Most sales teams waste time chasing the wrong people. You know the drill: you’ve got a fat list of leads, but only a handful actually care about what you’re selling. If you’re tired of guessing who’s worth your time, this guide is for you. We’ll walk through how to cut through the noise and use Fullenrich analytics to spot the leads that are actually ready to talk business—not just window shopping.
Let’s get into the how-to. No fluff. No magic formulas. Just practical steps that’ll help you find high intent leads and skip the tire-kickers.
1. Know What “High Intent” Looks Like
Before you start digging into any analytics, get clear on what “high intent” means for your business. If you’re hoping software will solve this for you, here’s a reality check: Fullenrich can show you data, but you still have to define what matters.
What counts as high intent? - Downloading a pricing sheet - Visiting your pricing or demo page multiple times - Filling out a contact form (with a real email, not “asdf@asdf.com”) - Returning to your site after a live chat - Requesting a trial or demo
What doesn’t matter as much? - Liking a blog post - Spending lots of time on your careers page - Opening every newsletter but never clicking
Pro tip: Make a short list of actions that actually mean “I’m considering buying.” That’s what you want to track.
2. Set Up Fullenrich to Track the Right Events
Once you know what to look for, make sure Fullenrich is set up to capture it. Out-of-the-box setups can miss the stuff you care about.
What to track:
- Key page visits: Pricing, demo, and product pages.
- Form fills: Especially demo requests or sales contact forms.
- Repeat visits: Users coming back more than once in a week.
- High-value downloads: Whitepapers, pricing PDFs, RFP templates.
How to set it up:
- Use Fullenrich’s event tracking (don’t just rely on basic pageviews).
- If you’re not technical, get someone who is to help set up custom events. It’s worth it.
- Double-check that data from forms and gated assets is actually making it into Fullenrich.
Don’t waste time: Ignore vanity metrics like total sessions or social shares. They’re easy to inflate and don’t say much about buying intent.
3. Segment Your Leads by Behavior, Not Hopes
Now comes the fun part—slicing your data so you can see who’s actually interested.
Create segments such as:
- Hot: Visited pricing page twice + filled out a demo form
- Warm: Downloaded a case study + visited product pages multiple times
- Cold: Only subscribed to newsletter, no other activity
Use Fullenrich’s segmentation tools to build these groups. Don’t overthink it. You can always fine-tune later.
What works: - Combining multiple signals (pageviews and form fills) gives you a clearer picture. - Looking at recency—someone active this week is better than a download from six months ago.
What doesn’t: - Relying on one-off behaviors. Just because someone looked at your demo page once doesn’t mean they’re ready to talk.
4. Score Leads With Real-World Logic
Scoring leads isn’t about fancy algorithms; it’s about common sense. Assign points to actions that signal intent.
Example scoring model: - Pricing page visit: 10 points - Demo request: 25 points - Webinar signup: 5 points - Multiple visits in one week: 10 points - Email click from a sales sequence: 10 points
Set a threshold. Maybe 30+ points means “ready for sales,” below that stays with marketing.
In Fullenrich: - Use the built-in lead scoring, but tweak the rules. Default scores are usually too generic. - Regularly review your scoring—don’t just set it and forget it.
Skip this: If your sales team ignores scores and just calls everyone, fix your process first. Lead scoring only works if you stick to it.
5. Surface High Intent Leads to Sales—Fast
Data’s useless if nobody acts on it. Make sure your sales team actually sees these hot leads when it matters.
Get alerts working: - Set up Fullenrich to send instant notifications (Slack, email, whatever your team actually checks) when a lead crosses your high intent threshold. - Don’t wait for weekly reports—by then, your lead’s moved on.
Integrate with your CRM: - Sync high intent leads straight into Salesforce, HubSpot, or whatever you use. - Make sure the context (what they did) shows up—“visited pricing page 3 times,” not just a name and email.
Avoid: Overloading sales with every single lead. Only pass the ones that hit your intent criteria.
6. Review, Adjust, and Ignore the Hype
Analytics tools love to promise “AI-powered” insights or “predictive scoring.” Most of that is marketing spin. Keep it simple:
- Regularly check if your high intent leads are actually closing.
- Talk to sales—ask if the leads Fullenrich flagged are any good.
- Don’t be afraid to change your criteria or scoring if it’s not working.
What to ignore: - Overly complex attribution models. If you can’t explain it to a new hire in five minutes, it’s too complicated. - Chasing new features just because they’re shiny.
7. Common Pitfalls (and How to Avoid Them)
Let’s be honest: no tool is magic. Here’s what trips up most teams:
- Tracking too much: If you try to monitor every action, you drown in noise. Focus on the few that actually matter.
- Set-it-and-forget-it: Your business changes. So should your lead criteria.
- Sales/marketing disconnect: If sales and marketing don’t agree on what’s a good lead, fix that first. No analytics tool can solve misalignment.
- Ignoring feedback: If sales says the leads are duds, listen. Update your scoring and criteria.
The Bottom Line
Spotting high intent leads isn’t rocket science. It’s about knowing what signals matter, tracking them reliably, and making sure the right people act—fast. Tools like Fullenrich can save you time and guesswork, but you still need to think and adapt. Don’t get lost in dashboards. Start simple, iterate, and focus on what’s actually moving the needle. The best process is the one your team actually uses. Keep it grounded, skip the hype, and you’ll get better results—without all the drama.