If your sales pipeline feels like a random pile of names and half-baked leads, you’re not alone. Most reps waste time chasing the wrong prospects—or worse, letting good ones slip through the cracks. This guide is for anyone who actually wants to close more deals, not just stare at dashboards. We’ll walk through simple, honest ways to segment and prioritize sales prospects in Fullenrich, so you can spend less time guessing and more time selling.
1. Get Your Data in Order (Don’t Skip This)
Before you start slicing and dicing your prospects, you need decent data. Fullenrich is only as good as what you feed it.
- Import everything you’ve got: Contacts, notes, deal histories—dump it all in. Fullenrich can handle CSV imports, direct CRM syncs, or manual entry if you’re old-school.
- Fix obvious junk: Duplicates, outdated contacts, missing emails—clean these up now. Garbage in, garbage out.
- Add missing info: If you don’t know a prospect’s company size, industry, or buying role, fill in what you can. Yes, it’s tedious, but guesswork later will cost you more time.
Pro tip: If your team’s data is all over the place, set aside an hour. Knock out the worst offenders. Don’t aim for perfection—just enough to segment without embarrassment.
2. Define Segmentation Criteria That Actually Matter
Forget fancy segmentation schemes unless you have a huge sales team. Start with basic, practical filters:
- Industry or vertical: Group by the industries you actually sell to.
- Company size: Small, medium, enterprise—pick the buckets that match your product.
- Geography: Useful if you’re local, or have region-specific offerings.
- Deal stage: Where are they in your funnel? (Cold, warm, hot, closed-lost, etc.)
- Role/title: Are you talking to decision-makers or tire-kickers?
- Engagement: Have they replied, opened emails, or ghosted you?
Fullenrich lets you set custom fields—use them for what helps you, not what looks impressive in a meeting.
What to ignore: Don’t bother segmenting by every field just because you can. More complicated rules usually create more confusion.
3. Build Segments in Fullenrich (The Fast Way)
Here’s how to actually set it up:
- Open the Segments panel: In Fullenrich, go to the “Segments” or “Filters” section. (Naming might shift a bit, but it’s always there.)
- Create basic filters: Start with 2-3 core filters: like “Industry = SaaS,” “Company size = 100-500,” and “Deal stage = Warm.”
- Save and label segments: Call them what makes sense. “Mid-market SaaS—Active,” not “Segment 1B.” You want clarity, not code names.
- Test your segments: Click through. Do the lists make sense? If you see random outliers, tweak your filters.
Pro tip: Don’t try to build every possible segment up front. Set up your most important ones and refine as you go.
4. Prioritize Prospects with Scoring (But Don’t Overthink It)
Fullenrich offers lead scoring, but you don’t need a data science degree to use it well.
- Set simple rules: Assign points for things like “Opened last 2 emails (+5),” “Decision-maker (+10),” “Demo booked (+15).”
- Negative scoring: Deduct for “No response in 30 days (-10),” or “Wrong industry (-20).”
- Sort by score: View your segments sorted by score—now you know who’s hot, who’s warm, and who’s probably just window-shopping.
What works: Simple, transparent rules. If you can’t explain your scoring to a teammate in 30 seconds, it’s too complicated.
What doesn’t: Chasing the perfect scorecard. You’ll waste hours fiddling with weights for diminishing returns.
Pro tip: Check the top of your scored list daily. These are the people worth your time.
5. Take Action: Work the Right Prospects, Not All Prospects
Segmentation is pointless if you keep working your pipeline the same old way.
- Daily focus: Start each day with your highest-scoring, most-engaged segment. Reach out, follow up, move deals forward.
- Automate where it helps: Fullenrich can send reminders when leads hit certain scores or move stages. Use these to stay on track.
- Don’t ignore the rest: Set low-effort, automated touches (like a quarterly check-in email) for colder prospects. Don’t let them rot, but don’t obsess either.
Honest take: You won’t convert everyone, and you shouldn’t try. The point is to spend more time with the right people.
6. Rinse and Repeat (Iterate Without Getting Lost)
Segmentation and prioritization aren’t set-it-and-forget-it. Things change: new data comes in, deals move, companies pivot.
- Review segments monthly: Does your “hot” segment still match who’s actually buying? If not, update your rules.
- Tune scoring quarterly: If certain actions turn out to be stronger buying signals than you thought (or weaker), adjust the points.
- Drop what isn’t working: If a segment never converts, don’t be afraid to delete or merge it. Don’t collect segments for bragging rights.
Pro tip: Keep it simple. The best segmentation is the one you actually use.
A Few Things to Ignore (Trust Me)
- Chasing perfect data: You’ll never have it. Good enough beats “waiting until everything’s pristine.”
- Overly granular segments: If your segments are so specific they have only a handful of leads, you’re making it harder, not easier.
- Exotic scoring models: Unless you’re a Fortune 500 with an analytics team, stick to what you can track and explain.
Keep It Simple, Keep It Moving
Segmenting and prioritizing in Fullenrich isn’t about building a cathedral of filters and scores—it’s about helping you focus on deals that are actually worth your time. Set up a few solid segments, score leads in a way that makes sense, and work your list every day. As you go, tweak what matters and ignore the rest. Simpler beats fancier every time. Now, go close something.