If you’re drowning in leads but only a handful are worth your time, you’re in the right place. This guide is for sales managers, reps, and founders who want to spend less time guessing and more time closing. Here’s how to use Bellasales’ scoring and segmentation features to cut the nonsense and get to the good leads—fast.
Why Bother With Scoring and Segmentation?
Let’s be honest: most CRMs promise a magic lead score that’ll surface your next big deal. Reality? If you don’t set things up right, you just get another column of numbers no one trusts. But with a little work, you can make Bellasales (see what it actually does) show you who’s hot, who’s not, and who you should ignore altogether.
The goal isn’t to automate away your judgment—it’s to give you a running start. Think of scoring and segmentation as your “BS filter” for the sales pipeline.
Step 1: Get Your Lead Data in Shape
Before you build fancy scoring models, make sure you’re not feeding garbage into the system.
- Clean up your fields. Missing or inconsistent info? Fix it now. Your scoring is only as good as your data.
- Standardize sources. Don’t treat a webinar registration the same as a cold email reply. Tag your leads by source.
- Clarify what makes a “good” lead. Sit down with your best rep. Make a list of the traits your best customers have in common—industry, company size, job title, etc.
Pro Tip: Skip this, and you’ll regret it when your “hot” leads turn out to be interns or wrong numbers.
Step 2: Define What Actually Matters (Not What Looks Good)
Bellasales lets you score leads based on any field or activity, but not everything deserves a point. Here’s how to keep it real:
- Focus on buying signals, not vanity signals.
- Good signals: Visited pricing page, requested a demo, replied to your email.
- Meh signals: Opened a newsletter, followed you on LinkedIn.
- Be skeptical of overcomplicating. More criteria doesn’t mean better results. Start with 3-5 high-impact signals.
- Talk to sales, not just marketing. Marketers love MQLs; sales love money. Use the criteria your closers care about.
Step 3: Set Up Lead Scoring in Bellasales
Here’s how to actually set up lead scoring that doesn’t just look smart on paper:
- Go to the scoring settings. In Bellasales, this is usually under “Lead Management” or “Settings.”
- Pick your criteria. For example:
- Company size (e.g., 100+ employees = +10 points)
- Job title (e.g., Director or above = +15 points)
- Engagement (e.g., opened 3+ emails = +5 points)
- Demo requested = +25 points (don’t be shy about weighting the big stuff)
- Assign point values. Don’t overthink the math; you can adjust later. Just make sure high-value actions get way more points than minor actions.
- Set a threshold. Decide what score makes a lead worth a rep’s time. (Example: 40 points = “Sales Qualified Lead”)
- Test it on recent leads. Are your best recent deals scoring high? If not, tweak and repeat.
Honest Take: Out-of-the-box scoring rarely works. Expect to revisit your model after a few weeks.
Step 4: Segment Leads to Cut Through the Noise
Scoring tells you who’s hot. Segmentation tells you what makes them tick.
- Create segments based on what you actually sell.
- Geography (Are you really going to sell to Australia?)
- Industry vertical (Do you close more deals in SaaS than manufacturing?)
- Company size (Are startups time-wasters, or are you hunting whales?)
- Set up “smart lists” or filters in Bellasales.
- Example segments:
- “High-scoring SaaS leads in North America”
- “Marketing directors at companies with 500+ people who requested a demo”
- Automate follow-up. Use Bellasales’ automation to send targeted emails or assign leads to the right rep based on segment.
Ignore: Segments you’ll never use (e.g., “People who visited our blog more than twice in April”). Stick to what actually maps to sales priorities.
Step 5: Make Scoring and Segmentation Part of Your Workflow
Too many teams set up lead scoring, then never look at it again. Don’t be those people.
- Use your hot leads list daily. Reps should start their day here, not in a random inbox.
- Review “missed” leads weekly. If a high-scoring lead didn’t get touched fast, find out why.
- Adjust your scoring model monthly. Patterns change—so should your model.
- Share what’s working. If someone finds a segment that converts like crazy, make it a team standard.
Pro Tip: Don’t be afraid to delete or downgrade segments that don’t deliver. Less is more.
What Works (And What Doesn’t)
What works: - Simple, transparent scoring rules everyone understands. - Segments that map directly to your current target customers. - Regular reviews and quick tweaks.
What doesn’t: - “Set it and forget it.” Sales changes fast; your model needs to keep up. - Overengineering. If you need a PhD to explain your scoring, it’s too much. - Chasing edge cases. Don’t waste time on one-off “interesting” leads that never close.
FAQs
Q: Should we include every possible data point in scoring?
A: No. More data often means more noise. Stick to 3-7 high-value criteria.
Q: How often should we update our scoring?
A: Monthly is a good starting point. If your market shifts, don’t wait—fix it sooner.
Q: Can scoring and segmentation replace reps’ gut instinct?
A: Not a chance. Use it to guide attention, not replace judgment.
Keep It Simple—And Iterate
You don’t need a “perfect” scoring model to get results. Start with clear criteria, build a couple of meaningful segments, and test what works. Bellasales can help you qualify leads faster, but only if you keep your model honest and your segments relevant.
Don’t worry about getting it right on the first try. The key is to review, adjust, and keep things as simple as possible. The less time you spend fiddling with your CRM, the more time you’ve got to actually sell.