CASE STUDY

Real Estate Leader Adopts
ABM Strategy To Achieve
Explosive Growth

Facing a market filled with traditional sales tactics, New Home Star turned to the New Breed team to elevate their approach. Together, they adopted account-based marketing (ABM) in HubSpot, setting the stage for a groundbreaking transformation. This strategy not only aimed to enhance targeting but also to deeply engage New Home Star’s ideal customer base with HubSpot’s advanced tools.

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New Home Star, the leading new home sales training company in the U.S., boasts a team of over 500 employees dedicated to helping builders and real estate developers maximize home sales. Through the strategic use of advanced technology, innovative sales methods, and deep market insights, New Home Star empowers clients to sell homes faster, at higher prices, and with greater efficiency.

CHALLENGES

Transitioning to a New CRM and Expanding Market Reach

New Home Star made the strategic decision to transition from Salesforce to HubSpot, aligning their customer relationship management (CRM) with an evolving ABM strategy. This shift introduced both challenges and opportunities as they aimed to strengthen their market presence.

Enhancing the Digital Experience

Although New Home Star recently revamped their website, there was a pressing need to transform it into a powerful lead generation tool that effectively engaged their broadened ideal customer profile (ICP).

Broadening Revenue Streams

While their existing marketing and outreach strategies had proven effective, New Home Star sought to diversify and enhance these efforts. They aimed to expand their ICP to attract larger, more established clients, requiring a more sophisticated and expansive ABM approach.

Finding the Right Strategic Partner

To bring this vision to life, New Home Star needed a strategic partner with deep expertise in integrated marketing strategies, precise campaign execution, and advanced knowledge in HubSpot's tools for ABM.

HubSpot Products Used

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SOLUTION

New Breed’s Tailored ABM Strategy in HubSpot

The New Breed team implemented a comprehensive, multi-layered strategy to address each of New Home Star’s challenges and optimize their ABM efforts in HubSpot.

Optimizing HubSpot CRM

To unlock the full potential of HubSpot, New Breed leveraged its CRM capabilities to enable highly targeted customer segmentation. This involved a deep analysis of New Home Star’s customer data, uncovering key insights into customer needs and behavior to build the foundation for personalized, impactful campaigns.

Transforming the Website for Maximum Engagement

New Breed led a website transformation aimed at elevating user engagement and aligning with ABM goals. The redesign focused on delivering relevant, engaging content and intuitive navigation, making the website a powerful tool for capturing and nurturing leads within New Home Star’s expanded ICP.

Content Strategy To Drive ABM Success

To support New Home Star’s ABM goals, New Breed redefined their content strategy, creating targeted resources, blog posts, and case studies tailored to the interests and needs of key customer segments. This content was strategically crafted to resonate with and engage New Home Star’s ideal clients.

Leveraging Data for Continuous Improvement

Using HubSpot’s advanced analytics, the New Breed team implemented a data-driven approach to continuously monitor, analyze, and adjust campaigns. This enabled real-time responsiveness, ensuring ABM initiatives stayed aligned with New Home Star’s dynamic objectives and changing market conditions.

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RESULTS

Reaching New Heights With ABM Tools in HubSpot

The strategic collaboration between New Home Star and the New Breed team delivered exceptional outcomes, driven by a focused ABM strategy.

Substantial Revenue Growth

Through a focused ABM approach, New Home Star achieved a $1M revenue run rate (RRR), marking a significant milestone in their growth trajectory.

Expanded Market Reach

ABM campaigns exceeded expectations by increasing market penetration by 47% across the top 50 new home metropolitan statistical areas (MSAs), far surpassing the initial target of 25%.

Boosted Lead Generation and Engagement

The strategy generated approximately 350 leads within a year, with an impressive 10% engagement rate among the targeted homebuilders list. These results highlighted a meaningful connection with high-value prospects.

Sales and Marketing Synergy

By leveraging HubSpot’s tools, New Breed facilitated seamless collaboration between New Home Star’s marketing and sales teams. This alignment was pivotal in efficiently converting leads into successful sales and nurturing long-term client relationships.

New Home Star’s partnership with the New Breed team underscores the transformative impact of a strategically executed ABM approach. By leveraging the advanced capabilities of HubSpot and tailoring efforts to their ideal customer base, New Home Star achieved remarkable growth and expanded their market presence. This case study illustrates the power of targeted, data-driven marketing to deliver significant results, even in highly competitive industries like real estate.

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Real Estate Leader Adopts ABM Strategy To Achieve Explosive Growth