If you’re using Leadforensics to track who’s hitting your website, you already know there’s a goldmine of visitor data sitting there. But unless you actually segment that data, you’re basically panning for gold with a blindfold on. This guide is for anyone who wants to stop blasting out generic outreach and start sending messages that actually get a response. If you’re in sales, marketing, or revops, and you’re tired of sifting through a haystack for a few needles, this walkthrough is for you.
Let’s get into how to actually segment your website visitors in Leadforensics so you can do targeted outreach that doesn’t feel like a shot in the dark.
Why Bother Segmenting in Leadforensics?
Let’s cut to the chase: blasting the same generic pitch to everyone is a waste of your time and theirs. Segmenting lets you:
- Spot which visitors are actually worth your effort (and which are just random browsers)
- Prioritize follow-up with people who fit your ideal customer profile
- Personalize your outreach so it doesn’t go straight to archive
Most folks buy tools like Leadforensics thinking it’ll magically fill their pipeline. Reality check: it’s only as good as the work you put in to organize and use the data.
1. Get Your Leadforensics House in Order
Before you even think about segmenting, make sure your account is set up right. A few things worth double-checking:
- Tracking code is installed everywhere it should be. If it’s not, you’re missing out on data—simple as that.
- Your team knows how to access the dashboard. Don’t laugh. You’d be surprised how often sales/marketing doesn’t even log in.
- You’ve got a handle on what data Leadforensics actually gives you. This isn’t Google Analytics. You get company names, locations, visit history, and sometimes contact details—no magic list of leads with email addresses.
Pro tip: You can’t segment data you don’t have. Make sure your tracking and integrations are solid before you start slicing and dicing.
2. Define Segments That Actually Matter
Blanket advice: “Segment by industry!” “Segment by geography!” That’s fine, but start by asking: Who do you really want to reach? Start with these common B2B segments, but tweak them for your business:
- Company size: Are you after big fish, or SMBs?
- Industry: Obvious, but don’t overcomplicate it. Pick your top 3-5 verticals.
- Location: Useful for regional sales teams or compliance stuff.
- Returning vs. new visitors: Repeat visits often signal higher intent.
- Pages viewed: Did they check out your pricing? Careers page? Contact page?
- Visit frequency and recency: Someone who visited three times this week is probably more interested than that one-and-done hit from three months ago.
Don’t stress about getting it perfect the first time. You can refine your segments as you go.
3. Build Your Segments in Leadforensics
Here’s where most people get tripped up: Leadforensics has “Filters” and “Tags.” Filters help you find visitors matching certain criteria; tags let you “label” companies for future reference. Here’s how to use both:
a. Use Filters for Quick Segmentation
- Go to your visitor list.
- Click “Add Filter” (or similar—Leadforensics changes UI labels sometimes).
- Select criteria like:
- Company size (if available)
- Industry (using SIC codes or keywords)
- Location (country, region, city)
- Visit frequency or page views
- Stack filters to get more specific. For example: “US-based, SaaS companies, 50+ employees, visited pricing page.”
Filters are dynamic—they update as new visitors match your criteria.
b. Use Tags for Manual Organization
- When you spot a company you want to keep tabs on, apply a tag (“Hot lead,” “Competitor,” “Partner prospect,” etc.).
- Tags are static—think of them like sticky notes you put on a file.
What works: Filters are best for broad, automated grouping. Tags are good for hand-picked, “don’t lose track of this one” situations.
What to ignore: Don’t waste time tagging every single visitor. Focus on companies that are actually worth personal outreach.
4. Prioritize Segments for Outreach
Not all segments are created equal. Here’s how to actually decide where to spend your time:
- High-fit, high-intent: These are your dream prospects—companies that match your ideal customer profile and have shown buying signals (multiple visits, pricing page views, etc.).
- High-fit, low-intent: Worth a softer touch or nurture sequence.
- Low-fit, high-intent: Maybe an oddball company is visiting a lot. Decide if it’s worth pursuing.
- Low-fit, low-intent: Don’t bother.
Be ruthless. Just because you see a big-name company in your visitor log doesn’t mean they’re a real lead. Sometimes it’s just someone killing time.
5. Connect Segments to Outreach Workflows
Now that you’ve actually built some segments, the next step is using them to drive outreach. Here’s how to make the handoff from Leadforensics to your sales or marketing tools:
a. Export or Integrate
- Export CSVs: Most straightforward. Download a list of companies from a segment, then upload to your CRM or email tool.
- Direct integrations: If you’re lucky, Leadforensics will connect with your CRM (Salesforce, HubSpot, etc.)—but these integrations can be hit or miss.
- Manual handoff: Sometimes, it’s faster to just Slack a list to your team and let them take it from there.
b. Assign Ownership
- Tag or filter by account owner, if your sales team is divided by region or vertical.
- Make sure someone’s responsible for each segment. Otherwise, leads just rot in the dashboard.
c. Personalize Outreach
- Use what you know: “Noticed your team checked out our [relevant product page]—happy to answer any questions.”
- Avoid creepy language (“I saw you were on our site at 2:37pm Tuesday…”). Keep it helpful and relevant.
What to ignore: Don’t just dump every visitor into an automated sequence. If you can’t personalize, you’re wasting the value of segmentation.
6. Avoid Common Pitfalls
Some things people get wrong with Leadforensics segmentation:
- Chasing ghosts: Not every “company” in your visitor log is a real sales opportunity. Sometimes it’s a shared IP, a competitor, or a bot.
- Over-segmenting: If you slice your data too thin, you’ll end up with a dozen micro-lists and no clue where to focus.
- Paralysis by analysis: Don’t spend hours obsessing over the “perfect” filter recipe. Get the basics right, and improve as you go.
Pro tip: If you’re not sure if a segment is worth pursuing, test a small outreach batch first. See if anyone bites before you scale up.
7. Review and Refine Segments Regularly
Segmentation isn’t “set it and forget it.” Every few weeks, check:
- Are your segments still useful?
- Are you seeing real leads convert from them?
- Do you need new filters based on changing priorities?
Sometimes your best segments will surprise you. Stay flexible.
Final Thoughts: Simple Beats Fancy
You don’t need to overthink this. The basics—segment by real buying signals, focus on fit, and personalize your outreach—will get you 80% of the way there. Start simple, see what works, and tweak as you go. The goal isn’t to build the world’s fanciest segmentation system; it’s to actually talk to the right people, with the right message, at the right time.
Good segmentation doesn’t just fill your CRM—it saves your team from chasing dead ends. Keep it practical, stay honest about what’s working, and don’t let the tool drive your process. Use Leadforensics as a means to an end: better conversations with the people who matter.