If you’re running a B2B sales team, you know the pain: tons of leads, not enough time, and everyone fighting over who gets what. “Just prioritize smarter!” sounds great—until you try it. Most tools are either way too basic or want you to become a data scientist overnight.
This guide is for B2B teams who want a no-nonsense way to set up lead prioritization using Usemotion. I’ll walk you through each step, call out what actually matters, and flag the stuff you can skip unless you’re obsessed with spreadsheets.
Why Bother With Lead Prioritization?
Before we dive in, let’s be honest: not all leads are equal. B2B teams waste hours chasing folks who’ll never buy. Good prioritization sorts the “maybe next year” crowd from the ones ready to talk now. When done right, it means:
- Your reps don’t burn out on dead-ends.
- Hot leads get attention before they cool off.
- Your CRM actually helps, instead of just being a digital junk drawer.
Usemotion’s lead prioritization features aren’t magic, but they’re a solid way to get your team focused on the right prospects—if you set them up thoughtfully.
Step 1: Get Your Lead Data In Order
Don’t skip this. Garbage in, garbage out. If your lead data is a mess, no tool can save you.
What you need: - A spreadsheet or CRM with up-to-date leads. - At minimum: company name, contact info, lead source, status, and any scoring or notes you already use.
Pro tip:
Don’t get fancy on day one. If you don’t already score leads, just use basic fields (like company size, industry, website activity, or last interaction date).
What NOT to do:
Don’t import every contact you’ve ever met. Start with active prospects from the last 6-12 months. You can always add more later.
Step 2: Connect Your Data to Usemotion
Now, get your leads into Usemotion. The tool plays nicely with most CRMs and lets you import spreadsheets if you’re not that fancy yet.
To connect: - If you use Salesforce, HubSpot, or another mainstream CRM, look for the direct integration option in Usemotion’s setup wizard. - For spreadsheets: Export your data as CSV, then use the “Import” feature.
Watch out:
Column mapping matters. Double-check that your “Lead Status” doesn’t end up in “Phone Number” by accident. It happens more than you’d think.
Skip this:
Don’t bother with custom fields or tags until you’ve got the basics running. The goal is to see if prioritization helps, not to build a perfect database from day one.
Step 3: Define What Makes a Good Lead (For You)
Usemotion gives you templates and “AI suggestions,” but honestly, ignore those for now. Your sales process isn’t the same as everyone else’s.
Here’s how to keep it simple: - List the 2-4 things that make a lead a good fit. (Size? Industry? Recent website activity? Opened your last email?) - Decide which of those signals mean “ready to buy” vs. “just kicking tires.”
Example criteria: - Company has 100+ employees - Job title is decision-maker (Director or above) - Requested a demo in the last 30 days - Industry matches your best customers
Pro tip:
Ask your reps what their best deals had in common. That’s usually more useful than marketing’s “ideal customer profile” slide.
Step 4: Set Up Lead Scoring in Usemotion
This is where you put your criteria to work. Usemotion lets you assign points or weights to different attributes.
How to do it:
1. Go to the Lead Prioritization settings.
2. Create a new scoring rule.
3. For each attribute (company size, title, etc.), assign a point value. Example:
- “100+ employees” = +10 points
- “No recent activity” = -5 points
4. Set thresholds for what counts as “Hot,” “Warm,” and “Cold.”
Keep it real:
Don’t overthink the math. If you’re arguing over whether demo requests are worth 8 or 9 points, you’re missing the point. Ballpark it, and adjust as you learn.
Skip this:
Don’t let Usemotion’s AI “auto-score” everything unless you’ve checked the logic. Sometimes it does weird stuff, like giving high scores to leads just because they opened one email.
Step 5: Build Lead Views and Queues
Now that scores are in, make it easy for reps to see and act on the best leads.
Set up custom views: - “Hot Leads” (score above X, not contacted in 7 days) - “Warm Leads” (score in the middle, need follow-up) - “Stale/Cold Leads” (low score, last touched 30+ days ago)
Assign queues:
Route “hot” leads to your best closers, or use round-robin if you want to keep it fair. Make sure no one’s hoarding the best deals.
Pro tip:
Limit the number of “hot” leads a rep sees at a time. Too many, and they’ll cherry-pick anyway. Focus is everything.
Step 6: Automate Reminders and Handoffs
Good prioritization is useless if leads just sit there. Usemotion’s automation tools can flag when a hot lead hasn’t been touched, or reassign leads if someone’s on vacation.
What’s worth setting up: - Reminders for untouched “hot” leads after 24-48 hours - Auto-reassignment if a lead isn’t updated in a week - Notifications to managers for high-value leads
What’s not:
Don’t set up notifications for every tiny change. You’ll train your team to ignore alerts. Keep it to the big stuff that actually needs action.
Step 7: Review and Adjust (Seriously, Don’t Skip)
Here’s where most teams get lazy. You need to check if your prioritization actually works. Otherwise, you’re just adding busywork.
Every 2-4 weeks: - Pull a report: Which leads closed, which stalled, which got ignored? - Ask reps: Did the “hot” leads feel hot, or did they suck? - Tweak your scoring rules. If you’re flagging too many “hot” leads that go nowhere, tighten your criteria.
Pro tip:
Don’t be afraid to kill rules that don’t work. The goal isn’t to have a fancy score—it’s to help your team close more deals with less stress.
Common Pitfalls (And How To Dodge Them)
1. Overcomplicating your scores.
If it takes an hour to explain your lead scoring, it’s too complex. Start simple.
2. Letting the system run on autopilot.
Prioritization is not “set and forget.” Markets change; so do your best leads.
3. Ignoring rep feedback.
If your team is skipping the “hot” leads, find out why. They’re usually right.
4. Trying to automate everything.
Some judgment calls need a human. Don’t try to script your way out of thinking.
Wrapping Up: Keep It Simple, Iterate Often
Lead prioritization in Usemotion isn’t about chasing perfection. It’s about getting your best leads in front of the right reps—consistently. Start with something you can explain in 60 seconds, try it for a month, then tweak as you go.
Don’t let perfect get in the way of done. The teams that win are the ones who actually use their system, not just talk about it. Set it up, see what happens, and adjust. That’s how you get results—no hype needed.