If you’re drowning in leads but not closing enough deals, you’re not alone. Most sales teams spend way too much time chasing the wrong people, or worse, guessing who to follow up with next. This guide is for sales reps, managers, and founders who want to actually use their data—and tools like Attention—to cut through the noise and focus on the leads that’ll move the needle.
Here’s how to use Attention to spot high-value leads and make sure they don’t fall through the cracks. I’ll show you what works, what’s just hype, and how to avoid wasting your time.
Step 1: Get Your Data in Order (Don’t Skip This)
Before you can spot high-value leads, you need good, clean data. Yes, it’s boring. But if your CRM is a mess, no tool—including Attention—can save you.
- Make sure your CRM is up to date. Old contacts, duplicate records, and missing info all lead to garbage-in, garbage-out results.
- Define what “high value” actually means. Is it deal size, likelihood to close, fit with your product, or something else? Decide with your team and write it down.
- Check your pipeline stages. If your stages are vague or don’t match your actual process, fix them. “Interested” and “Demoed” are not the same thing.
Pro tip: Spend an hour cleaning your top 50 leads. You’ll be shocked at what you find—and it’ll help any AI tool make better calls.
Step 2: Connect Attention and Let It Analyze Your Pipeline
Now you can actually start using Attention. Here’s what to do:
- Connect Attention to your CRM. Most people use Salesforce, HubSpot, or similar. The connection is usually straightforward, but double-check your permissions.
- Sync your pipeline. Attention pulls in your active deals, contacts, activity logs, and notes. If something’s missing, fix it in your CRM first.
- Let Attention run its analysis. It’ll start surfacing insights—like which leads are most engaged, who’s gone cold, and what actions move deals forward.
Don’t expect magic. Attention is only as smart as your data. It’s not going to “find” secret whales if you haven’t logged your calls or updated deal sizes.
Step 3: Use Attention’s Lead Scoring (But Don’t Trust It Blindly)
Every sales tool brags about lead scoring. Some do it better than others, but none are psychic. Attention uses things like:
- Engagement (emails opened, calls made, meetings booked)
- Fit (company size, industry, job title)
- Deal history (how similar deals closed—or didn’t)
Here’s how to make it useful:
- Review Attention’s lead scores weekly. Look for deals that have shot up or dropped suddenly. Don’t just stare at the dashboard—ask “why?”
- Compare the scores to your gut. If Attention thinks a lead is hot but you know they’re tire kickers, dig into why there’s a mismatch. Maybe you’re missing something—or maybe the tool is.
- Customize the scoring if you can. If your best customers are all in fintech, weight that higher. Don’t let generic scoring waste your time.
What to ignore: Don’t chase every lead with a high score. Use it as a starting point, not the final word.
Step 4: Surface Actionable Insights (Not Just Pretty Charts)
A lot of sales tools are guilty of dashboard overload. Attention tries to cut through this by surfacing clear next steps. Here’s how to make it work for you:
- Check Attention’s recommended actions. Things like “Follow up with Jane—last touched 12 days ago” or “Send case study to ACME Corp.” These are actually useful.
- Prioritize by why the tool suggests actions. If it’s just “you haven’t emailed,” that’s not enough. If it’s “they just visited your pricing page twice,” that matters.
- Use filters and segments. Slice your pipeline by deal size, industry, or activity. This helps spot patterns you’d otherwise miss.
What to ignore: Don’t chase every automated suggestion. Focus on the actions that connect to real buying signals, not just “activity for activity’s sake.”
Step 5: Personalize Your Outreach Using Real Insights
Here’s where Attention can actually help you move deals. It tracks what your leads respond to—so use that.
- Reference recent activity in your messages. “Saw you checked out our ROI calculator—any questions?” sounds a lot better than “Just following up…”
- Send the right content. If Attention flags that your last three fintech deals closed after reviewing a security whitepaper, send that to similar leads.
- Set reminders for meaningful follow-ups. Not just “check in,” but “circle back after their board meeting” or “share customer story when they hit demo milestone.”
Pro tip: Use the tool to reduce busywork. If you’re spending more time on data entry than talking to leads, something’s wrong.
Step 6: Track What’s Actually Working (And Kill What Isn’t)
Don’t just trust the tool—test it. Attention lets you see which actions and messages actually move deals forward.
- Review closed-won and closed-lost deals. What patterns do you see? Did “high-scoring” leads actually close?
- Tweak your process based on real results. If all your best deals had a product demo in week one, make that standard.
- Kill automations that don’t work. If you’re sending “nurture” emails no one opens, stop.
What to ignore: Vanity metrics. Who cares if you sent 100 emails if none of them led to a meeting?
Step 7: Keep It Human
No AI tool can replace good judgment. Attention is there to help, not to do your job for you.
- Don’t lose the personal touch. Automated reminders are fine, but don’t sound like a robot.
- Trust your instincts. If something feels off, check it out—even if the score says otherwise.
- Remember, high-value leads are people. The best deals are built on trust, not just timing and touchpoints.
Final Thoughts: Iterate, Don’t Overthink
Most teams overcomplicate this stuff. The real trick is to keep things simple: clean data, clear priorities, honest follow-through. Use Attention to spot patterns and save time, but don’t expect it to work miracles.
Start with one or two steps from this guide, see what actually helps, and build from there. If something feels like busywork, cut it. Sales isn’t about chasing every lead—it’s about focusing on the right ones, and giving them a reason to buy.
Good luck—and remember, the best tool is the one you actually use.