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.
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.
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:
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.
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.
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.
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? Let’s talk.