Prospects, CRM, and Pipeline
Audience: Operators reviewing research output and managing customer records.
Goal: Explain prospect review, CRM import, and pipeline / task workflows.
Related: Research Campaigns, Messaging, Outreach, and Automations
Prospect review
Open Prospects to decide which AI-researched candidates become real CRM records. Use the same Businesses / Contacts toggle as Research so company and person queues stay separate.
Research itself is free. By default (no org unit prices), operators see full prospect identity with no purchase step. When a super admin sets lead unit prices for the organization, unpaid results for that kind are locked: identity fields (names, emails, phones, websites, sources/evidence) are hidden. You still see scores, industry/geography context, fit reasoning, and signals explaining why each candidate was selected. Select locked rows and Purchase selected to unlock them via Square checkout; only the IDs you pay for become fully visible.
What you see
- Company details and website (Businesses) or person / profile details (Contacts) — after unlock when billing is active
- Evidence and fit reasoning (evidence/sources after unlock when billing is active)
- Buying signals with confidence
- Urgency and priority scores
- Contact hints / ranked contacts and contact quality (after unlock when billing is active)
- Company channels and locations when available
- Qualification facts when the B2B deep pipeline produced them
- Employer affiliation on account-consumers person prospects when company context exists
- Locked badge when identity is hidden pending purchase
Long prospect lists are paginated. Open Review details for the full prospect screen.
Common actions
- Filter by status, campaign, or intent; Recommended only to focus on top-N ranked qualified businesses
- Select locked prospects and purchase them (Square hosted checkout) when org unit prices are set
- Accept & find contacts (single or bulk) for qualified businesses — queues Contact Resolution (persona-aware provider waterfall); status becomes
acceptedwhile it runs - After contacts are ready, Approve / Approve & import to CRM (or Reject poor fits)
- Override & approve when status is system-rejected and you disagree after reading the rejection reason
- Choose a primary contact; optionally edit name, email, phone, or role before import
- Import approved prospects into CRM (requires unlock when billing is active)
- Prefer Accept → Resolve over ad-hoc provider panels for the primary contact path
- Generate message drafts or outreach variants when buying signals exist
- Request the right contact when you only have a company channel
- Close the loop — approve & import, send outreach, enroll in a sequence, or create a booking from one screen
- Rerun research from a candidate’s campaign when fresher results are needed
- Export CSV for offline review (requires unlock when billing is active)
Only approved prospects should be imported. Imported candidates are marked so the same candidate is not imported again as a duplicate. Research does not find contacts during company Deep Research — spend starts after you Accept a business.
There is no automatic approve/reject from interview policy alone — human review is required before CRM import.
Enrichment
Primary path for B2B businesses: Accept & find contacts runs a single Contact Resolution job (Perplexity first, ZoomInfo when the add-on is active) and stops when persona + channel quality requirements are met. “Verified” here means provenance and quality tiers — not SMTP/carrier verification.
On the prospect detail screen (when providers are enabled), advanced panels remain available:
| Action | Use when |
|---|---|
| Save enrichment | Manual edits to company / person fields or fit reasoning |
| Enrich Prospect (Perplexity) | Backfill company phone, email, socials, locations, firmographics |
| Find Contacts / Enrich Contact (Perplexity) | Manual rediscovery outside the Accept waterfall |
| Enrich Contact with ZoomInfo | Org has ZoomInfo add-on Active — review Current vs proposed fields, then accept/reject |
CRM contacts support the same Perplexity / ZoomInfo contact enrichment panels. Prefer rejecting on weak fit/evidence, not only on a missing mobile number.
CRM import
Import creates or updates:
- Organization (company) — Businesses prospects; Contacts may still link an employer when affiliation exists
- Contact (primary person)
- Opportunity (pipeline item)
- Timeline activity linking the research origin
Metadata stores CRM IDs to prevent duplicate imports. Normal CRM lists are tenant-scoped and exclude soft-deleted records.
CRM records
Use CRM to manage:
| Record | Typical fields |
|---|---|
| Contacts | People, emails, phones, language, source, score, status, tags |
| Organizations | Companies, lifecycle stage, website, industry, location, size, revenue |
| Opportunities | Stage, value, probability, close date, linked contact and organization |
| Cases | Service, retention, billing, and technical issues |
| Timeline | Notes, messages, calls, meetings, tasks, workflow activity |
Typical CRM flow
- Search or filter records.
- Open a record for details and timeline.
- Update profile information when new facts are confirmed.
- Create or update opportunities as conversations progress.
- Use tasks and cases for follow-up work.
Additional CRM operations supported in the product include soft delete / restore and duplicate / merge workflows for cleanup.
Pipeline
Pipeline tracks deal progression:
- View opportunities by stage
- Track expected value and probability
- Update stage as work progresses
- Review expected close dates
- Keep pipeline rows tied to contacts and organizations
Pipeline values feed executive reporting when analytics and CRM records exist.
Tasks
Tasks track operational follow-up:
- Open, overdue, and completed work
- Filters by status or overdue state
- Priority, due dates, reminders, and owners
- Operator metrics such as overdue tasks, urgent tasks, failed jobs, and hot leads waiting
Tasks are most useful when CRM, inbox, and automations consistently create or update follow-up actions.
Changelog
| Date | Change |
|---|---|
| 2026-08-13 | Pre-approval Engage eligible is not generally available; removed from the public prospects guide until managed-campaign validation completes. |
| 2026-08-12 | Pre-approval engagement: optional campaign policy (default off), Engage eligible first-touch, prospect-linked conversation preserved on Approve & import, human lead disposition. |
| 2026-08-12 | Accept → Contact Resolution waterfall; recommended vs all qualified; contact-light research |
| 2026-07-28 | Default unlimited access when org unit prices are unset; paywall only when prices are set. |
| 2026-07-28 | Lead unlock billing: free research with redacted results; cherry-pick purchase via Square. |
| 2026-07-28 | Added Businesses/Contacts toggle, person prospects, enrichment panels, Close the loop, override & approve. |
| 2026-07-21 | Initial public prospects, CRM, and pipeline guide. |