RB2B's integration with Salesforce CRM offers a range of customizable settings, enabling you to control when and how RB2B creates new contacts or companies in your Salesforce database. These settings allow you to align RB2B’s capabilities with your sales or marketing strategy, whether you adopt a Signal-First or TAM-First (Total Addressable Market) approach.
By configuring these options, you ensure that your CRM remains organized and focused on high-priority leads, while eliminating unnecessary data clutter. Below, we’ll outline the key company and contact settings available in the RB2B Salesforce CRM integration and explore their use cases to help you determine the best configuration for your needs.
Company Settings
1. Setting: Allow RB2B to create a company if it does not already exist in Salesforce CRM
Default Setting: On
Function: RB2B will automatically create a new company in Salesforce if it identifies a company that does not already exist in your CRM.
Who Would Benefit From This Setting Being “On”?
Users who want to collect and track data on all companies identified by RB2B, even if the company is not already in their Salesforce database.
Teams focused on prospecting or expanding their database of potential business accounts.
Who Would Benefit From This Setting Being “Off”?
Users who already have a comprehensive list of target companies in their Salesforce CRM and prefer to prevent the creation of new, non-targeted companies.
Teams aiming to limit their Salesforce data to pre-qualified or pre-approved companies to reduce clutter.
Contact Settings
1. Setting: Allow RB2B to create contacts if the contact does not exist in Salesforce CRM
Default Setting: On
Function: RB2B will create a new contact in Salesforce if the contact does not already exist.
Who Would Benefit From This Setting Being “On”?
Users looking to collect information on all website visitors identified by RB2B, even if they are brand new to the system.
Businesses prioritizing comprehensive lead collection for broader engagement or outreach campaigns.
Who Would Benefit From This Setting Being “Off”?
Users who prefer RB2B to update existing contacts only and avoid creating new ones. For example, RB2B would enrich known contacts with additional details and activity history (such as page views or other behavioral insights), but would not add completely new entries.
Teams focused on maintaining a clean database, only capturing leads that have been pre-qualified or already engaged.
2. Setting: Allow RB2B to create contacts without an associated company
Default Setting: On
Function: RB2B will create new contacts in Salesforce even if the system does not identify a company associated with the individual.
Who Would Benefit From This Setting Being “On”?
Users who want to collect contact information for all visitors, regardless of whether RB2B can identify the visitor’s company. This is particularly useful for teams seeking to build lead pipelines, even when company details are incomplete.
Businesses that rely on nurturing individual contacts over time, gradually enriching their data.
Who Would Benefit From This Setting Being “Off”?
Users who require company association as a prerequisite for contact creation. For instance, sales teams that exclusively focus on engaging leads tied to specific target companies or industries may find this setting beneficial.
Organizations concerned about cluttering their CRM with incomplete records lacking actionable data.
Best Practices for Configuring These Settings
When adjusting your RB2B-Salesforce integration settings, consider the following:
Align With Your Strategy: If your goal is to expand your lead pool and prospect broadly, leaving these settings “on” is advantageous. However, if your priority is to focus on specific accounts or minimize data clutter, toggling certain settings “off” may be better suited for your needs.
Review Data Quality Regularly: Regardless of your settings, it’s important to periodically review the data RB2B generates in your Salesforce CRM. This ensures you maintain high-quality records while identifying opportunities for deeper engagement with key leads or accounts.
Leverage Contact and Company Data: Use RB2B’s insights to create targeted workflows, personalized marketing campaigns, or detailed sales reports in HubSpot. Enriching your CRM with actionable insights can significantly enhance the efficiency of your marketing and sales efforts.
Test and Refine Settings Over Time: Your business needs may change, so it’s important to revisit and tweak these settings to ensure they continue to align with your objectives.
By customizing these settings, RB2B’s Salesforce CRM integration can become a powerful tool to help you identify, enrich, and engage with the most valuable leads for your business. Proper configuration ensures that your CRM reflects your strategic priorities, helping you stay organized and focused on high-impact opportunities.