to a sales rep. ✅ **Personalized Email Sequences** – Enroll engaged leads in tailored email workflows. ✅ **Notification Alerts** – Set up alerts when a high-priority lead visits key pages. #### **Step 4: Align Sales and Marketing on High-Intent Leads** For ABM to work effectively, sales and marketing must be aligned on what constitutes a high-intent lead. Use HubSpot’s reporting tools to analyze engagement trends and refine your targeting. 📊 **Pipeline Reports:** Track which high-intent leads are converting. 📊 **Lead Source Reports:** Identify which channels drive the most engaged prospects. 📊 **Deal Stage Analysis:** See if high-intent leads are progressing through the sales funnel as expected. #### **Final Thoughts** HubSpot makes it easy to prioritize high-intent leads, ensuring that your ABM efforts focus on accounts that are most likely to convert. By leveraging lead scoring, smart lists, automation, and analytics, you can turn high engagement into real revenue. Want help implementing these strategies in your HubSpot portal? 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