Prospecting to contacts at accounts that demonstrate intent

Overview

Sona leverages third-party intent data to identify accounts actively researching solutions in your category, then automatically builds and executes prospecting campaigns targeting the right personas within those high-intent accounts. This workflow ensures your sales team focuses efforts on accounts most likely to convert while maintaining personalized, relevant messaging.

How it works:

Step 1: Detect comprehensive intent signals

Under Workflows, configure Intent-Based Prospecting. Sona monitors multiple intent signals including hiring patterns for relevant roles, funding announcements and growth indicators, keyword research and content consumption, technology adoption and implementation signals, and competitive analysis and vendor evaluation activity.

Step 2: Filter by ideal customer profile

Detected intent accounts are automatically qualified against your ICP criteria including company size, revenue, and employee count, industry vertical and business model alignment, geographic market and regional focus, and growth stage and maturity indicators. Only accounts matching your target profile advance to prospecting.

Step 3: Build targeted contact audience

For qualified intent accounts, Sona identifies and enriches contact information for key personas including decision-makers in relevant departments, budget holders and procurement contacts, technical evaluators and implementation teams, and influential stakeholders in the buying process. Contact data is sourced from CRM systems, enrichment vendors, and social platforms.

Step 4: Automate targeted outreach sequences

Qualified contacts receive personalized outreach campaigns featuring messaging tailored to detected intent signals, industry-specific pain points and solutions, relevant case studies and social proof, and strategic timing based on buying stage indicators. Sequences are delivered through integrated sales engagement platforms.

What you'll get:

Up to 60–90% higher response and conversion rates


93% of B2B marketers reported increased lead conversion when using intent data via purchase-related signals (Mixology Digital, 2024 – Intent Data Usage Statistics)

Shortened sales cycles


Lead scoring and intent-based prioritization enable faster follow-up on high-intent leads and shorter sales cycles (Abstrakt Marketing Group, 2025 – Ultimate Guide to B2B Sales Prospecting)

Improved sales efficiency


Intent-driven prospecting helps focus efforts on high-potential accounts, minimizing wasted outreach and boosting productivity (Zymplify — Top 55 Buyer Intent Data Statistics)

No missed high-intent accounts


Intent platforms reveal anonymous or previously unseen buyer activity, unveiling hidden engagement opportunities (Mixology Digital, 2024 – Intent Data Usage Statistics)