How Leads Move Through a Campaign

Understand exactly how a lead progresses through a SalesTarget campaign — from entry to exit — so you can predict timing, control follow-ups, and keep outreach on track.

This article explains how a lead progresses through a campaign in SalesTarget — from the moment it is added until it exits the campaign.

Understanding this flow helps you:

• Predict when emails are sent
• Know why a lead received (or did not receive) an email
• Control timing, follow-ups, and stopping behaviour

Step 1: A Lead Enters the Campaign

A lead enters a campaign when:

• You upload a CSV
• You add leads from Lead Explorer
• You attach a saved list

Once added:

• The lead appears in the campaign's Leads tab
• The system prepares the lead for the first step in the sequence

The lead does not receive an email immediately unless:

• The campaign is active
• The schedule allows sending
• Sending limits are not exceeded

Step 2: The First Email Is Sent

When the campaign is active and conditions are met:

• The first email in the sequence is sent
• The lead moves to the next step in the sequence
• The delay timer for the next step begins

Before sending, SalesTarget checks:

• Campaign schedule
• Daily sending limits
• Stop-on-reply rule
• Email account availability

If any condition fails, sending is delayed — not skipped.

Step 3: The Lead Waits for the Next Step

After an email is sent:

• The system waits for the delay you defined (in days)
• During this waiting period, the lead is monitored for replies

If a reply is received:

• The lead immediately exits the campaign
• No further follow-ups are sent

If no reply is received:

• The lead continues to the next step after the delay ends

Step 4: Follow-Up Emails Are Sent

Each follow-up:

• Is a separate step in the sequence
• Runs only after its delay is completed
• Sends only if the lead has not replied

This process repeats until:

• The sequence ends, or
• The lead exits the campaign

Step 5: Scheduling Controls Timing

Lead movement depends on schedule settings:

• Emails are sent only during your configured start and end times
• Time zone settings are respected
• If a step is due outside working hours, it is delayed — not skipped

Leads do not move forward outside your allowed schedule.

Step 6: Sending Limits Affect Speed, Not Progress

Daily sending limits do not remove leads from a campaign. If limits are reached:

• Emails are queued
• Emails resume the next day during your scheduled time
• Sending continues gradually
• No emails are dropped

The lead remains active and continues normally.

Step 7: When a Lead Exits the Campaign

A lead exits the campaign when:

• The lead replies to any email
• The lead is manually removed
• The campaign is paused or stopped

When a lead exits:

• All remaining steps are cancelled
• No further emails are sent

What Does Not Change Lead Flow

These actions do not automatically stop or remove a lead:

• Email opens
• Link clicks
• Delays in response
• Reaching daily sending limits

Unless a reply is received or the lead is removed manually, the lead continues through the sequence.

Lead Movement Example

Example sequence:

Step 1 → Initial email

Wait 2 days

Step 2 → Follow-up

Wait 3 days

Step 3 → Final follow-up

Lead flow:

1. Lead enters campaign
2. Step 1 email is sent
3. System waits 2 days
4. If no reply → Step 2 is sent
5. System waits 3 days
6. If no reply → Step 3 is sent
7. Sequence ends

If the lead replies at any step, the flow stops immediately.

Summary

In SalesTarget:

• Leads enter a campaign through import or selection
• Each step runs after a defined delay
• Replies stop all future steps
• Scheduling controls timing
• Limits control volume, not logic
• Leads exit only when a stopping rule is met

This ensures campaigns run in a controlled, safe, and predictable way. You always know why an email was sent, when the next email will go out, and why a lead stopped receiving emails.

Run Campaigns That Work the Way You Expect

SalesTarget gives you full visibility and control over how every lead moves through your campaigns — with automatic stopping rules, schedule control, and real-time reply detection.