Newsletter readers become prospects, not leads
Beyond waiting for an enquiry
Handling enquiries that arrive is what leads are for. But someone who has not enquired yet, who opened the newsletter and clicked a link, had nowhere to go. Put them among the leads and you can no longer tell them apart from people who actually asked.
So prospects now exist. Same screen layout as leads, and the two never mix.
What is new
Finding candidates from newsletter activity
People who opened a newsletter and clicked a link are gathered by campaign. Set a threshold and only those above it are collected as prospects.
The prospect desk
Three columns, like leads. On the left, the list and the stage (not contacted, responded, in contact, converted to lead). In the middle, the details, the ICP analysis, and AI nurturing. On the right, the activity record.
Filter by stage, source, country, owner, or existing company.
A check before anything is sent
Nurturing email to a prospect is written differently from email to a lead. You do not thank someone for an enquiry they never made.
Just before sending, unsubscribes and recent send history are checked again in three places.
Promoting to a lead
Promote a prospect and the ICP result and nurturing history go with them. A batch promoted at once can be pulled back from the undo banner at the top of the screen.
Leads whose owner or status has already changed, or that have picked up other records, are excluded from the undo. What a person has touched is not silently removed.
Kept separate
Promoted leads carry an outbound marker, so they are distinguishable from leads that came in as enquiries. The dashboard shows them separately, as "of which outbound: N".