Outreach
A contact record and a campaign enrollment do different jobs. The contact holds the person and their history. An enrollment tracks their progress through a sequence or a repeating nurture cadence.
Understanding that distinction explains why a person can be in Contacts without appearing in today's queue, or have both outbound work and nurture check-ins.
1. Add a contact, with or without enrollment
You can add contacts manually, capture them from LinkedIn, or bulk import them. When the flow offers campaign selection, you can enroll them as part of adding them.
If you add a contact without a campaign, they are pending. They appear in Contacts but have no scheduled campaign steps, so they do not appear in the outreach queue.
Open the contact and choose Enroll in campaign when you are ready. Select the campaign explicitly and confirm. The enrollment starts at step 1 with an active status.
2. Read the campaign's connection requirements
The app checks whether the selected campaign can take the contact:
- Needs connection — includes LinkedIn actions without a connection-request first step. The contact needs a LinkedIn URL and must already be marked connected.
- Connection-first — begins with a connection request. The contact needs a LinkedIn URL and must not already be marked connected. The request is handled through the extension's automation workflow; it is not a manual queue card. Later steps stay out of the queue until the contact is marked connected.
- No connection needed — does not require LinkedIn-specific steps. A LinkedIn URL or connection is not required.
- Nurture — a repeating check-in cadence. A LinkedIn URL or connection is not required to enroll.
Eligibility is checked again when you save. If connection status changes while a form is open, the saved enrollment must still satisfy the rule.
3. Active does not always mean visible today
An active enrollment is running, but its card appears only when its current step is due and any snooze has expired. Connection-request steps are excluded from the manual queue, and connection-first campaigns wait for the contact to be marked connected.
A paused enrollment stays on the contact record but does not appear in the queue. Resume it when you want scheduled work to continue.
A contact can have an outbound sequence and a repeating nurture cadence at the same time. Check which campaign a card belongs to before acting: completing or closing one enrollment does not generally change the other.
4. Work a due step
From the queue:
- Done logs the selected touch types and advances the step. Completing the final step of a nonrepeating sequence marks that enrollment completed. A repeating cadence wraps around and schedules its next check-in.
- Skip step records a skip rather than a performed touch and brings the next step forward to today. Skipping the final step completes a nonrepeating enrollment. Nurture does not offer this action.
- Snooze 7d keeps the same step and hides it from the queue for seven days.
- Replied records a response and applies the transition described below.
- Set outcome offers Log sale, Not now, and Not interested.
For a practical work session, see Work a Daily Outreach Queue Well.
5. Know which actions make a contact warm
Warm status comes from an active enrollment in a repeating nurture campaign. These actions enroll the contact in the default nurture cadence:
- Replied on an outbound sequence logs the reply and closes that sequence with the reason replied.
- Logging a Reply, Phone Call, Video Call, or In Person touch adds nurture. Manual Log touch records activity without advancing or closing the existing sequence.
- Log sale records the amount and purchase and adds nurture. It does not close or advance the existing sequence.
- Set warm adds nurture without closing the outbound sequence.
On a nurture card, Replied logs the reply and advances to the next check-in. It keeps the cadence running.
A new automatic nurture enrollment is due immediately. After completing that check-in, the cadence's interval controls the next due date.
6. Close when you want to end a run
On the contact, use Close for an active enrollment. In the queue's Set outcome menu:
- Not now closes the selected enrollment. It does not schedule a later restart or automatically move the contact to nurture.
- Not interested closes the selected enrollment and also closes the contact's live system nurture enrollments, so those check-ins stop too.
Closing keeps the touch history. If another enrollment remains active, that enrollment can still produce queue work.
A sequence can also end by completing its final step; you do not need to close it manually afterward.
7. Change campaign while an enrollment is open
Open the contact's More actions menu and choose Change campaign while the displayed enrollment is active or paused.
Select a different eligible campaign and confirm. The current enrollment closes as superseded, and the new one starts at step 1. Existing touches stay attached to the enrollment where they happened.
You can move between sequences and nurture cadences, subject to the same eligibility checks. Changing the displayed enrollment leaves any other enrollment alone. Once a run is closed, use Enroll in campaign to start a new one instead.
A useful mental checklist
If a contact is missing from today's queue, check enrollment, status, due date, snooze, and LinkedIn connection requirements. If a cold sequence keeps running after you record activity, check whether you used Log touch or the queue's Replied action: they have different effects.