Contacts are people. Companies are firms. Leads are pipeline cards on New, Qualified, Meeting, Won, or Lost, and the same person can be both a contact and a lead.
Contacts and companies
Contacts live under Contacts. Companies live under Companies. A campaign enrolls a list of people. Company Enrich fills firm fields and spends a company enrich token the first time that workspace unlocks the company.
Open Contacts to add or import people.
Open Companies to add or import firms.
Put people or firms on a list when you want a campaign or a saved segment.
Open a company and Enrich when you have a name, LinkedIn URL, or domain.
People database and Company database are ready. CRM shows Coming soon and stays disabled. Use a database search, CSV, or Add manually.
Leads and the pipeline
Leads is not a second copy of your contact list. It is a board of cards.
Open Leads.
Read the columns New, Qualified, Meeting, Won, and Lost.
Drag a card to change stage.
Add to pipeline from a contact when you want a card. The person stays a contact.
A lead without a matching contact workflow still points at a person. Closing Won or Lost does not delete the contact.