If you’re working in outbound sales, you know that not all leads are created equal. More leads doesn’t mean more deals—unless you’re ruthless about who you target and when. This guide is for anyone who’s using Leadleaper and wants to actually get value out of it, not just stuff a spreadsheet full of names you’ll never contact. I’ll walk you through a real-world process for segmenting and prioritizing leads so you waste less time and close more deals.
Why Segment and Prioritize? (And Why Most People Get This Wrong)
Let’s be blunt: dumping a massive list into your outreach tool and blasting everyone is a fast path to low reply rates and a trashed domain. Smart outbound starts with focus—only target the people who are likely to care. Segmenting is how you slice your list into useful groups; prioritizing is how you decide who gets your best attention first.
Most sales teams skip this or do it poorly because they’re in a hurry. But a bit of planning here saves you hours later—and gets you actual replies.
Step 1: Define What a Good Lead Looks Like (Don’t Overthink This)
Before you start fiddling with Leadleaper filters, get clear on who you actually want to reach. Don’t just copy some ideal customer profile from marketing—think about who really buys.
- Look at your last 10 deals. What do those companies and contacts have in common? Industry, company size, job title, geography, problem they needed solved?
- Be honest about red flags. Which leads always ghost you or never have budget? Cut those out early.
Pro Tip: Don’t create a list with a dozen “must-have” attributes. Pick 2-3 filters that matter most. You can always get fancier later.
Step 2: Set Up Your Leadleaper Filters for Segmentation
Now, get into Leadleaper and start slicing.
How Leadleaper Handles Lists and Filters
Leadleaper lets you build lists using LinkedIn search (and some other sources), then syncs those to its own dashboard. The trick is to use LinkedIn’s search filters before you import. This is where most people get lazy—they grab every contact and try to sort later. Don’t do that.
The Filters Worth Using
- Industry: Pick a tight set. “Tech” is too broad; “SaaS” or “Cybersecurity” is better.
- Company Size: Headcount bands actually matter—a 10-person startup is nothing like a 500-person firm.
- Job Title/Function: Get specific. “VP Marketing” is not the same as “Marketing Coordinator.”
- Geography: If you only sell in North America, filter for it.
- Seniority: If you need decision-makers, filter for Director+.
What to Ignore: Skills, interests, or “years of experience” filters rarely help. Stick to what you know moves the needle.
Step 3: Import and Tag Leads for Easy Segmentation
Once you’ve run your searches, use Leadleaper’s chrome extension or dashboard to import leads. Don’t just dump them all into one master list—use tags or lists to keep segments separate.
- Create lists for each core segment. E.g., “SaaS, 100-500, VP Product” is one list; “Healthcare, 500+, CIO” is another.
- Tag leads with extra context. If you notice something unique (e.g., “recent funding” or “hiring for X role”), use tags. You’ll thank yourself later.
Pro Tip: If you’re working with a big team, set clear naming conventions for lists and tags. Nothing slows you down like “Marketing 1” and “Marketing 2” with no logic.
Step 4: Score and Prioritize Your Segments (Keep It Simple)
Now that you’ve got lists, how do you pick who to reach out to first? This doesn’t need to be fancy. Here’s a dead-simple approach:
- Assign a value to each segment.
- Think: How closely does this group match your “good lead” criteria?
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Example: If “SaaS, 100-500, VP Product” is your sweet spot, that’s a high-priority segment.
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Layer in urgency triggers.
- Recent funding, hiring sprees, or company news—anything that means they might be ready to buy.
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If you can’t pull this data automatically, even a manual sweep of LinkedIn posts can help.
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Score leads within segments.
- You can do this in a spreadsheet or with Leadleaper’s notes/tags.
- Use a simple 1-3 ranking: 1 = top fit, 2 = maybe, 3 = long shot.
What Doesn’t Work: Overcomplicating with “AI lead scoring” unless you have a ton of quality data (spoiler: you probably don’t). Manual, thoughtful scoring beats a black box any day.
Step 5: Prioritize Outreach—Don’t Spray and Pray
Now, work your highest-priority segments and leads first. This sounds obvious, but plenty of teams still send the same generic message to everyone. Don’t be that person.
- Start with your “1” leads in your best-fit segments.
- Personalize your outreach, even just a line or two. Mention the trigger (e.g., “Congrats on your funding round…”).
- Track replies and update scores. If certain segments start to perform, bump them up your list. If you get crickets, move on.
Pro Tip: Don’t be afraid to pause outreach to a segment that’s underperforming. Focus your energy where you’re getting traction.
Step 6: Review and Iterate (This Is Where Most People Get Lazy)
Every few weeks, look at your results:
- Which segments are opening, replying, or booking calls?
- Which tags or triggers predict actual engagement?
- Are you ignoring a segment that deserves more attention?
Kill what isn’t working. Double down on what is. Don’t be afraid to tweak your filters, tags, or even your definition of a “good lead” as you learn.
What to Watch Out For (And What to Ignore)
The Hype: - “Just get more data and the right AI tool will prioritize for you.” Not really. Garbage in, garbage out. - “All you need is a bigger list.” Nope. Quality > quantity, always.
The Reality: - Segmenting and prioritizing takes a bit of upfront work, but it’s not rocket science. - The most common mistake is overcomplicating things and then never using your own system.
Final Thoughts: Keep It Simple, Keep It Moving
Segmentation and prioritization aren’t glamorous, but they’re the difference between running a sales process and just sending spam. Don’t let perfect get in the way of good. Start simple, use Leadleaper’s basic tools, and iterate as you go. You’ll get better results, save your sanity, and actually enjoy your outbound campaigns a little more. Don’t wait for “the perfect system”—just get started and adjust as you learn.