If you’re drowning in a list of random company names from your website analytics, you’re not alone. Tons of B2B folks sign up for lead tracking tools and end up with a spreadsheet graveyard—no real pipeline, just noise. If you want to actually do something with your leads, you need to segment them so you know who to reach out to, and how. This guide is for anyone using Visitor Queue who’s tired of blasting the same message to everyone and hoping for the best.
Let’s cut through the fluff. Here’s how to build custom lead segments in Visitor Queue that actually help you do targeted outreach—and what to skip if you don’t want to waste your time.
Why bother with custom segments?
Visitor Queue does a decent job surfacing companies that visit your site. The problem is, not every company is a good fit, and not every visit is worth your attention. Custom segments let you:
- Focus on leads that match your ideal customer profile (ICP)
- Prioritize follow-up based on real interest, not just random visits
- Send more relevant outreach that doesn’t sound like a robot wrote it
If you’re still emailing every company that lands on your site, you’re going to burn out fast—and annoy a lot of people.
Step 1: Get clear on what matters (before jumping into filters)
Before you start creating segments, figure out what actually matters for your business. This sounds obvious, but most people skip it and end up with useless filters.
Questions to ask yourself: - Who is your ideal customer? (Industry, company size, region, tech stack, etc.) - Which pages signal real intent? (Pricing, contact, product demo—not just the blog) - Are there companies you want to ignore? (Competitors, partners, students, bots)
Pro tip: Write down your top 2–3 “must-have” criteria. Don’t overcomplicate this. More filters = fewer leads and more headaches.
Step 2: Log into Visitor Queue and head to the dashboard
Obvious, but let’s not skip the basics:
- Go to your Visitor Queue account and sign in.
- From the left sidebar, click on Leads. This is your main feed of identified companies.
You’ll see a firehose of company names, page visits, and sometimes a logo. Looks cool, but it’s mostly noise until you set up some rules.
Step 3: Find and use the “Segments” feature
Visitor Queue calls their segmentation tool “Segments.” Here’s how to find it:
- In the Leads area, look for the Segments tab or button—usually at the top or in a sidebar.
- Click Create Segment or New Segment. (The label might change as they update the UI, but it’s obvious.)
You’ll get a screen or popup to define your rules.
Step 4: Build your segment with filters that actually matter
This is where most people go wrong—they add too many filters and end up with zero leads, or they use none and get the same old mess.
What you can filter by in Visitor Queue
- Industry/Category (e.g., SaaS, Manufacturing, Healthcare)
- Company size (number of employees)
- Location (country, state, city)
- Pages visited (specific URLs or groups)
- Visit frequency (number of visits or recency)
- Source/Medium (where the traffic came from)
- Custom tags (if you use tagging)
Example segment ideas: - “US-based SaaS companies who visited the pricing page in the last 7 days” - “Manufacturers with 100–500 employees that checked out our case studies” - “Repeat visits from companies in Europe”
What NOT to do: - Don’t overfilter. If you set 6+ criteria, you’ll get almost nothing unless your website is already huge. - Don’t obsess over vague data like “time on site.” It’s unreliable and often misleading.
Pro tip: Start broad, then tighten up. It’s easier to trim a list than to wish for leads that never show up.
Step 5: Save and name your segment (be specific)
Once you’ve built your filters, save the segment. Give it a name you’ll actually understand a month from now.
Good examples: - “Midwest SaaS, 50+ Employees, Pricing Page” - “UK Agencies, 2+ Visits, Contacted Us”
Bad examples: - “Segment 1” - “Test”
Trust me—future you will thank you.
Step 6: Review your leads and sanity check the segment
Visitor Queue will spit out a list of companies that match your criteria. Take a minute to review:
- Are you seeing legit prospects, or is it mostly noise?
- Did a bunch of competitors or irrelevant companies slip through?
- Is the list big enough to justify outreach, or did you filter out everyone?
If it doesn’t look right, tweak your filters. This isn’t a “set it and forget it” thing—segments will always need some tuning.
Step 7: Set up alerts or exports (optional, but saves time)
If you want to stay on top of new leads in a segment, Visitor Queue lets you:
- Set up email alerts: Get a daily or weekly summary of new matches.
- Export to CSV: Download the segment for easy review or sharing.
- Integrate with CRM/tools: If you’re using HubSpot, Salesforce, or Zapier, you can push segmented leads straight to your pipeline.
Real talk: Don’t flood your inbox with notifications for every segment. Pick the ones that matter most—otherwise, you’ll start ignoring them.
Step 8: Plan your targeted outreach (don’t be a spammer)
Now that you’ve got a segment, the real work starts: actually reaching out in a way that gets noticed.
- Personalize your message. Reference the page(s) the company visited or the problem they might be facing.
- Skip the generic pitch. If your email sounds like it went to 100 people, it’ll go straight to trash.
- Don’t follow up endlessly. One or two attempts is plenty—move on if there’s no response.
Pro tip: Quality beats quantity every time. You don’t need to email every company on your list. Focus on the ones that fit your ICP and visited high-intent pages.
What works, what doesn’t, and what to ignore
What works:
- Simple, focused segments based on your best customers
- Prioritizing leads who show real buying intent
- Reviewing and tweaking segments every month or so
What doesn’t:
- Overcomplicated filters (“visited 3+ pages between 2 pm and 4 pm from Chrome on Tuesdays”)
- Relying on company size alone—smaller firms buy too
- Chasing every lead, regardless of fit
What to ignore:
- Vanity metrics (like time on site)
- Segments you don’t actually use for outreach
Keep it simple, iterate, and don’t overthink it
The best segments are the ones you’ll actually use. Start with one or two that fit your ideal customer profile, see what comes through, and adjust as you go. Visitor Queue is a tool—not magic. If you keep your process simple and focused, you’ll get way more value than someone who spends hours obsessing over perfect filters.
Bottom line: segment your leads, ignore the noise, and reach out like a human. That’s how you’ll actually book meetings and close deals.