Pipeline

The Pipeline shows every open lead, not just the ones due now. Action required drops a record as soon as you act on it. The Pipeline keeps it, so a lead you answered yesterday, or one whose follow-ups have all gone out, is still easy to find. Open it from CRM → Pipeline in the sidebar.

​

Two ideas: where a lead stands, and which stage it is in

The page and the AI use “stage” for two different things.

• Where a lead stands is the board’s three columns. It tells you who has to act next.
• Funnel stage is the lead’s subcategory, such as Meeting Requested or Trial User. It tells you how far the deal has got. The AI and you set it. See below.

​

The board and the list

The page opens as a Board with three columns. Switch to List for the same leads as a table, with the inline draft editor. Four numbers sit above: Open leads and the count in each column. In the list, switch between All and the three columns. By default the page hides leads in the Not interested category. The Category filter starts on Potential (not “Not interested”), which keeps unclassified and Other leads in, because nobody has ruled them out. Choose All categories or a single category to change it. Channel filters by email, LinkedIn or WhatsApp. Reset puts the filters back. Each column loads more cards as you scroll. Click a card to open the record page. Records live at /crm/records/ followed by the record id, and you can also reach one from Leads.

​

The default pipeline

Each organization has one Default pipeline. AgentSDR creates it the first time something needs it, together with its settings and a starter set of subcategories. You do not set it up. Changes you make later stay: a subcategory you delete is not recreated. The four categories are fixed: Interested, Customer, Not interested and Other. Subcategories live under them. The starter set is: Subcategories without a number are outcomes, not funnel stages. The starter set has no sequences attached. Add your own under Sequences and attach them in Settings → CRM & leads → Lead categories. You can add, rename and re-describe subcategories there. See Instructions and knowledge.

​

When the AI moves a lead, and when it holds

The AI only moves a lead forward.

• It moves a lead on its own when its confidence is at least the threshold (85% by default) and the new subcategory has the same or a higher funnel stage number. A lead with no stage, or sitting on a subcategory with no number, can move anywhere.
• It holds the change when the lead is already on a numbered funnel stage and the proposal is a lower number or has no number, for example from Meeting Done to Out of Office. Going back a step is a judgement about the deal, not about one message. A proposal with the same number, such as Meeting Requested to Meeting No Show, is sideways and is applied.
• Do Not Contact is the exception. An explicit request to stop is applied at once, the person is marked Do Not Contact and no draft is written.
• Customer is protected. The AI can propose Customer, but the proposal needs your review, and a lead already a Customer is not moved out by the AI.
• Other is reviewed by default, as are classifications below the confidence threshold.

A held change appears as AI suggests: …, with Accept or keep what the record already has. It shows in Action required as Confirm classification.

​

Move a lead yourself

Use Move stage in the record header when something happened outside the conversation, for example a call or a meeting. The AI’s reading of the last reply stays as it was. To correct a misread reply instead, use the classification picker on the record.

​

Related