Leads are split across two pipelines that reflect genuinely different sales processes.
Inbound
Buyers who reached out to you.
- Conversation — talked to your AI Sales Agent
- Inquiry — asked about a specific listing
These buyers are early. They are gathering information and may be talking to other dealers. The work is qualification.
Digital Retail
Buyers who were already inside a purchase flow.
- Abandoned cart — started checkout and stopped
- In-person purchase — chose to finish at the dealership
- Pre-qualification — checked their financing
- Financing rejection — was declined, or declined the offer
- Abandoned preorder cart — started a reservation and stopped
These buyers have decided to buy. The work is removing whatever blocked them.
Digital Retail leads deserve faster follow-up than Inbound. Someone who abandoned a cart was minutes from buying. Someone who sent an inquiry may be a month out.
Switching pipelines
Use the pipeline selector on the CRM page. Each pipeline has its own stages and its own board.
Moving through stages
Drag a lead between columns on the Kanban board, or change its stage from the lead drawer.
Stages are for tracking follow-up progress, so keep them honest. A board where everything sits in the first column tells you nothing. 
