# 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.