Introduction: Mastering Lead Management for better prospect conversion

So, you’ve got intent signals… Now what?

Alright. Someone’s clicked. Downloaded. Lurked on your pricing page like it’s a Black Friday deal. That’s an intent signal.

But let’s be clear: intent alone isn’t enough to close deals. Not even close.
You can’t just say “Oh hey, this person seems mildly interested” and expect your sales team to run with it.
That’s how reps burn time chasing the wrong people. That’s how your pipeline bloats. That’s how Marketing starts questioning Sales. Again.

First stop: Segmentation.

Before you even think about chasing anyone, you need to know who you’re actually after.
Not every signal is worth the same.
Segmentation helps you divide your audience based on relevance, buying stage, company fit, and behavior.

Then comes Lead Enrichment. 

You need context. The who, the what, the where they fit in your funnel.

Enrichment = turning vague LinkedIn ghosts into real business opportunities.
We’re talking job titles, tech stack, company size, hiring signals—everything that makes a raw lead outreach-ready.

Finally: Lead Scoring.

Because even with segmentation and enrichment, you still need to prioritize.
Real scoring happens on two levels:

• Attributes: Who they are. Company size, title, role, etc.
• Events: What they do. Clicks, downloads, demos, signals of intent.
  
  

Get that combo right and magic happens:
You stop guessing. You start prioritizing. And you engage the right people at the right moment—which, spoiler alert, is where deals actually get done.

And that’s just the start.

We break all of this down in Module 3—from segmentation frameworks to enrichment strategy to scoring logic.

Let’s turn intent into action