How to Manage Your Lead Pipeline

The pipeline is your CRM workspace for tracking leads from first contact to closed deal. This guide covers stages, tags, grades, deal values, and workflow best practices.

Step 1: Understand the pipeline stages

Go to Pipeline to see your Kanban board. The default stages are:

• New — freshly found leads not yet contacted
• Contacted — outreach sent, awaiting response
• Interested — lead has responded positively
• Proposal — you have sent a proposal or quote
• Closed — deal won
• Lost — deal lost or lead went cold

Step 2: Add leads to the pipeline

From any search result, click Add to Pipeline on a lead card. The lead appears in the "New" column. You can also drag-and-drop imported leads directly.

Step 3: Move leads through stages

Drag a lead card from one column to another as you progress. Each move is logged in the lead's activity history so you can track the full journey.

Step 4: Use tags for organization

Apply tags like Hot, Warm, Cold, or Follow-up to prioritize your pipeline. Click the tag icon on any lead card to add or remove tags. Filter the pipeline view by tag to focus on high-priority leads.

Step 5: Set deal values

Click a lead card to open its detail view. Enter an estimated Deal Value to track your pipeline revenue. The pipeline header shows total value per stage so you can forecast revenue at a glance.

Step 6: Schedule follow-ups

From the lead detail view, click Add Reminder to schedule a follow-up call or email. Overdue reminders appear highlighted in red on your Reminders page and dashboard.

Expected outcome

A visual, organized pipeline that shows exactly where every lead stands. No more lost follow-ups or forgotten prospects.