Prospecting to contacts at accounts that demonstrate intent

HockeyStack integrates with third-party data sources to build a comprehensive profile of potential accounts and identify those that demonstrate intent. With this workflow, you can automate the task for identifying an audience of prospects at accounts in your ICP that demonstrate intent, and also automate outreach.

Step 1: Detect accounts with intent

Under Account Intelligence, select Workflows. 

HockeyStack supports hiring, funding, number of website visitors, champion job changes, and keyword intent for third-party intent. 

You can choose one or more and combine it with first-party intent if you want to. In this example, we’ll detect accounts that are researching our product category (sales intelligence software).

This segment will allow you to capture all accounts and leads with the intent signals you chose. 

Step 2: Filter accounts by ICP segment

Next, you’ll want to narrow that list of accounts down to your ideal customer profile. For example, you might exclude companies that have under 500 employees, aren’t headquartered in the U.S. or Canada, or aren’t B2B companies in the software industry.

Step 3: Build an audience of contacts at accounts showing buying intent

HockeyStack will automate filtering for personas within each account. Select the appropriate person filters, such as director or above seniority and sales or business development function. This will provide you with an audience meeting the buyer persona parameters you select for which you wish to automate subsequent follow-up.

Step 4: Build workflow

Finally, you can automate how you reach out to these contacts, such as sending the audience through a cold email sequence via Outreach.

Now it’s faster and more hands-off to automate outbound to prospects that demonstrate intent.