Kristy Ellington 7 min

How to Filter For ICP Using RB2B and Clay

Patrick Spychalski teaches you how to qualify and filter ICP leads using RB2B and Clay.

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0:00

All right, so RB to be is obviously a super powerful tool, but sometimes the

0:04

people that visit your website are not people that you actually want to reach

0:07

out to.

0:08

So in this video, I'm going to show you how to automatically qualify and filter

0:11

out the leads that you don't want to reach out to.

0:14

So you only focus on the ones that you do.

0:16

This can be done using a tool called clay, which is directly integratable with

0:20

RB to be.

0:21

And I'm going to show you how to connect the two.

0:23

Then I'm going to show you how to add filters so you can filter out any leads

0:26

that you don't want to reach out to.

0:28

All right, so first what we have to do is go into RB to be and go down to integ

0:32

rations.

0:33

And from there, you'll see that clay is an option.

0:35

Click on clay and it's going to ask you for a webhook URL.

0:39

Of course, we don't have that right now, but an easy way to find that is by

0:42

going to the platform clay itself, clicking Create New in your workspace, then

0:46

clicking Table.

0:48

From there, just scroll down to import data from webhook and new blank table.

0:53

And you can go ahead and once it creates the table, copy the webhook URL that

0:57

it creates and just go ahead and paste it into the RB to be.

1:01

So here's our webhook URL, copy it, go back to RB to be, paste it, and once you

1:06

save it, those website visitors will start streaming automatically into your

1:09

clay table.

1:10

However, I've already done this, of course.

1:12

So I've had it running for a little while and you can see here that I have some

1:15

website visitors streaming into my clay table.

1:18

So what we're going to do is go ahead and start adding some of our filters.

1:22

And of course, I'm just going to make this up.

1:24

You can add whatever filters you'd like using clay's very powerful integrations

1:27

So I figured for this one, the two things I'll look for are whether the person

1:30

is actually a decision maker at the company, so that being manager or above,

1:35

and whether they started their job in the past six months.

1:38

Let's say those are our main qualifiers for that person to be in our ICP that

1:41

we want to reach out to, which is quite easy to do with clay.

1:44

So clay, in essence, is a spreadsheet that has a bunch of different data

1:48

providers connected to it to allow you to find a lot of really great data on

1:52

people and companies.

1:54

So what we have to do first is click add column and let's think about the thing

1:58

that we're looking for first.

2:00

We need to find the start date of the person that visited our website's job in

2:03

order to figure out whether they started their job within the past six months

2:07

or not.

2:08

So to do that, there is an enrichment in clay called enrich person from a

2:13

profile.

2:14

What this one does is it finds all of the LinkedIn data from a person's given

2:17

LinkedIn and outputs it into the table very easily for you.

2:21

So if you click enrich person from profile, we throw in their LinkedIn URL and

2:25

just click run, you'll see slowly that it actually adds all of the person's

2:30

LinkedIn profile data automatically into a clay table.

2:35

So I'm going to let this run and then we can get moving on to the next step.

2:39

All right, so there we go.

2:41

Now when we click on these cells, we can actually find all the person's

2:43

LinkedIn profile data, including their title, the company that they work with,

2:47

et cetera, et cetera.

2:48

The thing we're looking for, again, is the day in which they started their job.

2:52

And if you have used LinkedIn at all, you'll know for a fact that you can find

2:54

that just going into their experience data.

2:57

So we'll go over to their experience, click on that.

3:01

And in order, are there different experiences from most recent to least recent?

3:06

So we will click on the most recent one.

3:08

And here is their start date.

3:10

So we're going to add that as a column into the clay table.

3:12

And now our start date of the person's job is in a column.

3:17

So everything in yourself, how do you programmatically filter out whether they

3:20

started in the last six months or not?

3:22

I mean, that seems a bit complicated.

3:24

Luckily, clay has a really easy way to use plain English to figure this out.

3:28

So all we have to do is click add column and go down to this little formula

3:31

section right here.

3:33

Formula sounds scary, but it really isn't with clay.

3:36

That's because you can use AI to generate a formula that filters out for

3:38

anything you'd like.

3:40

So what I can do is say, check the box if start date is within the past six

3:52

months.

3:54

Generate the formula.

3:57

You'll see that true is the output.

4:00

Anytime it's in the past six months, I will save it.

4:03

And it auto creates a check box for me that figures this out.

4:07

So if I wanted to only check the box for people who have recently started in

4:11

the past six months,

4:13

I could actually just go to filter, go down to recent start date and have is

4:17

checked.

4:18

And only eight of them have actually started their job in the past six months.

4:22

All right, so we're actually going to use AI for this next filter, which is

4:25

figuring out

4:26

whether this person's job title is managerial or above.

4:29

As you can probably imagine, it's requiring some relatively high level thinking

4:33

to determine whether the job title is managerial or above.

4:35

You can't use a formula.

4:36

You can't really use any sort of data provider.

4:38

But luckily, clay has open AI that can do this for us.

4:42

So essentially, their open AI integrations are like using chat GPT, but at

4:45

scale, which makes it really easy

4:48

to prompt chat GPT instead of having to do it for each person in your list.

4:51

So all we're going to do is type in chat GPT.

4:55

You can see generate text, which is what we're looking for.

4:58

And it's asking you for a prompt just like chat GPT would.

5:02

And the clay system is really cool because it allows you to use full columns to

5:05

prompt chat GPT,

5:06

which allows you to do it for each single row, but have a different output

5:10

regardless.

5:11

So what I'm going to say is classify whether this person's job

5:19

is managerial or above.

5:24

This can be C-suite, founder, anything that is manager or higher on the

5:35

organizational hierarchy.

5:39

Print just yes or no, depending on what you find.

5:46

Yes, if it is managerial or above, and no, if it isn't, your output should be

5:56

one answer or one word, I should say.

6:02

Here is their job title.

6:07

And you'll see here, I can actually put the entire job title column in here,

6:12

and it will run separately for each one.

6:14

So I can do a true or false.

6:17

As our answer formatting, click save, and we will run all of the rows in this

6:21

view, and we will figure out whether these people are the job titles we're

6:25

looking for or not.

6:26

All right, and it seems like most of the people who are in this list are

6:29

managerial or above.

6:31

And if we go and actually check this manually, head of product, principal,

6:34

director, SVP, COO, all four of those are checked, but associate is not checked

6:39

So it seems like TatiPT did a great job, and it auto created a checkbox for me,

6:42

so I don't have to really do anything.

6:44

So now we can see how many people are in my ICP based on this information.

6:48

So we can go and see if recent start date is checked, and whether managerial

6:53

position response is also checked.

6:57

And we have six people in our ICP that have actually been worth reaching out to

7:03

It seems based on the ICP that I made up, completely made up, false, and I just

7:07

created it.

7:08

So that is how you filter your site visitors based on certain criteria, and you

7:13

can only reach out to them based on that criteria using those filters.

7:16

I hope this was helpful, and feel free to reach out if you have any questions.

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How to Filter For ICP Using RB2B and Clay

0:00 - All right, so RB to be is obviously a super powerful tool, but sometimes the ::: 0:04 - people that visit your website are not people that you actually want to reach ::: 0:07 - out to. ::: 0:08 - So in this video, I'm going to show you how to automatically qualify and filter ::: 0:11 - out the leads that you don't want to reach out to. ::: 0:14 - So you only focus on the ones that you do. ::: 0:16 - This can be done using a tool called clay, which is directly integratable with ::: 0:20 - RB to be. ::: 0:21 - And I'm going to show you how to connect the two. ::: 0:23 - Then I'm going to show you how to add filters so you can filter out any leads ::: 0:26 - that you don't want to reach out to. ::: 0:28 - All right, so first what we have to do is go into RB to be and go down to integ ::: 0:32 - rations. ::: 0:33 - And from there, you'll see that clay is an option. ::: 0:35 - Click on clay and it's going to ask you for a webhook URL. ::: 0:39 - Of course, we don't have that right now, but an easy way to find that is by ::: 0:42 - going to the platform clay itself, clicking Create New in your workspace, then ::: 0:46 - clicking Table. ::: 0:48 - From there, just scroll down to import data from webhook and new blank table. ::: 0:53 - And you can go ahead and once it creates the table, copy the webhook URL that ::: 0:57 - it creates and just go ahead and paste it into the RB to be. ::: 1:01 - So here's our webhook URL, copy it, go back to RB to be, paste it, and once you ::: 1:06 - save it, those website visitors will start streaming automatically into your ::: 1:09 - clay table. ::: 1:10 - However, I've already done this, of course. ::: 1:12 - So I've had it running for a little while and you can see here that I have some ::: 1:15 - website visitors streaming into my clay table. ::: 1:18 - So what we're going to do is go ahead and start adding some of our filters. ::: 1:22 - And of course, I'm just going to make this up. ::: 1:24 - You can add whatever filters you'd like using clay's very powerful integrations ::: 1:27 - So I figured for this one, the two things I'll look for are whether the person ::: 1:30 - is actually a decision maker at the company, so that being manager or above, ::: 1:35 - and whether they started their job in the past six months. ::: 1:38 - Let's say those are our main qualifiers for that person to be in our ICP that ::: 1:41 - we want to reach out to, which is quite easy to do with clay. ::: 1:44 - So clay, in essence, is a spreadsheet that has a bunch of different data ::: 1:48 - providers connected to it to allow you to find a lot of really great data on ::: 1:52 - people and companies. ::: 1:54 - So what we have to do first is click add column and let's think about the thing ::: 1:58 - that we're looking for first. ::: 2:00 - We need to find the start date of the person that visited our website's job in ::: 2:03 - order to figure out whether they started their job within the past six months ::: 2:07 - or not. ::: 2:08 - So to do that, there is an enrichment in clay called enrich person from a ::: 2:13 - profile. ::: 2:14 - What this one does is it finds all of the LinkedIn data from a person's given ::: 2:17 - LinkedIn and outputs it into the table very easily for you. ::: 2:21 - So if you click enrich person from profile, we throw in their LinkedIn URL and ::: 2:25 - just click run, you'll see slowly that it actually adds all of the person's ::: 2:30 - LinkedIn profile data automatically into a clay table. ::: 2:35 - So I'm going to let this run and then we can get moving on to the next step. ::: 2:39 - All right, so there we go. ::: 2:41 - Now when we click on these cells, we can actually find all the person's ::: 2:43 - LinkedIn profile data, including their title, the company that they work with, ::: 2:47 - et cetera, et cetera. ::: 2:48 - The thing we're looking for, again, is the day in which they started their job. ::: 2:52 - And if you have used LinkedIn at all, you'll know for a fact that you can find ::: 2:54 - that just going into their experience data. ::: 2:57 - So we'll go over to their experience, click on that. ::: 3:01 - And in order, are there different experiences from most recent to least recent? ::: 3:06 - So we will click on the most recent one. ::: 3:08 - And here is their start date. ::: 3:10 - So we're going to add that as a column into the clay table. ::: 3:12 - And now our start date of the person's job is in a column. ::: 3:17 - So everything in yourself, how do you programmatically filter out whether they ::: 3:20 - started in the last six months or not? ::: 3:22 - I mean, that seems a bit complicated. ::: 3:24 - Luckily, clay has a really easy way to use plain English to figure this out. ::: 3:28 - So all we have to do is click add column and go down to this little formula ::: 3:31 - section right here. ::: 3:33 - Formula sounds scary, but it really isn't with clay. ::: 3:36 - That's because you can use AI to generate a formula that filters out for ::: 3:38 - anything you'd like. ::: 3:40 - So what I can do is say, check the box if start date is within the past six ::: 3:52 - months. ::: 3:54 - Generate the formula. ::: 3:57 - You'll see that true is the output. ::: 4:00 - Anytime it's in the past six months, I will save it. ::: 4:03 - And it auto creates a check box for me that figures this out. ::: 4:07 - So if I wanted to only check the box for people who have recently started in ::: 4:11 - the past six months, ::: 4:13 - I could actually just go to filter, go down to recent start date and have is ::: 4:17 - checked. ::: 4:18 - And only eight of them have actually started their job in the past six months. ::: 4:22 - All right, so we're actually going to use AI for this next filter, which is ::: 4:25 - figuring out ::: 4:26 - whether this person's job title is managerial or above. ::: 4:29 - As you can probably imagine, it's requiring some relatively high level thinking ::: 4:33 - to determine whether the job title is managerial or above. ::: 4:35 - You can't use a formula. ::: 4:36 - You can't really use any sort of data provider. ::: 4:38 - But luckily, clay has open AI that can do this for us. ::: 4:42 - So essentially, their open AI integrations are like using chat GPT, but at ::: 4:45 - scale, which makes it really easy ::: 4:48 - to prompt chat GPT instead of having to do it for each person in your list. ::: 4:51 - So all we're going to do is type in chat GPT. ::: 4:55 - You can see generate text, which is what we're looking for. ::: 4:58 - And it's asking you for a prompt just like chat GPT would. ::: 5:02 - And the clay system is really cool because it allows you to use full columns to ::: 5:05 - prompt chat GPT, ::: 5:06 - which allows you to do it for each single row, but have a different output ::: 5:10 - regardless. ::: 5:11 - So what I'm going to say is classify whether this person's job ::: 5:19 - is managerial or above. ::: 5:24 - This can be C-suite, founder, anything that is manager or higher on the ::: 5:35 - organizational hierarchy. ::: 5:39 - Print just yes or no, depending on what you find. ::: 5:46 - Yes, if it is managerial or above, and no, if it isn't, your output should be ::: 5:56 - one answer or one word, I should say. ::: 6:02 - Here is their job title. ::: 6:07 - And you'll see here, I can actually put the entire job title column in here, ::: 6:12 - and it will run separately for each one. ::: 6:14 - So I can do a true or false. ::: 6:17 - As our answer formatting, click save, and we will run all of the rows in this ::: 6:21 - view, and we will figure out whether these people are the job titles we're ::: 6:25 - looking for or not. ::: 6:26 - All right, and it seems like most of the people who are in this list are ::: 6:29 - managerial or above. ::: 6:31 - And if we go and actually check this manually, head of product, principal, ::: 6:34 - director, SVP, COO, all four of those are checked, but associate is not checked ::: 6:39 - So it seems like TatiPT did a great job, and it auto created a checkbox for me, ::: 6:42 - so I don't have to really do anything. ::: 6:44 - So now we can see how many people are in my ICP based on this information. ::: 6:48 - So we can go and see if recent start date is checked, and whether managerial ::: 6:53 - position response is also checked. ::: 6:57 - And we have six people in our ICP that have actually been worth reaching out to ::: 7:03 - It seems based on the ICP that I made up, completely made up, false, and I just ::: 7:07 - created it. ::: 7:08 - So that is how you filter your site visitors based on certain criteria, and you ::: 7:13 - can only reach out to them based on that criteria using those filters. ::: 7:16 - I hope this was helpful, and feel free to reach out if you have any questions.