Qualifying

Correcting what is known about a lead

What confirmed, inferred, unknown and conflicting mean on a lead, how to confirm, reject or set a detail, how to find strong leads that are not fully qualified, and where every change is recorded

2 min readUpdated 27 September 2026

The What we know section of a lead's Qualification tab lists each qualification detail, such as timing, company size or budget, in one of four columns.

The four states

State	Meaning
Confirmed	The lead said so, or a person set it. It is never asked again
Inferred	Worked out from a form, the lead record, enrichment or a passing mention. It is not asked, but details that matter (such as budget or decision-maker) are checked before they are relied on
Unknown	Not known yet. Unknown is never counted as a no
Conflicting	Two current values disagree. It is clarified before it counts for anything

Completeness is how much of the required picture is known. Still needed lists the required details that are unknown.

AI can only ever produce an inferred value, never a confirmed one.

Confirm, reject or set a value

Confirm an inferred or conflicting value when you know it is right. It becomes confirmed, and any other value for that detail is replaced.
Reject a value that is wrong. It is kept as rejected so it is not inferred again.
Set a value (or Set the right value on a conflict) to enter the value yourself, for example after a phone call.

After any of these, the lead is reassessed. Your rules' Qualified or Not qualified result still comes only from answers to your own questions.

Members, admins and owners can make corrections. Viewers can see them but not change them.

Qualification history

Every re-run, correction and override is listed under Qualification history at the bottom of the tab, with who made it, when, and whether it came from the app, Copilot or a connected assistant. The same entries are in the lead's Activity tab.

Finding strong leads that are not fully qualified

On Leads, open Filters and turn on Strong intent, qualification incomplete to see leads that are ready to book, ready to buy or high intent but still missing required details. You can also filter by Buying intent and Next best action.

Asking Copilot

Copilot can answer "is this lead qualified?", "what do we still need?" and "why are we asking this?", re-run qualification, and confirm, reject or set a detail. It can find leads with strong intent but incomplete qualification. It cannot override a lead's intent or next action.

Screenshots

The Override the next best action dialog with the next action, the reason for a person and the reason field — Figure 1Override the next best action: choose the action, say why, then save; it is recorded with your name

The Override buying intent dialog with the intent select and reason field — Figure 2Override buying intent when you know something the messages do not show

The Set a qualification detail dialog with the detail select and value field — Figure 3Set a qualification detail: it is recorded as confirmed by you and the lead is reassessed

Still stuck?

Customers can raise a ticket from the help button inside the app. Not a customer yet? Talk to us.