Acquisition: Leads View

By Summit53 Team

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Overview

The Leads view is the default tab inside Summit53's Acquisition zoom level. It shows every outreach lead in your pipeline — from freshly imported contacts through to qualified replies ready for conversion — in a single, filterable table.

Unlike standalone outreach tools, the Leads view lives inside the Revenue Engine. That means every lead shares the same data model as your pipeline opportunities and post-sale accounts. When a lead converts, the full engagement history travels with it automatically.

Lead Stages

Every lead progresses through four stages. The stage updates automatically based on sequence activity and engagement signals — you never need to drag cards between columns manually.

Imported

A lead enters the system at Imported when you upload a CSV, connect an Apollo export, or add a contact manually. At this point Summit53 has basic contact data (name, title, company, email) but no outreach has been attempted.

Leads stay at Imported until they are enrolled in a sequence or manually advanced.

Working

A lead moves to Working once it has been enrolled in an outreach sequence and the first touchpoint has been executed (email sent, LinkedIn connection request sent, or manual step completed). This tells you outreach is active.

Engaged

Engaged means the lead has shown a positive signal — an email open, a LinkedIn profile view after your message, a link click, or a connection acceptance. The lead hasn't replied yet, but there's evidence they're aware of you.

Replied

A lead reaches Replied when they respond to any touchpoint in the sequence. At this point the sequence pauses automatically so you can have a real conversation. Replied leads are your conversion candidates — the next step is qualifying them and converting to a pipeline opportunity.

Filtering and Sorting

The Leads table supports multiple filters that can be combined:

  • Stage — filter by Imported, Working, Engaged, or Replied to focus on a specific part of the funnel
  • Fit Rating — filter by ICP fit score (Excellent, Good, Medium, Low) to prioritise high-quality leads
  • Tier — filter by outreach tier (T1 through T4) to see leads at different priority levels
  • Sequence — filter by the sequence a lead is enrolled in, useful when running multiple campaigns
  • Last Touch Date — sort or filter by recency to find leads going cold
  • City / Region — geographic filters for territory-based outreach

Fit Ratings and ICP Scoring

Each lead receives a Fit Rating when it enters the system. If you import from Apollo with enrichment data, Summit53 calculates the rating automatically based on your ICP criteria (industry, company size, title seniority, technology stack, geography).

Fit Ratings use a four-tier scale:

  • Excellent — matches 4+ ICP criteria, high-priority target
  • Good — matches 3 ICP criteria, worth pursuing
  • Medium — matches 1–2 criteria, may need further qualification
  • Low — minimal ICP match, consider deprioritising

You can edit Fit Ratings manually if your research uncovers information the automated scoring missed.

Outreach Tiers

Tiers control the intensity and personalisation level of your outreach:

  • T1 — highest priority. Fully personalised sequences, founder-level messaging, multi-channel
  • T2 — high priority. Personalised first touch, semi-automated follow-ups
  • T3 — medium priority. Template-based sequences with light personalisation
  • T4 — low priority. Fully automated sequences, minimal personalisation

Activity Tracking

The Leads view tracks every touchpoint across channels:

  • Emails sent — with open and click tracking
  • LinkedIn messages — connection requests and InMails
  • Manual steps — phone calls, research tasks, or custom actions completed by the rep
  • Last Touch Date — automatically updated whenever any touchpoint fires
  • Last Touch Channel — shows whether the most recent contact was email, LinkedIn, or manual

Converting to Pipeline

When a Replied lead qualifies, you can convert them to a pipeline opportunity with a single click. Summit53 creates the opportunity record and copies over:

  • Full contact details and company information
  • Complete engagement history (every email, message, and touchpoint)
  • Sequence performance data (which messages resonated)
  • ICP fit rating and qualification notes

This is the handoff where the Acquisition loop meets Pipeline in the Figure-Eight. No context is lost, and attribution is automatic.

Bulk Actions

Select multiple leads to perform bulk operations:

  • Enrol in sequence — add selected leads to an outreach sequence
  • Update tier — change the outreach tier for selected leads
  • Update fit rating — adjust ICP fit scores in bulk
  • Export — download selected leads as CSV for external use