Today, we are launching new Account-based Marketing tools in HubSpot. Marketing and sales teams can now unite to deliver better buying experiences to their highest value accounts. While the new tools will unlock the most value if you are using HubSpot for both marketing and sales, we didn’t want the impact to stop there.

Even if you do not use HubSpot as your main CRM, we want you to be able to unlock the power of HubSpot’s ABM tools. That’s why our ABM features work seamlessly with our native Salesforce integration. Specifically, you’ll be able to view new account-level data from HubSpot inside of Salesforce.

In this post, we will walk you through how to set up your Salesforce integration for success when using ABM with HubSpot.

Here’s how to use HubSpot’s ABM tools, if you have the Salesforce integration:

  1. Install the integration
  2. Map the ABM fields between HubSpot and Salesforce
  3. Add the Account Overview visualforce module to the Salesforce Account layout

If you are using HubSpot’s ABM features and also use Salesforce, make sure HubSpot and Salesforce are integrated to realize the value of the ABM features in both tools. Follow these steps here to integrate between HubSpot and Salesforce. When setting up the integration, we recommend two-way syncing all data — contacts, companies, deals, activities — between HubSpot and Salesforce for the best experience.

After you have integrated HubSpot and Salesforce, you will need to map the ABM fields from HubSpot to Salesforce to get ABM data into Salesforce. You can map the fields from the company field mapping screen in the HubSpot Salesforce setting page. Here are the ABM fields we recommend you map between HubSpot and Salesforce:

  • Target Account
  • Ideal Customer Profile (ICP) Tier
  • Buying Role

For more information on how to map fields between HubSpot and Salesforce, check out this Knowledge Base article.

We've also added an update to our Account visualforce module in Salesforce. With the new Account Overview feature available to paid seats in Sales Hub Professional and above, eligible users can now add the Account Overview visualforce module to the Account layout in Salesforce. With the Account Overview dashboard available right in Salesforce, you can now see account-specific data, such as stakeholders, buying roles, activities, and deals from HubSpot — all within the visualforce module in Salesforce.

You can learn more about adding a visualforce module to your account page layout in this Knowledge Base article.

In just three steps, you'll unlock power of HubSpot’s new ABM features within Salesforce. So what are you waiting for?

Want to connect with others on HubSpot tips, tricks, and updates? Head over to the HubSpot Community to join a conversation or start one of your own. 

Originally published May 19, 2020 9:00:00 AM, updated January 19 2022