How to generate qualified leads with June so lead scoring features

If you’re tired of chasing dead-end leads or watching your sales team grumble about “marketing qualified” prospects who don’t even open emails, you’re in the right place. This guide is for anyone who wants to actually find and focus on leads that are worth your time — using June.so’s lead scoring features without getting buried in analytics fluff.

Let’s skip the buzzwords and get into how you can set up lead scoring in June.so, make it work for your team, and avoid the usual traps that most people fall into with lead gen tools.

1. Get Clear on What a Qualified Lead Means for You

Before you even touch any software, have a real conversation with your sales and marketing folks (or just yourself, if you wear all the hats). A “qualified lead” means different things for different businesses.

  • Ask yourself: Who are your best customers? What do they actually do before buying?
  • Look for patterns: Are these people signing up for trials, using certain features, or coming from specific industries?
  • Don’t overthink it: You don’t need a PhD in data science to spot obvious red flags or green lights.

Pro tip: Write down your criteria. You’ll need them in the next step, and it’ll keep everyone on the same page.

2. Set Up June.so and Connect Your Data

If you’re new to June.so, here’s what you need to know: it’s a product analytics tool built for SaaS companies, but it’s simple enough that you won’t spend weeks just learning the UI.

  1. Create your account: Self-explanatory, but don’t use a throwaway email — you’ll want notifications and access later.
  2. Connect your product data: This usually means integrating with your website or app. June.so supports Segment, Rudderstack, or direct SDKs.
    • Don’t skip this. If your data isn’t flowing in, you’re just guessing.
  3. Import CRM or user lists (optional): If you want to match leads to existing records, you can import lists.
  4. Check your events: Make sure the most important actions (signups, logins, feature usage) are being tracked. If not, set them up now.

Honest take: If your data is a mess, fix that first. Lead scoring is only as good as the info you put in.

3. Build Your Lead Scoring Model Inside June.so

This is where most people get overwhelmed. Don’t let the phrase “lead scoring model” freak you out. It’s just a fancy way of ranking leads based on what they do.

  1. List the actions that matter. Examples:

    • Signed up for a free trial or demo
    • Used a key feature (e.g., invited a team member)
    • Logged in more than once in a week
    • Viewed pricing page

  2. Assign points to each action. The more important the action, the higher the score.

    • Example:
      • Trial signup = 20 pts
      • Invited teammate = 10 pts
      • Viewed pricing = 5 pts

  3. Set up these actions and point values in June.so:

    • Go to the “Lead Scoring” section (it might be called “Scoring” or “Qualification” depending on the version).
    • Add each event and set the points.
    • Don’t add every possible action — focus on what truly matters.

  4. Add negative scoring for red flags. (Optional, but useful.)

    • Example: Unsubscribed from emails = -20 pts
    • Zero product activity after signup = -10 pts

Pro tip: Start simple. You can always tweak the model later. Overcomplicating leads to paralysis, not better leads.

4. Slice and Dice: Segment Your Leads

Scoring is only half the battle. Now you need to actually find the leads worth chasing.

  • Use Filters: In June.so, use filters to see leads who hit your scoring threshold (e.g., 30+ points).
  • Segment by company size, industry, or geography if it matters for your business. Don’t get too granular unless you have a very specific ICP (ideal customer profile).
  • Export high-scoring leads to your CRM, Slack, or email — June.so lets you automate some of this, but don’t be afraid to keep things manual at first if that’s easier.

What to ignore: Don’t waste time obsessing over every low-score lead. Chasing “maybe someday” prospects is a time sink.

5. Qualify Leads With Real-World Action

Lead scoring is not magic. It’ll sort your contacts, but it won’t tell you which deals will actually close. Here’s how to take it from “warm list” to “real opportunity”:

  • Have sales (or you) reach out with context. Mention the actions you saw (“Saw you invited your team, wanted to see if you had questions…”).
  • Watch for further activity. June.so updates scores in real time, so keep an eye on leads who suddenly become more active.
  • Update your scoring as you learn. If you find that people who view the pricing page never buy, maybe that’s not as strong a signal as you thought. Adjust your model.

Pro tip: Don’t treat the score as gospel. Use it as a jumping-off point for real conversations.

6. Automate (But Don’t Over-Automate)

It’s tempting to set up a million workflows, auto-emails, and Slack alerts. Here’s the truth: more automation does not equal better leads.

  • Automate notifications for truly high-scoring leads. E.g., if someone crosses 50 points, ping the sales team.
  • Don’t auto-email everyone. Nobody likes getting a “I saw you clicked our pricing page!” email 30 seconds after they browse.
  • Review automations every month. Turn off what’s not working.

7. Common Pitfalls (and How to Avoid Them)

What works: - Keeping your scoring model simple and relevant - Regularly reviewing which actions actually predict sales - Using lead scores to prioritize, not replace, real qualification

What doesn’t: - Adding too many scoring criteria (“clicked blog post #47” is not a buying signal) - Blindly trusting the score and ignoring context - Forgetting to update your model as your product or customers change

Ignore the hype: No tool (not even June.so) will magically find you perfect customers. It’s a system to help you focus, not a silver bullet.

Keep It Simple and Iterate

Lead scoring with June.so can help you cut through the noise and get your team focused on the prospects that matter. But don’t get lost in the weeds. Start with what you know, set up a basic scoring model, and adjust as you see what actually moves the needle.

If you’re not sure where to start, pick three actions, assign points, and see what happens. You can always make it fancier later. The best lead scoring system is the one you’ll actually use.

Now get to it — and don’t let “perfect” get in the way of “done.”