Capture your first leads and move them through a pipeline stage by stage.
Follow these five steps
1
Add your first lead
Use "Create Lead" for one contact at a time — it walks through Contact, Company, Location, Financial and Details tabs — or bring in a batch through CSV import, which maps your columns to lead fields and lets you skip or update duplicates.
2
Qualify it as you work it
From the lead’s Lead Qualification card, move it forward one action at a time: Mark as Contacted, Qualify as MQL, Move to Nurturing, then Qualify as SQL. The stage and the lead score move together.
3
Convert to an account and opportunity
Once a lead is SQL, "Convert to account & opportunity" creates the company account, primary contact and a linked sales opportunity in one step. If a similar account already exists, you’ll be offered a link instead of a duplicate.
4
Watch the funnel
Leads Overview shows New → Contacted → MQL → Nurturing → SQL as a visual funnel with the conversion rate between each stage, plus your hot-lead count (score 80 and above) and how many were disqualified.
5
Route leads at scale
For bulk work, build a Segment — a dynamic or static filtered list — to qualify many leads at once or feed a campaign. Funnels then show you how leads actually move between the campaigns you’ve grouped together.
Qualification only moves forward
You can’t re-qualify a lead that’s already MQL, and you can’t downgrade a lead from SQL back to MQL. A disqualified lead is the one exception — it can always be reopened as New.
Screenshot pending — Create Lead dialog with contact, company and financial tabs
Adding a lead by hand.
Screenshot pending — Lead Qualification card showing pipeline stage, score and the convert action
Qualifying a lead from New through to SQL.
Want the full detail?
This guide covers the day-to-day flow. For every field, status and conversion rule — plus how Segments and Funnels fit in — see the Leads & Pipeline doc.