Last updated: January 6, 2026

Contacts & Leads

Track potential customers from initial contact through to closed deal.

Adding Contacts

Click New Contact to add a lead. Enter:

  • Name and email - Required contact information
  • Company - Link to an existing company or create new
  • Title/Role - Their position
  • Source - How you found them (inbound, referral, cold outreach)
  • Stage - Current pipeline stage

Contact Details

Each contact record includes:

  • Activity timeline - All interactions logged
  • Company association - Linked company details
  • Campaign enrollment - Active sequences/campaigns
  • Outreach tasks - Scheduled follow-ups
  • Notes - Custom notes and context

Managing Stages

Drag contacts between stages or use the stage dropdown to update status. Standard stages:

  1. Lead - Initial contact, needs qualification
  2. Qualified - Fits ICP, has budget/authority
  3. Proposal - Active opportunity with proposal sent
  4. Negotiation - Terms being discussed
  5. Closed Won - Deal closed successfully
  6. Closed Lost - Deal did not close

Bulk Actions

Select multiple contacts to:

  • Add to campaign
  • Update stage
  • Assign owner
  • Export data

Company Records

Companies are separate from contacts, allowing multiple contacts per company and shared account intelligence.

Creating Companies

Companies are created automatically when you add a contact with a company name. You can also create them manually via GTM → Companies.

Company records include:

  • Name and website — Basic identification
  • Industry — Sector classification
  • Size — Employee count or revenue band
  • Location — Headquarters location
  • ICP fit — How well they match your ideal customer profile

Linking Contacts to Companies

When creating or editing a contact, select an existing company or create a new one. Multiple contacts can belong to the same company.

Company Intelligence

On the company detail page, see:

  • All contacts at that company
  • Interaction history across all contacts
  • Deal value (combined pipeline)
  • ICP score and fit analysis
  • Notes and context
  • From a contact: Click the company name to view the company record
  • From a company: See all contacts listed, click any to view their profile

Importing Contacts

Import contacts in bulk from a CSV file:

  1. Go to GTM → Contacts
  2. Click Import
  3. Upload your CSV file
  4. Map columns to fields in the preview
  5. Confirm the import

Required fields: Name, Email Optional fields: Company, Title, Phone, Stage, Source, Notes

Existing contacts (matched by email) are updated rather than duplicated.

See Import & Export for CSV format details.

Outreach Tasks

Schedule follow-up tasks for contacts:

  • Task type — Call, email, meeting, other
  • Due date — When to complete
  • Notes — Context for the follow-up

Tasks appear in your task list and can trigger reminders.

ICP Scoring

If you’ve defined an Ideal Customer Profile, contacts are automatically scored:

  • Strong fit — Matches most ICP criteria
  • Moderate fit — Matches some criteria
  • Low fit — Matches few criteria

Use ICP scoring to prioritize leads. See ICP Profiles for setup.