The lead board

An overview of the lead board: how marketing-qualified leads appear and how sales works them down the funnel toward a sale.

The lead board is where contacts qualified by marketing as leads are delivered to your sales team.

The purpose of the board is to let sales evaluate leads and move them down the funnel to a sale.

The lead board with the sales team picker, lead streams, filters, and the lead stages

The process

A fresh lead lands in the MQL stage. Your job is to validate MQLs and move them down the funnel. If a lead is interesting, move it to the next stage. If it disqualifies at any point, move it to "Lost / No opportunity" — this also gives important feedback to your marketing team.

The features

Several features help you work the sales process.

Filtering

To narrow the leads on your board, use these filters:

• Lead streams. By default the board shows all leads regardless of source. Open the lead stream list ("Leads from ALL streams") and select a stream to show only leads from that stream.
• Date range. Show only leads generated in a specific date range. If you don't find what you're looking for, expand the date range.
• Show hidden. Above the stages, switch between all leads and hidden leads. Use Filters to narrow the board by assignee.
• Contact category and tags. Open Filters and choose a contact category (all categories, or only prospects, customers, or others) or a tag.
• Search. Search by email, name, or company to find a specific lead.

The contact card

Contact card with the Lead tab open

Click a lead on the board to open the contact card. The last tab is the Lead tab, which shows everything relevant for managing the lead.

From here you can:

• See which lead streams the contact has matched and the description.
• Change the category of the lead to prospect, customer, or other.
• Change the lead stage.
• Assign the lead to yourself or someone else.
• Hide the lead from the board.

You also have direct links to the contact's email, phone number, and LinkedIn profile.

The other tabs on the contact card let you:

• Review the full engagement timeline.
• Edit the contact information.
• Make notes.

There is also a link to the company card.

The company card

From the contact card, open the Overview tab and click View company to see a summary of the company. The company is identified by the domain in the lead's email address.

Company card showing the company profile