If you’ve got a pile of leads but only a handful of hours in your week, you already know the pain: not all leads are worth your time, but figuring out which ones actually are can feel like guesswork. This guide is for sales and marketing folks who want to use data—not hope—to spot the prospects most likely to turn into real revenue. We’ll look at how to use Lunatro analytics to identify and prioritize your high-value leads, so you can spend less time chasing ghosts and more time closing deals. No fluff, no magic bullets—just what works, what doesn’t, and how to get started.
1. Get Your Data House in Order
Before you touch any fancy features, you need clean, reliable data. Lunatro can’t work miracles with sketchy spreadsheets or half-baked CRM exports. Here’s what you need to check:
- Contact info: Make sure email addresses and phone numbers are accurate. Garbage in, garbage out.
- Engagement history: Track things like email opens, site visits, content downloads, and meeting attendance.
- Firmographics: Company size, industry, revenue, and geography—basic stuff, but surprisingly often missing.
- Deal stage: Where is each lead in your pipeline? If you don’t know, you’ll end up prioritizing the wrong folks.
Pro tip: Don’t stress about making your data perfect. Just get it to “good enough” so you’re not flying blind. If you’re missing a field here or there, fine—just flag it for later.
2. Connect Lunatro and Sync Your Lead Data
Lunatro isn’t psychic. You’ll need to connect it to your CRM (think Salesforce, HubSpot, or whatever you’re using) or upload a spreadsheet. Lunatro’s integrations are pretty solid, but here’s what to watch for:
- Test with a small batch first. If your data import blows up, better to have 100 leads go sideways than 10,000.
- Field mapping matters. Make sure fields like “Company Size” or “Lead Source” match up between systems. Otherwise, analytics reports will be useless.
- Watch for duplicates. Lunatro tries to de-dupe, but it’s not perfect. If your CRM is messy, clean it first.
What doesn’t work: Uploading random CSVs with inconsistent headers. Lunatro’s import tool is decent, but not magic. If things aren’t matching up, fix it in your source—don’t hack it in Lunatro.
3. Define What a “High-Value Lead” Means for You
No analytics tool can tell you what matters to your business. Before you start slicing and dicing data, decide what makes a lead “high value.” Some things to consider:
- Budget: Can they actually afford your solution?
- Need: Are they just browsing, or do they have an urgent problem you solve?
- Authority: Are you talking to a decision-maker, or someone who can only say “Let me check with my boss”?
- Timing: Is there a project or deadline driving urgency?
You don’t need a perfect formula, but you do need a rough sketch. If you’re in B2B SaaS, for example, maybe it’s “companies with 100+ employees, in finance, who attended a webinar in the last 30 days.” Whatever it is, write it down. You’ll use this to build filters and segments in Lunatro.
4. Build Lead Segments With Lunatro Filters
Here’s where you start using Lunatro for real work. The platform’s segmentation tools let you filter and group leads based on any field in your database.
- Start broad, then narrow: Filter leads by “engaged in last 30 days.” Then add “company size > 100.” Keep slicing until you’re down to a manageable number.
- Mix behavioral and firmographic data: Don’t just look at who opened an email. Combine that with things like industry or job title.
- Save your segments: Lunatro lets you save custom segments for quick access later. Use this for “hot leads,” “warm leads,” or whatever makes sense for your workflow.
What to ignore: Don’t get lost in the weeds with overly complicated filters. If it takes you 10 clicks to explain your segment, you’re overthinking it. Start simple, iterate as you see what actually converts.
5. Use Lunatro’s Lead Scoring—But Don’t Trust It Blindly
Lunatro offers built-in lead scoring that automatically ranks leads based on activity, fit, and other signals. It’s useful, but don’t treat the numbers as gospel.
- Check the scoring recipe: Look at which activities and fields are weighted most heavily. Does opening a single email really mean more than visiting your pricing page? Tweak the weights if you can.
- Sanity check top scores: Pull up your top 10 scored leads. Are they actually good fits, or is the algorithm picking up false positives (like bots, interns, or competitors)?
- Customize scoring models: If you have the option, add your own criteria—product usage, contract value, past deal velocity, etc.
What doesn’t work: Blindly calling the “top-scored” leads just because Lunatro says so. Automated scoring is a shortcut, not a substitute for common sense.
6. Dig Into Analytics to Spot Patterns
Now that your leads are sliced and scored, use Lunatro’s analytics dashboards to look for real trends:
- Which channels bring in high-value leads? If paid ads bring in lots of junk, but webinars attract decision-makers, double down on what works.
- Where do leads drop off? Are lots of “hot” leads stalling at proposal? Maybe your pitch isn’t landing, or you’re targeting the wrong folks.
- What behaviors correlate with closing? Maybe 80% of won deals downloaded a specific whitepaper. That’s a signal you can use.
Don’t just stare at pretty charts—look for actionable patterns. If something looks off (like a spike in low-quality leads from a new campaign), dig in and fix it.
7. Prioritize and Take Action
With your high-value leads identified, don’t just let them sit. Here’s how to actually move them forward:
- Assign leads quickly: High-value leads go cold fast. Set up alerts in Lunatro or your CRM so reps jump on them ASAP.
- Personalize outreach: Use the data you’ve collected. Reference the webinar they attended, the whitepaper they downloaded, or their industry pain points.
- Track results: See which prioritized leads convert. If your “high-value” definition isn’t working, tweak it.
What to avoid: Sending the same generic sequence to everyone. If you treat high-value leads like any other, you’ll get average results.
8. Iterate—Don’t Aim for Perfection
Lead scoring and prioritization isn’t a one-and-done job. Markets shift, people change jobs, and your product evolves. Here’s how to keep it useful:
- Review segments monthly: Are your filters still surfacing the right folks? Make small tweaks, don’t nuke everything.
- Talk to sales: If reps say the “hot leads” are actually duds, listen. Adjust your criteria.
- Watch for data drift: New fields, missing data, or CRM changes can break your filters. Stay on top of it.
Pro tip: Don’t waste weeks building a “perfect” scoring model. Ship something, see what works, and adjust.
Final Thoughts: Keep It Simple, Keep Moving
Lunatro analytics can help you cut through the noise and focus on leads that actually matter. But don’t get lost in dashboards or become a slave to the algorithm. Your best bet is to start simple, use your own judgment, and tweak things as you go. The goal isn’t a perfect system—it’s a pipeline that moves. Prioritize action over analysis, and remember: a little common sense beats a fancy spreadsheet any day.