Website visitor to outbound in Default: identify, enrich, assign, sequence

Default can turn a website visitor into an outbound sequence in 1 workflow. Reveal identifies the visitor, the Website Intent Signal trigger starts the workflow, Enrich Data fills in the person and company, Round-Robin assigns a rep, and a sequencing node adds the person to that rep’s sequence in Apollo, Outreach, Salesloft, Amplemarket, Smartlead, Gong Engage, or HubSpot.

The 4 steps at a glance

Step	Feature or node	What it does
1. Identify	Reveal and the Website Intent Signal trigger	Identifies the visitor’s company, or the visitor as a person, and starts the workflow.
2. Enrich	Enrich Data	Adds person and company details from a provider or a waterfall.
3. Assign	Match Record, Round-Robin, and Create Record	Checks the CRM, picks a rep from a queue for new people, and writes the rep as the owner.
4. Sequence	A sequencing node, such as Add to Outreach Sequence	Adds the person to a sequence, sending as the assigned rep.

Which visitor signal to use for outbound

The Website Intent Signal trigger has 2 variants in the trigger picker. A sequence needs a person, so only the People Signal gives a sequencing node someone to add.

	Account Signal	People Signal
What it identifies	The visitor’s company	The visitor as a person: name, title, and email
Provider	Clearbit Reveal or Demandbase, whichever you have on	Vector
When it fires	In real time, as the page loads	In batches, about every 30 minutes
Where it runs	Only on pages where the Reveal switch is on	On every page the Pixel tracks, while Vector is on
Repeat visits	1 run per company, per workflow, each hour	Every identification starts a run
Visitor consent it respects	Analytics consent	Marketing consent
Good outbound use	Alert the account owner, or review new accounts	Enroll the person in a sequence

When both Clearbit Reveal and Demandbase are on, Default asks both. If both find a company, Default uses Clearbit Reveal’s answer. The Trigger type field also offers Batched company (Vector), which identifies the company in batches.

Setup for visitor-to-outbound workflows

Requirement	Where	Why
The Pixel on your site	Signals. See Set up the Pixel and Forms SDK.	Every signal starts from the Pixel’s page activity.
A Website Intent provider on	Settings → Integrations → Website Intent. See Enrichment providers.	Clearbit Reveal or Demandbase powers the Account Signal. Vector powers the People Signal.
The Reveal switch on for your key pages	Signals, then the domain’s Paths table. See Reveal.	The Account Signal runs only on those pages.
Enrichment providers or a waterfall	Settings → Integrations → Enrichment, and Waterfalls	Enrich Data uses them. Default supplies the data and bills it in enrichment credits.
Salesforce or HubSpot connected	Settings → Integrations	Match Record and Create Record read and write the CRM.
A queue with a routing policy	Routing → Queues. See Queues.	Round-Robin picks the rep from it.
The sequencing tool connected, and each rep mapped	Settings → Integrations, and Settings → Users. See Send routed leads to sales sequences.	The sequencing node sends as the rep through their mapping.

Website Intent providers are available at an additional cost, and each identification uses credits. Speak to the Default customer success team to learn more.

Build a People Signal workflow that ends in a sequence

This example takes people identified on your pricing page, keeps those that fit your ideal company size, and sends new people to the Outreach sequence of a sales development rep (SDR). People already in Salesforce stay with their owner, and that owner gets a Slack message.

Add the trigger

In Workflows, create a workflow. Select Add Node, then Triggers, and choose People Signal. Set Tracked domain to your domain, for example acme.com, and Page URL pattern to /pricing. Select Create Trigger.

Enrich the person and company

Add Enrich Data. Set Enrichment target to Both and Enrichment source to your waterfall. Leave Email / Domain (optional) empty, and Default uses the visitor’s email from the trigger.

Keep visitors who fit

Add Multi-Branch with a branch named Fit, for example where the enriched company size is greater than 200. Leave the Else branch empty, so visitors who don’t fit end the run.

Check Salesforce for the person

On the Fit branch, add Match Record. Set CRM to Salesforce and Record to Lead, and under Match Details, match the Lead’s email to the visitor’s email.

Leave existing records with their owner

On the Match branch, add Send Slack Message to the matched Lead’s owner with the page the person visited. The owner decides the next step.

Assign a rep to new people

On the No Match branch, add Round-Robin and set Queue to Outbound SDRs. Then add Create Record with Platform set to Salesforce and Record Type set to Lead. In Mapped Fields, map the name, email, title, and company, and set Owner ID to Latest assigned user.

Add the person to the sequence

Add Add to Outreach Sequence. Set Sequence to Pricing page visitors, Sending mailbox to Latest assigned user, and Email to the visitor’s email from the trigger.

Test, publish, and turn it on

Select Test, fill in a sample with your own email, and select Run Test. Then select Publish and check that the status next to the deployment switch reads Live. A new workflow goes live when you first publish it. If the status reads Paused, turn the switch on. Reveal starts only published workflows that are turned on.

A test performs real actions. It creates the Lead, counts the routing assignment, and enrolls the person in the sequence. Use your own email and a test sequence.

To use another sequencing tool, swap the last node. Gong Engage needs the CRM record ID from Create Record, and HubSpot sequences need a HubSpot contact. See Send routed leads to sales sequences.

Use the Account Signal to alert account owners

The Account Signal identifies a company without a person, so it suits alerts and account review.

Start the workflow with Account Signal, limited to your key pages with Page URL pattern.
Add Enrich Data with Enrichment target set to Company. It uses the company domain from the trigger.
Add Match Record with Record set to Account. Match the Account’s Website to the company domain with the domain matches operator. See Match an account by company domain.
On the Match branch, send a Send Slack Message to the account’s owner.
On the No Match branch, post to a channel such as #website-visitors for your SDRs to review. Create CRM accounts only for companies that pass your fit rules, so the CRM does not fill with accounts nobody works.

What to expect from visitor-to-outbound workflows

Not every visitor is identified. Company matching needs a visitor on a company network. Visitors on home networks, mobile data, or a VPN often stay anonymous.
People Signal runs arrive in batches. Expect a person to be identified up to an hour after the visit.
Repeat identifications start new runs. The People Signal has no hourly limit. With Match Record before Round-Robin, a person identified again after the first run created their Lead takes the Match branch, so they are not routed or enrolled twice. Runs that start before either one has created the Lead can both take No Match, so keep your CRM’s duplicate protection on, for example a Salesforce duplicate rule that blocks new Leads with an existing email.
The sequencing tool’s checks stay on. The node’s advanced override toggles are off by default, so the tool still skips people it would normally skip, for example people active in another sequence.
Consent is respected. Without analytics consent, the Account Signal cannot run. Without marketing consent, the People Signal does not load. See Consent Gating.

Troubleshoot visitor-to-outbound workflows

What you see	What to check
The workflow never starts	Check that it is published and turned on, that Tracked domain and Page URL pattern match the visit, and, for the Account Signal, that Reveal is on for the page.
The People Signal never fires	Check that Vector is on under Settings → Integrations → Website Intent, and that visitors grant marketing consent. Vector sends results only for domains registered with it, so if Vector is on and nothing arrives, contact Default to check your domain.
The Account Signal fired once, then stopped	This is the 1-hour window per company. A later visit starts a new run.
Enrich Data returns no person data	The visitor’s email is missing, or no provider in the waterfall found them. Select Runs at the top of the workflow and open the run. See Run logs.
The sequencing node fails for the rep	Map the rep to the tool in Settings → Users → Integrations.
People already in the CRM get enrolled	Put Match Record before Round-Robin, and add the sequencing node only on the No Match branch.

​The 4 steps at a glance

​Which visitor signal to use for outbound

​Setup for visitor-to-outbound workflows

​Build a People Signal workflow that ends in a sequence

​Use the Account Signal to alert account owners

​What to expect from visitor-to-outbound workflows

​Troubleshoot visitor-to-outbound workflows

The 4 steps at a glance

Which visitor signal to use for outbound

Setup for visitor-to-outbound workflows

Build a People Signal workflow that ends in a sequence

Use the Account Signal to alert account owners

What to expect from visitor-to-outbound workflows

Troubleshoot visitor-to-outbound workflows