Why This Is Powerful
Paid media AI identifies statistically similar prospects.
Most teams stop at ads.
This hack pulls that intelligence back into the CRM and uses it across marketing and sales operations.
Prerequisites
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Marketing Hub Professional or Enterprise
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Ads tool connected (Meta, Google Ads, or LinkedIn)
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300–500+ high-quality customers for the seed list
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Clean CRM data for:
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Industry
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Company size
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Deal amount
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Source
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Lifecycle stage
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Step 1: Build a High-Signal Seed List (Critical)
Path: CRM → Lists → Create list
Type: Active list
Example: B2B SaaS High-Value Customers
Contact filters
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Lifecycle stage = Customer
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Contact has associated deal = True
Deal filters
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Deal stage = Closed won
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Deal amount ≥ 10,000
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Close date within last 18 months
Optional quality filters
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NPS score ≥ 8
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Renewal = True
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Product usage score ≥ threshold
List name
Seed – High-Value Customers
Admin rule
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Exclude churned, heavily discounted, or one-off deals
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This list defines your ICP, precision matters
Step 2: Create the Lookalike Audience (Ads)
Path: Marketing → Ads → Audiences → Create audience
Audience type
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Lookalike / Similar audience
Configuration
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Source list:
Seed – High-Value Customers -
Select ad network
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Choose target country/region
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Publish
What Happens
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HubSpot sends hashed identifiers to the ad platform
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The ad platform’s AI builds the lookalike model
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Audience membership stays dynamically updated
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HubSpot maintains the sync
Step 3: Pull the Lookalike Back Into HubSpot (Key Move)
Path: CRM → Lists → Create list
Type: Active list
Filter
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Ad audience membership =
[Lookalike Audience Name]
List name
AI Lookalike – ICP Prospects
This list:
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Updates automatically
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Can be used in workflows
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Can drive scoring, routing, and reporting
Step 4: Operationalise with Automation
Example: Sales Priority Routing Workflow
Workflow type: Contact-based
Enrollment trigger
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Contact is member of list:
AI Lookalike – ICP Prospects
Actions
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Increase lead score by +25
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Assign to senior SDR queue
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Create task: “High-fit lookalike prospect”
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Send internal notification to sales channel
Optional:
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Skip nurture emails
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Fast-track lifecycle stage
Step 5: Expand the Pattern
You can reuse the same lookalike list for:
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High-priority nurture tracks
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ABM-style sales motions
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Pipeline forecasting filters
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Campaign attribution comparisons
One audience → many internal use cases.
Common Mistakes to Avoid
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Using all customers instead of best customers
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Seed list too small (<300 records)
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Mixing SMB and Enterprise customers in one seed
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Assuming HubSpot runs the AI model
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Treating lookalike membership as permanent (it’s dynamic)
