Overview

The Leads page is the home of the Acquisition section. Opening Leads from the navigation takes you to /outreach/leads/focus, and visiting /outreach redirects here too. It is where you work your prospect leads: decide who needs attention today, advance them through the pipeline, run their cadences, draft outreach with Summit53, and convert the qualified ones into CRM opportunities. Because leads live inside the Revenue Engine, the full engagement history travels with a lead when it converts.

Across the top of the Acquisition section sit tabs for Leads, Sequences, Import, and Events. The Leads page itself offers four views, switched from the toggle in the header: Focus, Pipeline, All leads, and Accounts. Alongside the toggle sit a Search box (press ⌘K or Ctrl+K to jump to it), an Import leads button that opens Lead Import, and a New lead button.

Two status chips also sit in the header. A search quota chip shows how much realtime research capacity remains for qualification and research — for example "50/50 searches left" — turning red when the quota is exhausted. Next to it, a Gmail pill reads Gmail connected (with a mailbox count when more than one is active) or Connect Gmail; click it to manage or set up Gmail reply ingestion. Connecting Gmail is what powers reply capture and the reply triage queue.

Filtering and search

A filter bar sits beneath the header in the Focus, Pipeline, and All leads views. It offers:

Status, Stage, Tier, and Fit.
Cadence — Not enrolled, Active, Manual action due, Paused, Completed, Stopped, or Failed.
Sequence — shown when your organisation has sequences, to narrow to one cadence.
Due window — Overdue, Due now, Due today, or Next 7 days.
Owner — shown when more than one person owns leads.

A Clear button resets the filters, and a "Showing X of Y" count tells you how many leads match. The search box matches on name, company, or email.

If your organisation has not yet published an ICP Definition asset, a banner explains that qualification is running on provisional, tenant-neutral criteria, with a Create ICP asset link. Add an ICP so fit and tier are scored against your actual market.

Reply triage

When Gmail is connected and inbound replies are waiting for review, a Reply triage panel appears near the top of the Focus, Pipeline, and All leads views, headed with how many replies need review. Each card is tagged Gmail reply and shows who replied and where they work, the subject line, how long ago the reply arrived, and a preview of the message. A Refresh button re-checks the inbox, and the × control dismisses the panel for the rest of your visit.

Every reply card carries five actions:

Draft reply — Summit53 drafts a response grounded in the conversation, opening the composer inline on the card.
Mark reviewed — clear the reply from the queue once you have dealt with it.
Snooze — push it back to handle later.
Not interested — record that the lead has opted out.
Convert — promote a positive reply straight to a CRM opportunity.

Focus view

Focus is the default view and answers a single question: who should I work right now? A momentum header greets you and summarises how many leads need you today, with stat chips for replies waiting, overdue, due today, and active leads, plus a Daily touches goal ring tracking leads worked against your active queue. If some due leads are being held for an account cooldown, the summary says so — for example "1 more is holding for an account cooldown."

Below the header, leads are grouped into an ordered action queue:

Reply waiting — a lead has responded; strike while it’s warm.
Overdue — a next action or sequence step is past due; clear these first.
Due today — actions and sequence steps on deck for today.
Suggested for you — high-fit leads Summit53 has surfaced for you to start.

Each card shows the lead’s tier, fit, engagement heat, why it is in the queue, its recorded touches, and a cadence line (for example Not enrolled, or the sequence name with progress and due time). The card carries a primary action chosen to fit the lead’s state — for example Draft reply, Draft with Summit53, Send follow-up, Send LinkedIn DM, Send connect request, Log a call, Open cadence, Retry step, or Convert to opportunity — along with Snooze to push the next action out and Open to view the lead.

Sequence work appears in the queue too, with reasons such as Sequence step due, Sequence step overdue, Manual sequence step ready, and Sequence step failed.

Account clusters and the cooldown tray

Leads that belong to a target account are grouped under an account header showing the account name, committee coverage, and how many contacts are engaged (for example "75% · 2 of 3 engaged"). Each card in a cluster shows the contact’s committee role and thread number. A card may read “Queued behind” another contact — Summit53 recommends opening the primary thread first, but this is a recommendation, not a block.

To keep an account hearing one voice at a time, Summit53 recommends holding touches to other contacts at an account for a few days after someone there is contacted. Those leads move to the Held by account cooldown tray at the bottom of the queue ("Recommended to wait. You can still send."), grouped by account with the date the account Opens again. A lead with a reply waiting is never held, and a contact’s own follow-ups are never held.

To contact a held lead anyway, click Send anyway. A confirmation explains when Summit53 recommends waiting until and why, and asks Why now? (optional) with quick reasons — They asked to talk, Event follow-up, Time-sensitive news, or Other…. Choose Send anyway to continue with the lead’s normal action, or Keep holding to back out. The decision is recorded on the account timeline, and you won’t be asked again for that contact during the same cooldown.

When the queue is empty you will see "You’re all caught up", with a prompt to switch to Pipeline or All leads to keep building.

Pipeline view

Pipeline shows your acquisition pipeline as a board, with one column per stage: Prospect, Qualifying, Nurturing, and Ready. Each column shows a count and a fill bar. Drag a card to advance its stage — the move is saved as you drop it. Each card shows the lead’s fit rating, tier, an engagement (heat) indicator, the next line of action, and a primary button. Click any card to open its detail drawer.

All leads view

All leads is a full, paginated table for working at volume. It loads more rows as you scroll and has columns for Lead, Owner, Stage, Fit, Engagement, Cadence, Next step, and Value, with a per-row Draft button. For a lead that is not enrolled, the row offers an Enrol… picker to put that single lead into a published sequence.

Tick the checkbox on one or more rows to reveal the bulk bar, where you can:

Enroll in sequence — choose a published sequence and enrol the selected leads.
Qualify — have Summit53 score the selected leads for fit and tier.
Clear — drop the selection.

The Enrol leads button on a sequence in Sequences opens this view pre-filtered to leads that are not yet enrolled.

Accounts view

Accounts switches the page from individual leads to target accounts — companies you work as a buying committee rather than one contact at a time. It has its own funnel, account list, and account detail pages. See Outreach: Target Accounts for the full walkthrough. Leads that are not on an account keep working exactly as before.

Status, Stage, Fit, and Tier

Each lead carries a Status that reflects engagement — Prospect, Working, Engaged, Replied, and Converted — and a Stage that places it in the pipeline: Prospect, Qualifying, Nurturing, or Ready. Two more fields guide prioritisation:

Fit rating — how well the lead matches your ICP: Strong, Good, Moderate, or Weak.
Tier — outreach priority: Tier 1, Tier 2, or Tier 3.

The lead detail drawer

Clicking a lead in any view opens a slide-over drawer on the right with everything about that lead. At the top sit three actions: Draft with Summit53 (which becomes Regenerate draft once a draft exists), Re-qualify, and Convert. The drawer is organised into sections:

Target account — the account this lead belongs to, if any (see below).
Cadence — the lead’s sequence enrolment (see below).
Qualification — Stage, Fit rating, Tier, Deal value, and Fit score, with a marker showing whether the lead was scored against your published ICP or with provisional criteria.
Details — contact, ownership, source, and next-action details.
Lists — the lead lists the lead belongs to.
Notes — free-text notes on the lead.
Engagement — Recorded sends, Opens, Clicks, and Replies counts.
Activity — a timeline of the lead’s history, distinguishing how each send was recorded (for example Recorded send, User-confirmed send, or Provider-confirmed delivery).

Cadence section

If the lead is enrolled, the Cadence section shows the Pinned version of the sequence it is running, its Progress ("X of Y completed"), the Next due step, and the Status reason. If a step failed, a Last error note says whether retry is available. Buttons offer the actions that fit the enrolment’s current state — such as Complete manual step, Pause, Resume, Stop, or Retry — plus Open operational view, which takes you to the sequence’s enrolment list. Recent sequence events are listed underneath.

If the lead is not enrolled, choose a sequence from Choose an eligible sequence… and click Enrol lead. If no published sequence is available, the section says so.

Target account section

A lead that is not on an account reads "Not on a target account. This lead is worked on its own and no account rules apply." Click Add to account… to attach it to an existing target account, or use Or make [company] a target account to create one.

For a lead on an account, the section links to the account (Open account ›), shows any cooldown hold with a Send anyway… option, and lets you set the contact’s committee details — Role, Thread, Introduced by, and Angle — then Save. Remove from account detaches the lead. Below that, Others at [account] lists the rest of the committee with when each was last touched, and on multithreaded accounts a suggested contacts link jumps to stakeholder suggestions for the account.

Drafting outreach with Summit53

Draft with Summit53 prepares a message for a lead. When a lead has replied, Summit53 drafts a reply grounded in the conversation; otherwise it drafts an outreach note. Drafts are grounded in your knowledge assets, and the composer shows which assets were used.

Summit53 does not send messages itself. From the composer, Copy the draft and send it from your own mailbox or LinkedIn, then click Confirm sent externally so the touch is recorded against the lead. You can also Regenerate the draft or close the composer. If a draft is already saved on a lead, the action reads View draft so reopening it does not generate a fresh one.

Qualifying leads

Re-qualify in the drawer (or Qualify in the All leads bulk bar) asks Summit53 to research a lead and score its Fit rating and Tier. If no ICP asset is published, leads are scored with provisional criteria and flagged accordingly; if your search quota is exhausted, qualification resumes after the quota resets.

Adding leads

Use New lead to add a single lead by hand — useful for referrals. The form captures email (required) plus first and last name, title, company, phone, LinkedIn URL, fit rating, tier, stage, next action and date, an engagement signal, and notes. For lists, click Import leads to use Lead Import; for conference and booth contacts, use Events.

Converting to a CRM opportunity

When a lead qualifies, Convert creates a CRM opportunity and carries over the contact details, company, engagement history, and qualification fields. This is the handoff where Acquisition meets Pipeline — no context is lost. To convert a whole buying committee into a single opportunity, convert from the account instead (see Target Accounts).

Outreach: Leads