Capture and tag RB2B leads correctly
Why this matters
If RB2B leads aren’t clearly labeled in Salesforce, they blend into your normal traffic and become impossible to segment or measure. A consistent source tag lets you filter, automate, and report on these visitors separately, which is critical for attribution and targeted outreach.
How to achieve it
- Allow RB2B to create new leads and accounts automatically
- Use Lead Source = RB2B for contacts
- Use Account Source = RB2B for companies
- Build reports and filters using these fields
Where to configure it
RB2B Dashboard → Integrations → Salesforce → Enable lead/account creation
Salesforce → Lead/Account fields → Verify Lead Source and Account Source mappings
Quick win
Create a saved view filtered to Lead Source = RB2B so your team instantly sees all newly identified visitors.
Add RB2B leads directly into Salesforce campaigns
Why this matters
Campaigns are how Salesforce tracks influence and ROI. Associating RB2B leads with campaigns lets you measure which visitors turn into meetings, opportunities, and revenue instead of guessing.
How to achieve it
- Create a campaign for RB2B-sourced traffic (e.g., “Website Intent – RB2B”)
- Automatically add leads where Lead Source = RB2B
- Use this campaign for reporting and attribution
- Track influenced opportunities and revenue
Where to configure it
Salesforce → Campaigns → New Campaign
Salesforce → Flow Builder or Process Builder → Add members where Lead Source = RB2B
Quick win
Create one campaign that auto-adds all RB2B leads so you immediately gain visibility into pipeline impact.
Route and assign leads automatically
Why this matters
Unassigned leads slow down follow-up. Automatic routing ensures every identified visitor has a clear owner and gets contacted while intent is fresh.
How to achieve it
- Trigger assignment when a new RB2B lead is created
- Route based on territory, industry, or company size
- Assign an owner automatically
- Create a task or Slack/email alert for the rep
Where to configure it
Salesforce → Setup → Flow Builder → Record-triggered Flow
Trigger → Lead created where Lead Source = RB2B
Actions → Assign owner, Create task, Send notification
Quick win
Assign every RB2B lead to a rep and create a same-day follow-up task automatically.
Use RB2B data for personalized outreach
Why this matters
Generic outreach gets ignored. RB2B provides behavioral context like pages viewed and company details that help reps send relevant, timely messages that convert better.
How to achieve it
- Expose RB2B properties on lead and account layouts
- Train reps to check recent activity before contacting
- Personalize emails and calls using viewed pages or interests
- Trigger nurture sequences based on behavior
Where to configure it
Salesforce → Object Manager → Lead/Account → Page Layouts → Add RB2B fields
Salesforce → Marketing Automation or email tools → Use RB2B fields as tokens
Quick win
Add “Last Page Viewed” to the lead layout so reps immediately know why they’re reaching out.