Lead Stages

Where they are in the journey.

Know Where Every Lead Stands

Leads move through stages automatically. AI handles the transitions.

The Journey

┌──────────────────┐
│       NEW        │  ← Just arrived
└────────┬─────────┘
         │ AI sends first message
         ▼
┌──────────────────┐
│    CONTACTED     │  ← Waiting for reply
└────────┬─────────┘
         │ Lead replies        │ All channels exhausted
         ▼                     ▼
┌──────────────────┐    ┌──────────────────┐
│     ENGAGED      │    │    EXHAUSTED     │ ← Paused (revivable)
└────────┬─────────┘    └──────────────────┘
         │ Meets criteria       ▲ mode change / new info
         ▼                      │ revives back to CONTACTED
┌──────────────────┐
│    QUALIFIED     │  ← Ready for meeting
└────────┬─────────┘
         │ Meeting booked
         ▼
┌──────────────────┐
│    SCHEDULED     │  ← Meeting on calendar
└────────┬─────────┘
         │ Meeting happens
         ▼
┌──────────────────┐
│MEETING_COMPLETED │  ← Meeting done
└────────┬─────────┘
         │
    ┌────┴────┐
    ▼         ▼
┌───────┐  ┌───────┐
│  WON  │  │ LOST  │
└───────┘  └───────┘

Stage Definitions

Stage	What It Means
New	Just added, hasn't been contacted yet
Contacted	AI sent first message, waiting for reply
Engaged	Lead is responding, conversation active
Qualified	Meets your criteria, ready for meeting
Scheduled	Meeting booked on your calendar
Meeting Completed	Meeting happened, awaiting outcome
Nurture	Not ready now, AI follows up over time
Won	Deal closed, converted to customer
Lost	Deal lost, no longer pursuing
Exhausted	All available outreach channels used up, eligible for revival
Bad Phone	Phone number invalid or unreachable
Bad Contact	All communication channels exhausted or unavailable
Moved Company	Contact no longer at the company

Paused States

Paused State	When It's Used
Exhausted	All channels in the current outreach mode have been used. Not a dead lead -- if you change the agent's outreach mode (e.g. from Email Only to Blended) or new contact info is discovered, the lead is automatically revived and queued for follow-up.

End States

There are 5 possible end states for a lead:

End State	When It's Used
Won	Lead converted to customer/client
Lost	Lead declined, went elsewhere, or not a fit
Bad Phone	Phone number doesn't work (disconnected, wrong number)
Bad Contact	No valid way to reach them (bad phone, bad email, unresponsive)
Moved Company	Contact is no longer at the company (auto-reply, out-of-office, or they told you)

The Nurture Path

Not every lead is ready right now. When a lead goes quiet or says "not yet":

Any Active Stage
       │
       │ Lead goes quiet / says "later"
       ▼
┌──────────────────┐
│     NURTURE      │  ← AI continues periodic follow-up
└────────┬─────────┘
         │ Lead re-engages
         ▼
    Back to ENGAGED

AI handles nurturing automatically with periodic check-ins until the lead either re-engages or you mark them Lost.

Automatic Transitions

AI moves leads automatically based on these triggers:

Trigger	Stage Change
AI sends first message	New → Contacted
Lead replies	Contacted → Engaged
Qualification checklist complete	Engaged → Qualified
Meeting confirmed on calendar	Qualified → Scheduled
Meeting time passes	Scheduled → Meeting Completed
Lead goes quiet / says later	→ Nurture
All outreach channels used up	→ Exhausted
Outreach mode changed / new contact info	Exhausted → Contacted (revived)
All contact attempts fail	→ Bad Phone / Bad Contact

Manual Override

You can always change stages manually:

Open the lead
Click the stage dropdown
Select new stage

Useful for: marking wins/losses, flagging hot leads, moving to nurture.

FAQs

"Can I customize stages?" Not currently. Stages are optimized for the conversion workflow.

"What's the difference between Lost and Bad Contact?" Lost = they said no or went elsewhere. Bad Contact = you couldn't reach them at all.

"What's the difference between Lost and Moved Company?" Lost = they declined or went with someone else. Moved Company = the person left the company (common with auto-replies). The lead/account may still be viable with a new contact.

"What triggers Bad Phone?" Multiple failed SMS attempts, invalid number detected, or carrier rejection.

"What's the difference between Exhausted and Dead?" Exhausted means all outreach channels have been tried, but the lead can be automatically revived if new channels become available (mode change) or new contact info is discovered. Dead means the lead opted out, was blocklisted, or is genuinely uninterested -- dead leads are never revived.

"Can a lead go backward?" Yes. If a scheduled meeting cancels, they might go back to Engaged. Exhausted leads can be revived to Contacted when new outreach channels open up.

"How long does Nurture last?" Until the lead re-engages or you mark them Lost. Could be weeks or months.

"Do stages affect AI behavior?" Yes. Different stages trigger different messaging strategies and conversation modes.

"What happens after Meeting Completed?" You manually mark the lead as Won or Lost based on the meeting outcome.

"Can I skip stages?" Leads typically progress in order, but you can manually jump to any stage.

Lead details — See all lead info
Lead scoring — Prioritize leads

Lead Stages

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