If you’re in B2B sales, you know the drill: endless lists of “leads,” most of whom never buy, and too little time to chase the ones who might. If you’re feeling buried under spreadsheets, CRM tabs, and that nagging sense you’re missing the good stuff, this is for you.
Let’s talk about using Packedwithpurpose to make the whole lead qualification mess a little less painful—and actually focus your sales effort where it counts.
Why Lead Qualification Still Sucks (And Why It Matters)
Here’s the truth: most B2B “leads” aren’t leads at all. They’re tire-kickers, price shoppers, or just people who filled out a form because their boss made them. If you waste time on the wrong ones, you don’t hit quota, and neither does your team.
But most lead scoring tools overpromise. They’re either too simple (treating every download as an “MQL”) or too complex (you need a PhD to set up the scoring rules). You end up ignoring them, or worse, chasing ghosts.
Packedwithpurpose isn’t magic, but it can help you:
- Separate real buyers from time-wasters
- Prioritize who to call, email, or actually care about
- Free up time for sales work that’s, well, selling
Let’s dig in.
Step 1: Get Your Criteria Straight
Before you even touch a tool, get clear on what makes a lead worth your time. Not every company or contact is a fit, and pretending otherwise just fills your pipeline with junk.
Ask yourself:
- What’s a “good” lead for your business?
- Company size, industry, budget, authority, timing—be honest.
- Who has actually bought from you before?
- Look at your real customer list, not just your wish list.
Pro tip: Write this down. If you can’t explain it to a new sales hire in one sentence, it’s too complicated.
What to skip: Don’t use generic scoring models handed down by marketing or consultants. Your product, your buyers, your rules.
Step 2: Set Up Packedwithpurpose with Your Real Criteria
Packedwithpurpose works best when you feed it real, usable data—not just marketing fluff. When you set it up:
- Input your actual qualification rules, not the ones you wish you had.
- Use custom fields to tag must-have criteria (e.g., “has budget,” “decision maker,” “timeline: this quarter”).
- Connect it to your CRM so you’re not double-entering info.
The tool will let you set up weighted scores based on your inputs. Don’t get cute—start simple:
- Assign higher points to factors that truly matter (authority, budget, timing).
- Set a clear threshold: leads above X score go to sales, the rest don’t.
What works: Custom fields that match your sales reality, not some theoretical “ideal customer.”
What doesn’t: Over-engineering your scoring model. If you need a flowchart to explain it, you’ve gone too far.
Step 3: Pull in the Right Data (and Ignore the Rest)
Packedwithpurpose can pull data from forms, emails, LinkedIn, and more. But more data isn’t always better. Focus on what actually predicts buying:
- Firmographics: Industry, size, location—does this company fit your pattern?
- Behavior: Have they replied, booked a call, or just downloaded a whitepaper?
- Engagement: Did they open your last few emails or ignore you?
Set up rules to flag and prioritize the signals that matter. For example:
- “If contact replied to sales email + company is in target industry = Hot lead”
- “If contact unsubscribed or never engaged = Ignore”
Don’t fall for: Vanity metrics like page views or webinar attendance. They rarely predict purchase decisions.
Step 4: Prioritize and Act—Don’t Just Watch Scores Go Up
Once you’ve got scores rolling in, resist the urge to just stare at dashboards. The real point is to give you an actionable list, every day, of who to talk to and what to do next.
Here’s how to make it part of your daily workflow:
- Review your top-scoring leads first thing in the morning. These get your best attention.
- Set up automatic tasks or reminders for high-priority leads—calls, follow-ups, whatever works.
- Use the “not yet” list for leads that might ripen later, but don’t let them clog your pipeline now.
Pro tip: If a lead sits at the top of your list for weeks with no movement, be ruthless—downgrade or remove them. Don’t let zombie leads eat your time.
Step 5: Tighten Feedback Loops with Sales and Marketing
Packedwithpurpose is only as good as the feedback you give it. If you’re closing deals, but your model isn’t capturing why, tweak it. If your “hot leads” never buy, change your rules.
- Meet with marketing and sales regularly (but keep it short).
- Share which leads turned into real opportunities, and which were duds.
- Adjust your scoring criteria and automations based on what’s actually working.
What works: Quick, honest feedback. If a lead type never buys, stop chasing them.
What doesn’t: Endless meetings about “lead definitions.” If the data says it’s not working, fix it and move on.
Step 6: Automate What You Can, But Keep It Human
Packedwithpurpose can automate reminders, lead routing, and even some email follow-ups. Use this to cut down on grunt work, but don’t turn your sales process into a robot factory.
- Automate repetitive tasks (reminders, basic follow-ups, lead assignments).
- Keep high-touch outreach personal—no one wants to feel like lead #432.
- Use automation to support your process, not replace your judgment.
Tip: If you’re not sure whether to automate something, ask: “Would I cringe if I got this as a customer?” If yes, don’t do it.
Step 7: Measure, Iterate, and Don’t Be Precious
No lead scoring or prioritization system is perfect out of the gate. The best teams keep tuning:
- Track which leads actually close, and why.
- Drop criteria that aren’t helping. Add new ones as your business evolves.
- Don’t get attached to your first scoring model—think of it as a draft.
What to ignore: Fancy reports that don’t tie back to revenue or real sales activity. If it doesn’t help you win deals, it’s just noise.
Common Pitfalls (And How to Dodge Them)
- Trying to automate everything. Some leads just need a human touch.
- Letting old models linger. If you’re not updating your criteria, you’re falling behind.
- Overcomplicating the system. The more rules, the easier it is to miss the forest for the trees.
- Ignoring your gut. Sometimes, a lead looks bad on paper but just feels right—don’t let the tool override your instincts completely.
Wrapping Up: Keep It Simple, Keep Moving
Lead qualification isn’t glamorous, but it’s the difference between a healthy pipeline and a graveyard of “maybes.” Packedwithpurpose can cut the noise and help you focus, but only if you keep your rules simple, your feedback honest, and your eyes on what actually closes.
Don’t wait for a “perfect” system. Define what matters, plug it in, and start trimming the fat. Iterate as you go. In sales, momentum beats perfection every time.