Prospecting helps you find businesses and move generated prospects into your CRM for follow-up. You can control whether saved prospects become contacts, trigger workflows when prospects are generated, and route new Prospect AI leads into a selected pipeline stage. This guide explains how these CRM and automation features work and how to configure them.

TABLE OF CONTENTS

What is Prospecting?


Prospecting combines business discovery with CRM and automation tools that help you move from finding a business to managing follow-up.


Generated prospects can work with Contacts, Opportunities and pipelines, workflows, email and SMS outreach, marketing audit reports, and Prospect AI. These connections reduce manual handoffs between prospect discovery and sales activity.

Prerequisites and Limitations


Understanding how these settings behave helps prevent unexpected contact creation or pipeline routing when you configure Prospecting.


  • Contact Creation is enabled by default. When enabled, saving a prospect creates a business contact using the information available for that prospect.

  • Prospect AI pipeline settings apply to newly discovered prospects. Changing the pipeline configuration does not retroactively move existing prospects into the selected pipeline or stage.

  • Availability requirements for Prospecting and Contact Enrichment are not covered in this article. Contact support if a documented setting is unavailable in your account.

How To Set Up Prospecting CRM and Automation


Prospecting includes separate controls for CRM contact creation, workflow automation, and Prospect AI pipeline routing. Configure the components that match how you want generated prospects to enter and move through your follow-up process.


Configure Contact Creation


Contact Creation determines whether saving a prospect also creates a CRM business contact. Review this setting before saving prospects if you want control over which records enter Contacts.


  1. Select Marketing in the left menu.

  2. Select Prospecting.

  3. Open Settings.

  4. Open Contacts.

  5. Review the Contact Creation setting.

  6. Leave Contact Creation enabled if saved prospects should automatically create CRM contacts, or turn it off if they should not.


  • Saving a prospect creates one business contact in the CRM.

  • Available phone numbers, emails, website information, and location data can map to standard contact fields.

  • Additional unnamed phone numbers and email addresses remain attached to the business contact.

  • Contact Source is identified as Prospecting Tool.


Automate Prospect Follow-Up


The Prospect Generated workflow trigger starts automation when a new prospect is generated. Filters allow you to control which prospects enter a workflow and build different follow-up paths.


  1. Select Automation in the left menu.

  2. Select Workflows.

  3. Create a workflow or open an existing workflow.

  4. Add the Prospect Generated trigger.

  5. Add filters when needed.


Available Prospect Source filters include:

  • In-App

  • Widget

  • Prospect AI


You can also use supported filters such as Conversion Rate to create different automation paths.


  1. Add the workflow actions you want to run.

  2. Save the trigger and actions.

  3. Publish the workflow.

  4. Test the workflow with the appropriate prospect source.


  • Send an email

  • Send an SMS

  • Add a tag

  • Notify a team member

  • Create or update an Opportunity

  • Start a nurture sequence


Send Prospect AI Leads to a Pipeline


Prospect AI can save newly discovered prospects to Contacts and route them into a selected CRM pipeline and stage. Configure pipeline routing before generating new prospects because the settings do not apply retroactively.


  1. Select Marketing in the left menu.

  2. Select Prospecting.

  3. Open Prospect AI.

  4. Open an existing AI agent or create a new one.

  5. Select Edit.

  6. Locate the Lead Enrichment portion of the agent configuration.

  7. Enable Save new prospects to Contacts.

  8. Enable Also add to a pipeline stage.

  9. Select the Pipeline.

  10. Select the destination Stage.

  11. Save the agent.

The selected pipeline settings apply to prospects discovered after you save the configuration. Existing prospects are not automatically moved into the selected pipeline or stage.

Frequently Asked Questions


Q: Why did a saved prospect automatically appear in Contacts?
Contact Creation is enabled by default. When it is enabled, saving a prospect automatically creates a CRM business contact.


Q: Can I save prospects without automatically creating CRM contacts?
Yes. Select Marketing → Prospecting → Settings → Contacts, then turn off Contact Creation.


Q: Why is my workflow not starting when a prospect is generated?
Review the Prospect Generated trigger and confirm that any Prospect Source filters match how the prospect was generated.


Q: Which Prospect Source filters can I use with the Prospect Generated trigger?
Supported source filters documented for this trigger include In-App, Widget, and Prospect AI.


Q: Why are Prospect AI leads not entering my selected pipeline?
Confirm that Save new prospects to Contacts and Also add to a pipeline stage are enabled. Also confirm that you selected a valid Pipeline and Stage.


Q: Will changing Prospect AI pipeline settings move existing prospects?
No. Pipeline routing applies to new prospects discovered after you save the configuration.