Lead and funnel
The companies you sell to, the sales stages they go through and the people at each one.
In Spanish: Lead and Embudo. With them come the company (empresa), the contact (contacto) and the hiring manager.
What it is
| What it is | |
|---|---|
| Lead | A company in your sales funnel: someone you're selling to |
| Funnel | The sales stages a company goes through, from the first conversation to client |
| Contact | A person at that company. The primary one is who you talk to, and carries over to each new request |
| Hiring manager | The contact who coordinates the search on the client side. Today it's the company's primary contact |
| Stage | What it means |
|---|---|
| Prospecting | The conversation started |
| Qualified | It fits and there's a real need |
| Meeting | There's a call scheduled or held |
| In progress | They already asked you for something |
| Won | They're a client. It's final |
| Lost · Paused | Stages that come hidden. Moving to Lost asks for the reason |
What it's for
Seeing at a glance who you're selling to, what you have open is worth and where each conversation is. It's the agency's sales side, separate from the candidate search.
Where you see it
In the Funnel, as kanban or list, with each company's profile: its requests, its people and its activity. Contacts from every company are in People.
| Lead source | What it means |
|---|---|
| Cold email | They replied to an email you sent |
| Landing | They came through your site |
| Referral | Someone recommended them |
| They came through LinkedIn | |
| Other | Anything else, with its detail |
What it gets mixed up with
| Mixed up with | The difference |
|---|---|
| The pipeline | It's a job post's candidates. The funnel is companies. They never mix on the same screen. See Pipeline, stages and status |
| The request | The lead is the company. The request, a role they ask you to fill. A company can have many. See Request |
| A talent | Someone you're searching for a role. A contact is someone you're selling to |
Why it works this way
A company comes in once. A client who asks again isn't a new lead: it's a new request, on the same company. That way its sales history stays whole.
Won doesn't move because, from there on, what happens with the client is told by its requests: which are in progress, which closed.
Funnel and pipeline are separate because they measure different things: one, whether a company buys; the other, whether a candidate moves forward.