If you’re in sales or marketing, you know just tossing leads into a CRM and hoping for the best won’t cut it. Real results come from tracking what your leads actually do—who opened your emails, who visited your site, who’s just collecting dust. This guide is for anyone who wants to stop guessing and start following up with leads who are actually engaged.
We’ll walk you through, step by step, how to track lead engagement and activity in A-leads, what’s worth your time, what’s not, and how to use that info so your follow-ups are spot on.
1. Get Clear on What “Engagement” Means For You
Before you start clicking around settings, figure out what engagement actually looks like in your business. There’s no universal answer—what matters is what moves your deals forward.
Ask yourself: - Is it email opens? Link clicks? Actual replies? - Website visits? Which pages matter? - Demo requests? Downloads? Webinar signups?
Pro tip: Don’t get caught up in “vanity metrics.” Tons of email opens from bots or people who’ll never buy—ignore. Focus on actions that signal real interest.
2. Set Up Tracking in A-leads
A-leads (like most CRMs worth their salt) has tracking tools built in, but you’ll need to do some setup.
a) Email Tracking
- Turn on email tracking. This usually means enabling open and click tracking in the email settings. Make sure you’re sending emails from within A-leads, not your regular Gmail or Outlook.
- Log replies. Automatic logging is best, but double-check. Sometimes replies from leads can get missed if you’re using external email clients.
b) Website Tracking
- Install the tracking script. A-leads should give you a snippet of code to copy into your website header. This lets you see which leads visit your site and what they look at.
- Check privacy. If you’re in the EU (or dealing with EU leads), make sure you’re GDPR compliant. No one likes surprise emails from angry privacy folks.
c) Integrate Other Channels
- Connect forms and chat tools. If you use things like Typeform, Calendly, or Intercom, hook them up to A-leads. The more you can track in one place, the better.
- Import old data. If you’ve been tracking stuff elsewhere—CSV, another CRM—bring it in. Incomplete data means blind spots.
3. Define and Use Lead Scoring (But Keep It Simple)
Lead scoring’s a fancy term, but it just means assigning points to actions that show interest.
Examples: - Opened an email? +1 point. - Clicked a link? +3 points. - Visited the pricing page? +5 points. - Booked a call? +10 points.
How to do it in A-leads: - Use their built-in lead scoring rules, or set up your own if the defaults don’t fit. - Don’t overcomplicate it. You don’t need a 100-point system. Start simple—adjust as you learn.
What to ignore: Don’t obsess over every micro-action. Someone opening an email twice at 2 a.m. isn’t a hotter lead than someone who replied once. Prioritize actions that mean “I want to talk” or “I’m evaluating you.”
4. Set Up Activity Alerts and Smart Lists
Tracking’s useless if you never see the info. Here’s how to make sure you actually act:
a) Activity Alerts
- Set up instant or daily alerts for high-priority actions (like someone booking a demo, replying, or hitting your pricing page).
- Don’t go overboard. Too many alerts = you’ll start ignoring them.
b) Smart Lists/Segments
- Create dynamic lists: “Leads who opened 2+ emails in the last week,” or “Leads who visited the site but haven’t replied.”
- Use these lists to prioritize your daily follow-ups.
- Review and tweak your lists every couple weeks. If you’re never reaching out to certain lists, they might not be useful.
5. Log Every Touchpoint (Even the Phone Calls)
If it’s not logged, it didn’t happen. Every call, email, LinkedIn DM, or meeting—get it into A-leads.
- Use the mobile app or desktop to log calls on the fly.
- Add notes right after the conversation. “Left voicemail, will try again Friday” is better than nothing.
- Attach relevant files or quotes if you promised to send something.
Why this matters: When you look back in a month, you’ll know exactly where things stand. No more “Did I already email them?” guesswork.
6. Review Engagement Regularly (Don’t Just Set and Forget)
Once a week, block 30 minutes to review your lead engagement dashboard.
- Who’s heating up?
- Who’s gone cold?
- Who needs a nudge, and who’s just a waste of time?
Don’t get sentimental: If someone hasn’t engaged after multiple touches, move them out of your active queue. Focus on the ones showing real signs of life.
7. Use Engagement Data for Better, Faster Follow-Up
Here’s where all that tracking pays off.
For engaged leads: - Reach out fast—strike when the iron’s hot. Reference their activity (“Saw you checked out our pricing page—any questions I can answer?”). - Personalize your follow-up. Don’t send a generic “Just checking in” email. Comment on what they did.
For lukewarm leads: - Try a different channel (phone, LinkedIn, text). - Offer value: a case study, a tip relevant to their business, an invite to a webinar.
For cold leads: - Send a breakup email (“Should I close your file?”). Sometimes this gets a response, sometimes not. Either way, you’re not chasing ghosts.
8. Be Honest About What’s Working (And What’s Not)
Tracking is only as good as what you do with it. Every few months, ask:
- Are my “hot leads” actually closing more often?
- Are there engagement signals I’m overvaluing? (e.g. lots of email opens, but no deals)
- Am I spending too much time on tracking and not enough on actual conversations?
Cut the fluff: If a metric doesn’t help you close more deals or build better relationships, drop it.
What to Ignore (And What to Watch For)
Ignore: - Flaky “intent data” vendors promising to predict who’s about to buy. No one’s crystal ball works that well. - Overly complicated dashboards. If you need a PhD to interpret your lead data, you’re wasting time.
Watch for: - Consistent patterns (certain pages visited before deals close, certain types of replies). - Surprise drop-offs. If a lead was hot and suddenly disappears, follow up—maybe something went wrong.
Keep It Simple and Iterate
Tracking lead engagement in A-leads isn’t magic—it’s just work. But it’s work that pays off if you keep it simple, focus on what actually matters, and keep tweaking as you learn.
You don’t need to be perfect or track everything. Just start, pay attention, and adjust as you go. The best follow-ups are grounded in real engagement, not guesswork.