If you’re tired of junk demo requests clogging up your calendar—or worse, good leads slipping through the cracks—this post is for you. We’ll walk through how to actually customize lead qualification rules in Revenuehero so you get more demos from the right people, and fewer headaches from everyone else. No fluff, no magic hacks—just practical steps to help your sales team spend time where it matters.
Why Bother Customizing Lead Qualification?
If you’re using Revenuehero’s out-of-the-box rules, you’re probably getting a mix of promising leads and time-wasters. The defaults are fine for a quick start, but every business is different. If your criteria for a good lead is specific—like company size, industry, budget, or tech stack—then you need to tweak those rules.
A few reasons to care:
- Save your team’s time: Stop chasing leads who’ll never buy.
- Get better data: More accurate qualification means better reporting and forecasting.
- Improve customer experience: The right people get a smooth, fast booking process.
- Avoid demo fatigue: Fewer “Why am I here?” calls.
Now, let’s get into the nuts and bolts.
Step 1: Map Out What a Qualified Lead Looks Like (For Real)
Before you poke around in Revenuehero, get clear on who should be booking demos. Don’t just copy what your competitor does, and don’t let Sales and Marketing argue in circles. Ask yourself:
- What job titles are we targeting?
- What’s the minimum company size?
- Are there industries or regions we don’t serve?
- What’s our deal-breaker info (e.g. personal emails, student domains, budget)?
- What questions do we need answered before handing off to sales?
Pro tip: Look at your last 20 closed deals. What did those leads have in common? That’s your starting point.
Step 2: Audit Your Current Revenuehero Qualification Rules
Log in to Revenuehero and go to your lead qualification settings. (If you haven’t set them up yet, you’re on the default rules.)
What to look for:
- Are you using the same rules for every form or page?
- Are you qualifying by firmographic data (company size, revenue), behavioral data (page visits, downloads), or both?
- Are you asking too many questions upfront? Too few?
Most teams either ask for everything (which kills conversions) or nothing (which wastes sales time). Find your balance.
What to ignore: Don’t get sidetracked by every field Revenuehero offers. Focus on the 2-3 criteria that really separate good leads from tire-kickers.
Step 3: Define the Data You Need (and Where You’ll Get It)
Revenuehero can pull in data from:
- Form fields (what people type in)
- Enrichment tools like Clearbit or ZoomInfo
- CRM or MAP syncs (HubSpot, Salesforce, Marketo, etc.)
Decide which data points are must-haves and which are nice-to-haves. For example:
- Must-haves: Company name, work email, job title, company size
- Nice-to-haves: Industry, tech stack, intent signals
Honest take: Don’t rely 100% on enrichment tools—they’re often wrong or incomplete. Always have a fallback if enrichment fails (like a required form field).
Step 4: Set Up (Or Edit) Your Qualification Rules in Revenuehero
Here’s where you get your hands dirty. Go to the “Lead Qualification” section in Revenuehero’s admin panel.
4.1 Create or Edit Segments
Revenuehero lets you build segments (groupings of rules) so you can treat different types of leads differently. For example:
- “Enterprise US”
- “SMB EMEA”
- “Students and Nonprofits” (usually your disqualify group)
Add or edit segments based on what you mapped out in Step 1.
4.2 Build Rule Logic
Decide how strict you want to be. Revenuehero uses “if-then” logic, which is pretty straightforward:
- If company size > 100 and email domain is not gmail.com, then show calendar
- If job title contains “intern” or “student”, then show rejection message or route elsewhere
Use “AND” for must-have combos, “OR” for broader nets.
Don’t overthink it: Start simple. You can always add complexity later.
4.3 Set Up Routing and Calendar Availability
Once a lead qualifies, decide who they should meet:
- Route enterprise leads to your AEs, SMBs to a BDR, etc.
- Adjust calendar availability per segment if needed.
If a lead doesn’t qualify, you can: - Show a polite rejection message (“Thanks, but we’re not a fit right now”) - Route to a nurture flow or self-serve resource
Tip: Don’t just dead-end unqualified leads. At least offer a whitepaper, webinar, or newsletter opt-in.
Step 5: Test Your Rules (Don’t Skip This)
It’s easy to break something or accidentally filter out good leads. Test with real scenarios:
- Submit the form as a “good” lead, a “borderline” lead, and a “bad” lead.
- Try weird edge cases (e.g. company size right at your cutoff, rare job titles).
- Make sure enrichment works (and fails gracefully when it doesn’t).
Revenuehero usually has a “preview” mode—use it, but also test live if you can.
What doesn’t work: Relying on one round of testing. Something will always slip through. Test, tweak, repeat.
Step 6: Monitor and Iterate (This Is Ongoing)
Set a reminder to check your lead quality every month or quarter. Look for:
- Are more good leads booking demos?
- Are sales reps happy with the handoffs?
- Are any qualified leads getting rejected by accident?
- Are you missing out on decent leads by being too strict?
Talk to your sales team—they’ll be the first to notice if you’re filtering out the wrong people.
Ignore: Chasing “perfect” qualification. The goal is steady improvement, not a flawless system.
Common Pitfalls (and How to Avoid Them)
- Asking for too much info: Long forms kill conversions. Only ask what you need.
- Over-relying on enrichment: Data tools are helpful, but not gospel. People change jobs, and databases lag behind.
- One-size-fits-all rules: Your enterprise leads are not the same as your SMBs. Use segments.
- Set-and-forget: What worked last quarter might not work this quarter. Keep checking.
- No fallback for unqualified leads: Always offer value, even if it’s just a helpful resource.
Real Talk: What Actually Moves the Needle
Sometimes, fancy rules and enrichment tools don’t matter as much as you think. What actually helps:
- Keeping your qualification rules simple and focused
- Regularly talking to sales about what’s working (and what’s wasting their time)
- Making it easy for good leads to book, and gently nudging everyone else toward self-serve
You don’t need to automate every edge case. Start with your biggest bottlenecks, fix those, and expand from there.
Wrapping Up
Customizing your lead qualification rules in Revenuehero isn’t rocket science, but it does take thoughtful setup and regular tweaks. Keep it simple, focus on your real target leads, and don’t stress about getting it perfect. The best setups are the ones you actually maintain.
Remember: iterate, don’t overcomplicate, and listen to your sales team—they’ll tell you if your rules are working. Good luck, and may your demo calendar be full of real buyers, not tire-kickers.