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 on Add contacts is disabled and has no Coming soon badge. CRM shows Coming soon and stays disabled. Use CSV, LinkedIn import, 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.