HockeyStack
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  • Getting Started
    • 👋Welcome to the Docs!
    • Product Onboarding
    • HockeyStack Implementation Scope: Reporting Product
      • HockeyStack Implementation Scope: Data Warehouse Connection
  • Release Notes
    • May 16, 2025
    • May 5, 2025
    • April 21, 2025
    • April 14, 2025
    • April 7, 2025
    • March 31, 2025
    • March 24, 2025
    • March 14, 2025
    • March 6, 2025
    • February 28, 2025
    • February 17, 2025
  • Guides
    • ❓FAQ
      • Merging in HockeyStack
      • Why has my data changed?
      • Viewing form submissions by page
      • A touchpoint's influence on conversion rates
      • Average number of touchpoints
      • Self-reported attribution
      • Trend of Engagement Score
      • How do I see which individuals / companies are included in a metric?
      • What touchpoints get credit in attribution?
      • What object/integration is this field pulling from?
      • What is "Source"?
      • What is "UTM Source"?
      • What is "UTM Medium"?
      • What is an Action?
      • How can I add Salesforce Task object into Defined Properties?
      • How can I track offline events in HubSpot?
      • How can I use LinkedIn Impressions and Engagements in my reports?
      • Measuring sales and marketing penetration in an account list
      • Measuring number of engaged contacts per company
      • Offline conversions for ad platforms
      • Tracking progression on targets
      • Building a Campaign / Asset Grouping property
      • Percentage of high quality job titles by Channel
      • Measuring conversion rates
      • Building a goal that shows open opportunities
      • Number report: Funnel stages influenced by different types of marketing touchpoints
      • Best Practices for Lifecycle Tracking in Salesforce / HubSpot
      • Adding HubSpot form fills to defined properties
      • Does HockeyStack website pixel track US States?
      • Measuring Time Between Two Goals in HockeyStack
      • What is the HubSpot "email bounces" action?
      • Hiding Fields from your CRM in HockeyStack
      • How long does it take for a relation mapping to be ready to use?
      • Can I integrate multiple LinkedIn ads accounts?
      • Can I use Zapier for integrations with HockeyStack?
      • I created a new field in Salesforce (SFDC), but I don’t see it in HockeyStack. What should I do?
      • Using two similar fields in one breakdown
      • Why can't I map back to property?
      • GA4 vs. HockeyStack Website Data Tracking
      • How does HockeyStack deduplicate accounts?
      • How do Table Totals Work: Campaign vs Campaign Group?
      • Can I create one field that calculates the total ad spend + SFDC campaign spend?
      • HubSpot: Can I filter a goal on X object by Y object fields?
      • LinkedIn Impressions: Different Ways of Measuring
      • How to define Engaged Accounts and Engaged People?
      • Building a Campaign Grouping property
    • 🖥️Dashboard Building Guides
      • Business Overview Dashboard
      • CMO Dashboard
      • Website Analytics Dashboard
      • Paid Ads Dashboard
      • Google Ads Dashboard
      • LinkedIn Ads Dashboard
      • In-Person Events
      • ABM Live-Demo
      • Content/Organic Dashboard
      • Dashboards from Labs Reports
        • LinkedIn Ads Benchmarks
        • Google Ads Benchmarks
        • Q1 2024 Recap
        • G2 Impact 2024 Report
        • Website Benchmarks
  • Documentation
    • What Will My Data Look Like?
    • 🎯Goals
      • Funnel Stages Goals
      • Form Fill Goals
      • Page View Goals
      • Click Goals
      • Finding Out a Button's CSS Selector
      • Goals on the Task Object
      • Building an All Touchpoints (Channel) Goal
    • 🔦Touchpoint Hierarchy
    • Defined Properties
    • Track Date Properties
    • 📊Reports
      • Building a Basic Report
      • Journeys Use Cases
      • Sequences
      • Lift Reports
      • Lift Analysis vs. Multi-Touch Attribution
      • Types of report filters and when to use them
      • Attribution Models
      • Attribution Lookback
      • Defining Custom Attribution Weights
      • Importing a Google Sheet to use as a Goal Column
      • Advanced Attribution Models
    • 🖥️Dashboards
    • Dashboard Filters
      • When to use AND vs. OR logic?
      • Using Regex
    • 🌠Journeys
      • Syncing journeys to CRM and Slack
    • 🥇Golden Paths
    • Funnels
    • Attribution Funnel
    • 👥Segments
    • ⚙️Settings
      • Account Reset Guide
      • Auto-tagging of URLs
      • Data Categorization in HockeyStack
      • Team Sharing
      • Tracking Multiple Domains
      • Excluding Users
      • Reporting Configuration
      • Multi-Factor Authentication
    • Advanced Data Connections
      • Account List Import
      • Property Relation Mappings
      • Sync Spend
      • Syncing spend from offline channels and campaigns
    • 🔃Audience Syncs
    • Send View updates to Webhooks
    • Odin AI
      • Odin capabilities
      • HockeyStack AI: Security, Privacy, and Responsible Use
  • DataSyncs
    • Connecting your Warehouse
      • Authenticate Snowflake
      • Authenticate Google Sheets
      • Authenticate BigQuery
      • Authenticate S3
        • Use an S3 User
        • Use an IAM Role
    • Configure a DataSync Import
    • Configure a DataSync Export
      • Data Export Schema
        • Raw Actions Export Schema
  • Integrations
    • Website Tracker
      • Google Tag Manager
      • WordPress
      • React
      • Troubleshooting
      • Reverting to Cookie-Based Tracking
      • Identifying Users
      • Tracking Custom Goals
    • Ad Platforms
      • LinkedIn Ads
      • Bing Ads
      • Capterra Ads
      • Google Ads
      • Facebook Ads
      • Tiktok Ads
      • Twitter Ads
      • StackAdapt Ads
      • Reddit Ads
      • AdRoll Ads
    • Data Warehouses
      • Snowflake
      • Amazon Redshift
      • Google Bigquery
      • Amazon S3
      • Azure Databricks
    • CRMs
      • Salesforce
        • Properties Pulled from Salesforce
        • Salesforce Pulled Objects List
        • Sending Data to Salesforce
        • Salesforce Currency
      • HubSpot
        • HubSpot Pulled Objects List
    • SSO
      • Azure AD
      • Google Workspace
      • Okta
    • ABM
      • Qualified
      • 6sense
      • Demandbase
      • Clearbit
      • Rollworks
      • G2 Intent
      • Stackadapt
    • Marketing Automation
      • Marketo
        • How to Find Your Marketo Account Details
        • Marketo Pulled Objects List
      • Pardot
      • HubSpot
        • HubSpot Pulled Objects List
    • Other Integrations
      • Calendly
      • Drift
      • Okta
      • Segment
      • Customer.io
  • Setting up your Data for import
    • Import Custom Actions
    • Import Website Actions
    • Import Properties
    • Import Metadata
  • Technical Details
    • ↖️Website Tracking
      • How Website Tracking Works
      • Cookieless Tracking
      • Bot Traffic
      • Privacy Policy
      • GDPR Compliance
    • ⚙️Data Processing from Integrations
    • 🧮Data Cleaning
  • Account Intelligence
    • ☕Getting Started
      • HockeyStack Implementation Scope: Account Intelligence Product
      • Salesforce
        • Salesforce Permissions
        • Salesforce iFrame Installation
        • Salesforce Sync Fields
    • 🏗️Workflows
      • Creating a Workflow
      • List of Workflows
      • Starter Workflow
      • Recurring Workflow Runs
      • Nodes
        • Transformations
          • Condition
          • AI for Accounts
          • Contact Discovery
          • Contact Enrichment
          • Branching
        • Destinations
          • Salesforce
          • HubSpot
          • Outreach
          • StackAdapt
          • Salesloft
          • LinkedIn
          • Pardot
    • 👀Views
      • Create a New View
    • 🔢Scoring
      • Data
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  1. Account Intelligence
  2. Workflows

Starter Workflow

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Last updated 2 days ago

Pre-requisites

An outbound sequence for low intent prospects

Overall principles:

  • Focus on value over asks

  • Create micro-moments of value — small insights, not heavy assets

  • Plant ideas. Don’t chase meetings (yet).

  • Make sure it's fully automatable, you don't want to waste time on these with human touches

  • No breakup email, make sure the list can be recycled

Example for HockeyStack below

Day 1: LinkedIn Connection Request

Day 2: Light Touch Email — No CTA

Subject: How [smart company] uncovered hidden pipeline.
Body:
Hey [First Name],

Sharing something you might find useful: how [customer or anonymized case study] uncovered new pipeline by tracking low-intent buying signals.
 

No pitch — just thought it might be relevant if you’re thinking about improving attribution or automating SDR research.

[Link to short case study / blog post]

Day 5: LinkedIn Message / InMail

Hey [First Name],

Hope you’re doing well — saw you’re leading [function/team] at [Company Name], so figured I’d reach out.

A lot of teams we talk to are realizing that the real growth isn’t just from leads ready to buy now — it’s from catching the ones who are *almost* there but not raising their hand yet.

It’s a shift we’re seeing everywhere, and honestly, it’s where the biggest pipeline lifts are happening.

Not pitching anything — just always curious how others are thinking about it lately.

Would love to hear your take if you’re open.

- [Your Name]

Day 7: “Cheat Sheet” Email (Still No Ask)

Subject: Quick wins for marketing ops teams.
Body:

[First Name],

Made a quick cheat sheet for marketing ops and demand gen teams trying to surface hidden intent earlier.

Might save you some time.

[Link to 1-pager or useful guide]

etc. etc. continue for 30-45 days with 1-2 touches per week

An outbound sequence for high intent prospects

Overall principles:

  • Strike fast while interest is high

  • Personalization > Volume

  • Cold Calls will work

  • Direct CTAs but keep it conversational

  • Always add a clear reason why now

Example for HockeyStack below

Day 0: Email

Subject: Saw you exploring HockeyStack
Body:

Hey [First Name],

Saw you were checking out HockeyStack — usually when we see that, teams are looking for a better way to connect marketing programs to pipeline and revenue.

HockeyStack gives you **the most flexible reporting platform** for marketing teams — without needing 6 months of setup, SQL, or external consultants.

It’s self-serve, built for scale, and can surface hidden revenue-driving signals that traditional attribution misses.

If you’re actively thinking about this, I can send a few frameworks our customers are using to speed up attribution, surface hidden pipeline, and automate outbound workflows.

Want me to send them over?

Day 0: Cold call

Day 1: Cold call

Day 2: Followup email and InMail

Subject: How teams are unlocking 30% more pipeline with HockeyStack

Body:

[First Name],

Thought you’d find this useful: here’s how teams are uncovering hidden pipeline with HockeyStack by **tracking low-intent buying signals** and **automating manual SDR research**.

Instead of waiting for high-intent form fills, they’re identifying accounts *before* they raise their hand.

Wrote up a quick breakdown here: [Link]

If you want, I can walk you through the exact workflows that are working right now.

[Calendar Link]

Day 2: Cold call

Day 3: Cold call

Day 4: Cold call

Day 4: Followup InMail

Hey [First Name],

If you’re still exploring how to scale pipeline and connect marketing to revenue faster, happy to swap a few ideas.

HockeyStack’s been helping teams surface revenue-driving accounts 6+ months earlier than traditional attribution.

Shoot me a note if you’d want a quick breakdown.

etc. etc. it's good to be aggressive to book the meeting at this stage and cold calls will definitely work for most audiences

A LinkedIn & Stackadapt campaign for low intent prospects

LinkedIn:

  • Content drop with image

  • Content drop with conversation ads

  • Thought leadership ads

StackAdapt:

  • Content drop with image

A LinkedIn & Stackadapt campaign for high intent prospects

LinkedIn Ads:

  • Conversation ads w/ heavier CTA: Offer custom demo or consultation

  • Case study video ads: 30-45 sec testimonial clips

  • Case study image ads

  • Product image ads

StackAdapt Ads:

  • Product image ads

  • Case study image ads

Step 1: Create a view in HockeyStack Account Intelligence for Cold or Warm intent score ICP companies with Stage = no current stage

Edit the ICP definition according to your own business

Step 2: Duplicate the view and change scoring filter to Hot and On Fire

Step 3: Create a workflow to sync low intent view into LinkedIn, StackAdapt, and Outreach/Salesloft/HubSpot

Step 4: Duplicate the same workflow for the high intent view

Step 5: Make sure you set both workflows to enabled so they start running every day, booking demos on autopilot

🏗️