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Reference guide for the Suppli sales team: Lead Status definitions, how call outcomes map to status updates, and the rules that govern transitions.
Lead Status lives on the Contact object in HubSpot and reflects the current relationship state with a prospect. It is distinct from Lifecycle Stage. Update through workflow automations (not manually) unless correcting an error.
| Status | Stage | Definition |
|---|---|---|
| New | early | Contact created, no outreach attempted. Default state for all net-new contacts. |
| Attempting Contact | early | Active in a sequence: at least one outreach touchpoint sent (email, call, or LinkedIn). No live two-way conversation has occurred yet. |
| Connected | active | Had a live, two-way conversation: call was answered and a real exchange occurred, or a meaningful reply was received. Meeting has not yet been booked. |
| Active Opportunity | active | Meeting booked or deal created in HubSpot. Contact is in an active sales motion. Lead status is not typically updated further here; deal stage tracks progression. |
| Re-Nurture | hold | Not ready now but has confirmed future potential: timing, budget, or initiative is pending. Re-enroll in outreach after an agreed-upon hold period (typically 90 days). |
| Unresponsive | hold | Full sequence completed with zero engagement: no call pickups, no replies, no LinkedIn response. Contact is not DNC; may be re-enrolled in a future sequence if ICP is confirmed. |
| Unqualified | terminal | Does not meet ICP criteria (industry, company size, ERP fit, etc.) or wrong person (wrong number, no longer with company). Do not re-enroll without re-qualifying. |
| DNC | terminal | Do Not Contact. Explicitly requested by the contact, hard bounced from email, or flagged during a call. Never re-enroll in any sequence. Cannot be overridden by any workflow. |
| Active Customer | customer | Current paying Suppli customer. Set at close. Do not enroll in cold outbound sequences. |
| Inactive Customer | customer | Former Suppli customer who has churned. Track separately for win-back motions. |
When a call is logged in HubSpot and you set the Call outcome, the Update Contact Lead Status from Call Outcome (Call-based) workflow writes Lead Status to the contacts associated with that call. It only runs when Call status is Completed and a Call outcome is set. Outcomes fall into two groups: progress outcomes that only move a contact forward, and disqualifying outcomes that write regardless of current status.
| Call Outcome | Lead Status Update | Condition (when it fires) |
|---|---|---|
| Connected | → Connected | Only if current status is New or Attempting Contact. Leaves anything further along untouched. |
| Meeting Booked | → Connected | Only if current status is New or Attempting Contact. Connected is intentional: a booked meeting does not mean the contact is qualified or that discovery has happened, so Lead Status stays at Connected until the deal itself carries the progression. Does not set Active Opportunity and does not create a deal. |
| Interested - Timing | → Connected | Only if current status is New or Attempting Contact. |
| Left Voicemail | → Attempting Contact | Only if current status is New. Does not overwrite Connected or anything further along. |
| No Answer | → Attempting Contact | Only if current status is New. |
| Busy | → Attempting Contact | Only if current status is New. |
| Gatekeeper | → Attempting Contact | Only if current status is New. |
| Not Interested | → Not Interested | Always. No condition on current status. |
| Wrong number | → Unqualified | Always. No condition on current status. |
| Wrong Persona | → Unqualified | Always. No condition on current status. |
| Referred Contact | → Unqualified | Always. Use this when the person hands you off to someone else; the original contact is closed out. |
| No Longer with Company | → Unqualified | Always. No condition on current status. |
| DNC | → DNC | Always. No condition on current status. |
Complete these steps before running your first sequence. Nooks and HubSpot must both be configured: skipping either breaks tracking, personalization, or compliance.
Nooks
booking-link: required for CTAs in sequences
HubSpot
Process
The Lead Status workflow is contact-based, triggered when "a call activity is logged" (which fires on every Nooks call regardless of outcome). Workflow logic: enrollment trigger → if/then branch on hs_call_disposition value → nested condition check on current Lead Status → write the new status. Nooks does not update Lead Status natively: all Lead Status changes are owned by HubSpot workflows, allowing non-Nooks events (inbound replies, AE notes, manual overrides) to also influence status without being overwritten by a subsequent call.