Introduction
Not every website visitor deserves a sales touch. The key to successful outreach is timing - reaching out when intent and fit align. RB2B gives you powerful insights into who’s on your site and how they behave. But the real magic happens when you know how to read the signals.
This guide breaks down the most important indicators that a visitor is worth your attention.
High-Intent Page Views
Start by identifying what high intent means for your business. These are pages that typically signal strong buying interest or evaluation behavior.
Examples include:
Pricing or Plans: Often the last stop before a demo or purchase.
Integration or Feature Pages: Suggest a visitor is comparing solutions.
Case Studies or Testimonials: A sign they’re seeking validation or social proof.
✅ Best Practice: Create a Hot Pages list in your RB2B dashboard. Tag these pages as conversion-intent triggers and prioritize outreach to visitors who have viewed one or more of them.
Return Visits
When a visitor comes back to your site on multiple days, it’s a strong signal of active consideration. Someone doing research won’t just click once - they’ll return to:
Compare solutions.
Revisit pricing.
Share links internally.
✅ Best Practice: Look for visitors who’ve returned more than once in the last 7 days. Combine that with high-intent page views for your strongest outreach candidates.
ICP Match + Hot Leads Tagging
Knowing whether a visitor aligns with your Ideal Customer Profile (ICP) is one thing - acting on that knowledge in real time is where the real value lies. That’s exactly what RB2B’s Hot Leads feature is designed for.
Hot Leads let you define the exact traits that make someone a fit for your business - things like company size, industry, revenue range, seniority level, or job title.
Once those criteria are set, RB2B automatically tags visitors who meet them as Hot Leads.
✅ Best Practice:
Treat Hot Leads as your priority list - these are visitors who both fit your ICP and are actively engaging with your site.
Combine the Hot Leads tag with behavioral signals (like viewing pricing or integrations pages) to pinpoint outreach opportunities.
Set up integrations (HubSpot, Salesforce, Slack, etc.) so your team is instantly notified when a Hot Lead appears, returns, or visits a key page.
🔥 Pro Tip: If a visitor doesn’t meet your Hot Leads criteria yet, don’t ignore them - add them to a nurture workflow. Their behavior over time may eventually qualify them as a Hot Lead.
Company-Level Engagement (Multiple Visitors from the Same Company)
Sometimes, the most powerful signal isn’t what one visitor does — it’s what multiple people from the same company are doing. When several employees from one organization start visiting your site around the same time, it’s often a sign that a buying committee is forming or internal discussions have started.
While RB2B doesn’t currently provide a company roll-up view, you can still spot this pattern in a few ways:
✅ Best Practice:
Watch for repeat company names showing up in your daily or weekly visitor feed — multiple visits from the same domain usually signal deeper evaluation.
Use external tools (like HubSpot, Clay, or your CRM) to track company-level engagement trends. For example, if several contacts from one domain are visiting pricing or feature pages, it’s a strong indicator of intent.
Combine signals — if multiple visitors from one company also appear as Hot Leads or view high-intent pages, prioritize outreach or coordinate a targeted sequence to that account.
🔥 Pro Tip: Consider setting up an automation in your CRM or workflow tool that groups visitors by company domain. When more than one unique visitor from the same company appears within a short timeframe, trigger an alert or Slack notification for your sales team to follow up.
Bringing It All Together
The strongest outreach opportunities come from combining intent (what a visitor does) with fit (who they are).
RB2B helps you identify both - but it’s up to you to connect the dots. The ideal moment to reach out is when multiple signals overlap:
The visitor has viewed one or more high-intent pages (like pricing or integrations).
They’ve returned to your site on different days, showing active evaluation.
They’re tagged as a Hot Lead, meaning they match your ICP.
You’ve noticed multiple visitors from the same company domain in your feed or CRM.
✅ Best Practice: Start with your Hot Leads list, then layer in behavior-based signals (page views, return visits, etc.). When a visitor checks all those boxes, it’s time to reach out - whether that means adding them to a sequence, sending a personalized email, or creating a task in your CRM.
If you’re using HubSpot, Clay, or another workflow tool, you can even automate this:
Trigger outreach when a Hot Lead visits a high-intent page.
Alert your team when multiple visitors from the same domain appear within a few days.
🔥 Bottom line: Don’t rely on any single signal in isolation. True buying intent is revealed when fit, behavior, and repetition all point in the same direction. That’s your window - reach out while the interest is fresh.
Closing
Don’t just chase traffic - chase signals.
RB2B equips you with the behavioral and firmographic data you need to know when it’s time to reach out - and when to hold back. In the next article, we’ll cover how to tailor your outreach based on these signals - including what to say, which channels to use, and how to strike the perfect balance between persistence and relevance.