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Target Account Management System

Description

Focusing on the right accounts is key to driving significant business growth. This milestone establishes a Target Account Management System in HubSpot, where accounts meeting specific criteria are automatically flagged and assigned to the appropriate sales reps. Reps will be equipped with tools for personalized outreach and supported by automated workflows to remind them to follow up consistently. A dedicated target accounts dashboard will provide insights into engagement, follow-up activity, and progress, ensuring your team stays aligned and focused on high-priority opportunities.

Process Summary

  1. Define Target Account Criteria: Collaborate to identify the characteristics of a target account, such as industry, company size, engagement history, or potential deal value.
  2. Automated Account Flagging: Set up workflows to automatically flag accounts that meet target criteria and assign them to reps.
  3. Outreach Tools Setup: Create sequences, templates, and meeting links tailored for target account engagement.
  4. Follow-Up Automation: Build workflows to remind reps to follow up at regular intervals, ensuring no target account goes cold.
  5. Target Accounts Dashboard: Develop a custom dashboard to track target account engagement, outreach activity, and pipeline progression.
  6. Team Training: Train sales reps on how to use the target account tools, workflows, and dashboard effectively.
  7. Testing and Optimization: Test the system with sample accounts, refine criteria, and optimize workflows and tools as needed.

Requirements

  • A clear definition of target account criteria (e.g., revenue potential, industry, geographic location).
  • Input on outreach tools and touchpoints specific to target accounts.
  • Collaboration to determine follow-up intervals and reminders.
  • Feedback during testing to ensure the system aligns with team workflows and goals.

Milestone in Action

Key Outcomes

  • Automatic identification and assignment of high-priority target accounts.
  • Reps equipped with tailored tools to engage target accounts effectively.
  • Consistent follow-up with automated reminders to prevent target accounts from going cold.
  • Improved visibility and insights into target account progress through dedicated reporting.