Website De-anonymization Playbook

RB2B names the company, and where it can the person, and the depth of the visit becomes the signal.

• RB2B identifies each visitor at two levels:
  • Company level: the business behind the visit
  • Contact level: the person, when they can be identified
• Each identification starts the workflow the moment it happens.
• Visit depth is the signal:
  • Pricing, demo and case study pages
  • Repeat visits
  • Several people from the same account
• Each visit is logged on the account's HubSpot record with its type and time.

• RB2B
• HubSpot

Every visitor is looked up first, so customers and open deals go to their owner.

• Look up each visitor in HubSpot by email or domain.
• Customer or open deal: goes to its owner in the CRM, never into cold outreach.
• Already in an active sequence: left alone until it ends.
• New to you: moves on to enrichment.
• A lookup only runs on a real email or domain. A blank field would match the wrong record.

• HubSpot

Each new account gets a decision maker, a champion and a user, each with a work email.

• Start from the visitor, or from the company when only the company is known.
• Map the buying committee at each account:
  • The decision maker
  • A likely champion
  • A day-to-day user
• The enrichment waterfall uses IcyPeas, Prospeo, LeadMagic and GetLeads.
• Each vendor only sees the contacts the ones before it missed.

• IcyPeas
• Prospeo
• LeadMagic
• GetLeads

Every email is checked twice before anything sends.

• MillionVerifier checks every address first, then BounceBan checks every address that passes.
• Sort each address by the result:
  • Valid: kept for the campaign
  • Catch-all: kept only if BounceBan marks it deliverable, and sent from its own campaign so its results read separately
  • Invalid, disposable or unknown: removed
• An enrichment vendor's own check never counts as one of the two.
• A contact that fails keeps its place on the list with a flag, so no qualified person is silently lost.

• MillionVerifier
• BounceBan

Sumble shows what is changing at the account, on top of the visit.

• Sumble adds hiring, team growth and tech-stack changes at the account.
• Funding and leadership changes count too.
• A Sumble match only counts when it lands on the account's exact domain.
• Every signal lands on the account's HubSpot record, stamped with its type and time.
• Signals add up. An account moves from cold to warm to active as they stack, and one signal alone seldom changes its tier.

• Sumble
• HubSpot

Each account is scored on fit and on timing, then sorted into a tier.

• Jev and OpenRouter score two things in one pass: fit against your ICP, and timing from the visit and the signals around it.
• They classify and score only. Neither one enriches.
• The tier comes from fixed rules on top of their answers:
  • Tier one: a strong fit, with signals stacking up
  • Tiers two and three: a partial fit, or a strong fit with only one signal
  • Disqualified: a weak fit, or a disqualifier such as a competitor
• Too little evidence to judge? The account stays unscored instead of guessed.

• Jev
• OpenRouter

A Slack alert goes to the account owner, who works the account one to one while the visit is fresh.

• A Slack alert goes to the account owner and names the signal, such as repeat visits to pricing.
• The owner then works it one to one:
  • A warm call on Salesfinity
  • A personal note on LinkedIn or Gmail
  • A short personal video
• Reach out while the visit is still fresh.
• Whatever the rep does from the alert is written back to the CRM.

• Slack
• Salesfinity
• LinkedIn
• Gmail

Everyone else joins an always-on email sequence that opens on the signal.

• Automated emails in EmailBison open on the signal.
• The sequence is always on, so new visitors enter as they are identified.
• An account that engages moves up to tier one.
• Frequency caps limit how often any one person hears from you.
• Two emails in total, and no link in the first.
• Disqualified: no message.

• EmailBison