Maximize contact and account creation
Why this matters
If Salesforce doesn’t create the record, nothing else can happen. No routing, no outreach, no reporting. Restrictive settings often cause valuable visitors to be silently ignored. Capturing every possible contact first ensures you never lose opportunities.
How to achieve it
- Create a new Contact connected to an existing Account when a person is identified
- Create both a new Contact and Account when neither exists
- Avoid “Ignore” options that block record creation
- Capture broadly first, then filter downstream
Where to configure it
RB2B Dashboard → Integrations → Salesforce → Contact & Account Creation Settings
Enable both “Create Contact” options
Quick win
Turn on all creation toggles. This immediately increases captured leads with zero extra work.
Segment and prioritize visitors automatically
Why this matters
Not every visitor deserves the same follow-up. Segmentation helps Sales focus on high-value opportunities while Marketing nurtures everyone else. Without segmentation, teams waste time chasing low-fit traffic.
How to achieve it
- Filter by RB2B Lead Source or Account Source
- Segment by company size, industry, or page views
- Create lists like “High Intent,” “Enterprise,” or “Returning Visitors”
- Use Flows to automate actions based on these segments
Where to configure it
Salesforce → Reports or List Views → Filter by Lead Source = RB2B
Salesforce → Flow Builder → Create record-triggered flows
Quick win
Create one “RB2B – High Intent” view for visitors who hit pricing or demo pages.
Enrich records with visitor behavior
Why this matters
Context improves conversations. Knowing which pages someone viewed or how often they returned helps reps tailor outreach instead of sending generic messages.
How to achieve it
- Sync RB2B behavioral properties into Salesforce
- Display page views and activity directly on Contact and Account records
- Use this data before every call or email
- Train reps to reference activity naturally
Where to configure it
Salesforce → Object Manager → Contact/Account → Page Layouts → Add RB2B fields
RB2B → Uses Tasks to log page views under Activity history
Quick win
Add recent page views to the Activity section so reps instantly see what sparked interest.
Automate outreach and follow-up
Why this matters
Manual follow-up is inconsistent and slow. Automating tasks and sequences ensures every qualified visitor gets timely engagement without relying on memory.
How to achieve it
- Trigger outreach when new RB2B leads are created
- Create follow-up tasks automatically
- Enroll leads into email or nurture sequences
- Personalize messages using RB2B data
Where to configure it
Salesforce → Flow Builder → Record-triggered Flow
Actions → Create Task, Send Email, or Update Fields
Quick win
Automatically create a same-day follow-up task for every new RB2B lead.
Improve lead scoring with intent signals
Why this matters
Lead scoring helps teams focus on the best opportunities first. Behavioral signals from RB2B often predict buying intent better than static data alone.
How to achieve it
- Increase scores for repeat visits
- Add points for pricing or demo page views
- Weight ICP matches higher
- Reduce scores for inactivity
Where to configure it
Salesforce → Lead Scoring rules or Flow logic → Update score fields automatically
Quick win
Add +20 points for pricing page visits to instantly surface sales-ready leads.
Run account-based marketing (ABM) campaigns
Why this matters
Multiple visitors from one company often signal serious buying activity. ABM focuses outreach at the account level rather than chasing individual contacts.
How to achieve it
- Group visitors by company or domain
- Create account-level campaigns
- Coordinate multi-touch outreach across channels
- Alert account owners when multiple stakeholders visit
Where to configure it
Salesforce → Accounts → Campaigns or Lists
Flow Builder → Trigger when multiple contacts from same account show activity
Quick win
Alert Sales when two or more people from the same company visit within a week.
Track performance and ROI
Why this matters
You need to know if the integration is actually driving revenue. Tracking RB2B-sourced leads separately shows exactly how much pipeline comes from identified visitors.
How to achieve it
- Filter reports by Lead Source = RB2B or Account Source = RB2B
- Measure conversions to opportunities and revenue
- Track response times and outcomes
- Review monthly and refine workflows
Where to configure it
Salesforce → Reports & Dashboards → Custom Report → Filter by Lead Source
Quick win
Create a dashboard showing opportunities and revenue influenced by RB2B this month.
Align Sales and Marketing around intent data
Why this matters
RB2B data is most powerful when both teams use it. Shared visibility ensures Marketing warms leads and Sales engages at the right moment without overlap or missed opportunities.
How to achieve it
- Share dashboards across teams
- Define clear ownership rules
- Document follow-up SLAs
- Review results together regularly
Where to configure it
Salesforce → Shared dashboards and reports
Internal process → regular Sales/Marketing syncs
Quick win
Hold a monthly review of RB2B-sourced pipeline to refine targeting and improve conversion.
Closing
Why this matters
RB2B shows you who’s interested. Salesforce helps you act on that interest. When combined, you turn anonymous traffic into trackable pipeline automatically.
How to achieve it
Capture everything, segment intelligently, automate follow-up, and measure outcomes consistently.
Quick win
Enable record creation, auto-assign new leads, and add them to a campaign today. That single setup unlocks immediate value.