> ## Documentation Index
> Fetch the complete documentation index at: https://docs.ekho.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Pipelines and stages

> Two pipelines, because an abandoned cart is not the same as a first inquiry.

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.

<Tip>
  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.
</Tip>

## 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](/sales-agent/crm/lead-details).

Stages are for tracking follow-up progress, so keep them honest. A board where everything sits in the first column tells you nothing.