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

Last updated: December 21, 2016

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Marketing: N/A
Sales: Free, Professional

What is Lead Status?

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 ensure 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 can I use Lead Status in my sales process?

The default options for the Lead Status property are New, Open, In Progress, Open Deal, and Unqualified, but this property can be customized to work with your sales team and process. To customize the options for your Lead Status property navigate in the CRM to SettingsContacts > click Manage for Edit your Contact Properties or Add New Properties. Find the Lead Status property and click the gearEditEdit Options. Here you can add new options or edit the existing options. As you customize this property, you'll want to 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 property 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 views and actions for leads with that status:

  • New: these are leads that you have not yet reached out to. 
    • Suggested view: HubSpot 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 that you have tried to reach out to, but with whom you have not yet been able to successfully connect.
    • Suggested view: HubSpot Owner is any of Me I Lead Status is any of Attempted to Contact I Last contacted is Last Week with columns Last Contacted, Recent Sales Emails Opened/Clicked, Currently in Sequence
    • Suggested action: send cold lead follow up template/sequence
  • Connected: these are leads that you've been able to make contact with, but who 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 view: HubSpot Owner is any of Me I Lead Status is any of Connected I Last contacted is Last Week with columns Last Contacted, Recent Sales Emails Opened/Clicked, 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 view: HubSpot Owner is any of Me I Lead Status is any of Open Deal with columns Last Contacted, Recent Sales Emails Opened/Clicked, 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 interest in moving forward or leads that you've determined not to be 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 view: HubSpot Owner is any of Me I Lead Status is any of Unqualified 

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