Revenue Workflow
Signal Activation
This workflow ingests intent signals from CRM, product, review sites, partner networks, technographic feeds, and social channels. It cleans, scores, and routes them into your CRM and activation tools so reps act on qualified opportunities fast.
AdvancedTime to value · 3 to 4 weeks26 tools
The outcome
Converts diffuse intent signals into qualified pipeline by orchestrating capture, enrichment, and activation across your existing stack.
How it flows
How it flows.
Build it, step by step
Build it, step by step.
01
Capture signals from all sources
Ingest raw signals from first-party (CRM, website, product), second-party (reviews, partner networks, LinkedIn), and third-party (technographics, news, social) sources. Connect via native integrations, API calls, and webhooks.
- Pull CRM activity, website visits, form fills, and email engagement
- Ingest review site visits (G2, Capterra), partner overlap (Crossbeam), and LinkedIn reactions or webinar RSVPs
- Collect technographic changes (TheirStack), job postings (PredictLeads), news mentions, and social activity
- Route all signals into a unified ingestion layer via webhooks or scheduled API syncs
02
Aggregate into one signal table
Centralize every signal into a single table where each row is one signal tied to one company or contact. Use Clay or Cargo as the orchestration spine.
- Load all signals into a master table with timestamp, source, signal type, and raw identifiers
- Maintain one row per signal event to preserve multi-touch history
- Tag each signal with its originating tool and category (e.g. product, intent, social)
03
Normalize and deduplicate
Standardize company domains, LinkedIn URLs, and job titles so downstream enrichment and matching work. Remove duplicate events and fix formatting inconsistencies.
- Normalize company domains to root (strip www, subdomains, paths)
- Clean LinkedIn URLs to canonical profile format
- Standardize job titles and country codes
- De-duplicate signals by company, contact, and timestamp window
04
Enrich companies and contacts
Append firmographics, technographics, and contact details using waterfall enrichment. Fill gaps left by raw signals.
- Enrich company records with employee count, revenue band, industry, and tech stack
- Waterfall contact email and phone lookup through BetterContact, Apollo, and other providers
- Pull LinkedIn profiles and job history for decision-maker context
- Store enriched fields in the signal table for scoring and routing
05
Look up existing CRM records
Check if the company or contact already exists in HubSpot or Salesforce. Retrieve owner assignment and open opportunity status to inform routing.
- Match by domain for companies, email for contacts
- Pull current owner, account status, and open opportunity stage
- Flag whether the signal is net-new or an expansion touch on an existing account
06
Qualify with AI
Use Claude or ChatGPT to score company fit and persona fit against your ICP definition. Drop signals that fall below threshold.
- Pass enriched company data and signal context into a qualification prompt
- Score firmographic fit (size, industry, location) and persona fit (title, seniority)
- Return binary pass/fail or numeric score; filter out non-ICP accounts before routing
07
Score and tier accounts
Rank qualified accounts into Tier 1, 2, or 3 using firmographics, technographics, and signal strength. Tier determines activation priority and channel.
- Assign points for employee count, funding, tech stack matches, and signal recency
- Weight high-intent signals (demo request, pricing page) higher than passive engagement
- Tier 1: strong fit, high intent. Tier 2: good fit, moderate intent. Tier 3: okay fit or weak signal
08
Segment for routing and messaging
Group accounts by size, industry, location, or business type. Segments control which rep gets the signal and which message template fires.
- Segment by SMB vs. mid-market vs. enterprise
- Tag by vertical (fintech, healthcare, SaaS) for specialized reps or campaigns
- Add geographic or language routing rules if needed
09
Assign owner
Route each signal to the correct rep. If an owner already exists in CRM, preserve it. Otherwise, assign round-robin within the segment.
- Maintain a live rep roster with capacity, segment coverage, and active status
- If CRM lookup returned an owner, keep that owner
- If no owner, round-robin within the segment or tier
- Write owner assignment back to the signal table for audit trail
10
Sync to CRM
Push or update company, contact, and custom event records in HubSpot or Salesforce. Track multiple signals per account so reps see full intent history.
- Upsert company and contact records with enriched fields
- Create a custom event or timeline entry for each signal (e.g. 'G2 Profile Visit', 'Pricing Page View')
- Stamp signal timestamp, source, and tier onto the record
- Ensure CRM reflects current owner assignment
11
Activate across channels
Trigger ads, email sequences, LinkedIn automation, and call tasks based on tier and segment. Alert reps in Slack for high-priority signals.
- Push Tier 1 accounts into Google or LinkedIn retargeting audiences
- Enroll contacts into Instantly (email) or HeyReach (LinkedIn) sequences
- Create call tasks in Nooks for same-day outreach on hot signals
- Post Slack alert with signal summary, enriched data, and rep assignment for manual follow-up
The stack
The stack.
- Clay Aggregate and orchestrate signals
- Cargo Alternative aggregation layer
- n8n Workflow automation and webhooks
- Freckle Identity resolution
- BetterContact Contact waterfall enrichment
- HubSpot CRM sync and custom events
- Salesforce CRM sync and ownership
- Claude ICP qualification scoring
- Perplexity Research enrichment
- Instantly Email outbound sequences
- HeyReach LinkedIn outbound automation
- Nooks Dialer and call tasks
- Warmly Website visitor signals
- RB2B Anonymous visitor identification
- Crossbeam Partner overlap signals
- G2 Review and comparison signals
- Capterra Review signals
- Amplitude Product usage events
- Mixpanel Product usage events
- TheirStack Technographic signals
- PredictLeads Job opening signals
- Teamfluence LinkedIn relationship mapping
- Apollo Contact and company enrichment
- LinkedIn Engagement and webinar signals
- Luma Event attendance signals
- Webflow Gated content downloads
Related workflows
Related workflows.
Want a pod to run this for you?
Phi pods plug this workflow into your existing stack as Revenue Infrastructure, then operate it.