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How can I use the Lead Status property in my sales process?

Last updated: May 9, 2018

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The Lead status property is used to indicate where your sales team is in the process of qualifying a lead into an opportunity. It allows you to see the status of a lead as it is being managed by your sales team. 

Why should I use Lead status in my sales process?

There are a few different reasons to use the Lead status property in your sales process:

  • It enables you to segment your leads based on previous sales activities and prioritize your outreach.
  • It keeps your sales reps on top of their funnel and ensures that no lead falls through the cracks due to lack of follow-up. 
  • It allows you to nurture or remarket to people who are not yet ready.

How do I use Lead status in my sales process?

The default options for the Lead status property are NewOpenIn ProgressOpen DealUnqualifiedAttempted to ContactConnected, and Bad Timing, but this property can be customized to work with your sales team and process. To customize the options for your Lead status property:

  • In your HubSpot account, click the settings icon settings in the main navigation bar.

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  • Select Properties on the left-side menu and click the Contact properties tab.
  • Search for Lead status in the search bar and click Lead status to edit the property . 

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  • In the property editor screen, scroll to the Radio select options section. Here you can add new options or edit the existing options. As you customize this property, consider your outreach process. What are the definitive steps you take during this process with a prospect? When would you unqualify a lead?
  • Click Save when finished.

While it's up to you to define this property in a way that makes sense for you and your team, here are some suggested custom Lead status options, along with suggested saved filters and actions for leads with that status:

  • New: these are leads you have not yet reached out to. 
    • Suggested saved filter: Contact owner is any of Me Lead status is any of New | Last contacted is unknown.
    • Suggested action: send initial outreach template/sequence.
  • Attempted to Contact: these are leads you have tried to reach out to, but haven't been able to successfully connect with yet.
    • Suggested saved filter: Contact owner is any of Me I Lead status is any of Attempted to Contact I Last contacted is Last Week. Your columns can be Last Contacted, Recent Sales Emails Opened/Clicked, andCurrently in Sequence.
    • Suggested action: send cold lead follow-up template/sequence.
  • Connected: these are leads you've been able to make contact with but are not yet opportunities. A lead with this status may still be waiting on a booked meeting with a decision-maker on their team or may still be working to establish a budget.
    • Suggested saved filter: Contact owner is any of Me I Lead status is any of Connected I Last contacted is Last Week. Your columns can be Last Contacted, Recent Sales Emails Opened/Clicked, and Currently in Sequence.
    • Suggested action: send “Is there anything I can do to help?" template/sequence.
  • Open Deal: these are leads that have expressed interest in buying your product or service. You've opened a deal with them. 
    • Suggested saved filter: Contact owner is any of Me I Lead status is any of Open Deal. Your columns can be Last Contacted, Recent Sales Emails Opened/Clicked, and Currently in Sequence.
    • Suggested action: send “Is there anything I can do to help?" template/sequence.
  • Unqualified: contacts may become unqualified for a number of reasons. These are leads that may have told you they're no longer interested in moving forward or leads you've determined aren't a good fit for your product. This status may also indicate an opportunity to send this lead back to your marketing team for a remarketing campaign. 
       Suggested saved filter: Contact owner is any of Me I Lead status is any of Unqualified

Please note: if you have access to HubSpot's workflows tool, you can use automation to set the proper Lead status property value for your contacts based on set criteria. Learn more about this here

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