Negative Filters + Suppression
The engineering of System Noise Reduction—applying negative weights and block-rules for careers, competitors, and existing opportunities to protect Sales cycle integrity.
The "False Signal" Friction
Intent surges are often caused by the wrong people. An account "surging" on your category keywords might actually be Candidate Research (Careers), Competitor Intelligence, or Vendor Outreach. Without Negative Filters, these signals artificially inflate your scores, leading to SDRs chasing noise and AEs getting alerts for accounts they already own. We fix this by making "What not to call" as important as "Who to call."
Friction Points
- Cycle Conflicts: Marketing triggering "New Lead" plays on accounts with open $1M opportunities.
- SDR Burnout: Reps wasting time researching accounts that are actually just existing customers.
- Intel Leak: Showing mid-funnel technical proof to competitors who are scraping your site.
The Suppression Registry
Suppress signals from /careers or job-board referrers.
Exclude accounts with "Open" status in CRM.
Domain-level block for known rival entities.
Environment Implementation
6sense / Demandbase ON
We configure Exclusion Segments that cross-reference CRM Account Status. We build "Negative Keyword" lists for intent profiles to ensure HR-related research doesn't trigger a business surge.
Config: Exclude IF https://apply.workable.com/hint/ OR [Account_Type == 'Customer']Platform Off (CRM/MAP First)
We build Suppression Logic in your MAP/CRM workflows. We use a "Global Exclusion Field" that, when checked (Customer/Competitor), prevents any ABM-related tasks or sequences from triggering at that Account ID.
Flow: IF [Exclusion_Flag == TRUE] THEN Exit_All_SequencesArtifacts You Receive
- Negative Signal Taxonomy: The list of URLs and keywords that trigger suppression.
- Exclusion Field Spec: CRM architecture for managing account-level blocklists.
- Competitor Domain Registry: Pre-built list of rivals to shield from orchestration.