The five control layers
1. Sources decide who can enter
You can supply Sales Navigator searches or lists, import a CSV, or search for contacts at companies already in the dashboard. The blacklist is checked before new people are accepted.2. Targeting decides who is eligible
The agent evaluates candidates against your ideal customer profile (ICP). Structured criteria and relative weights produce a 0–100 score. The pipeline threshold can hold low-scoring contacts outside outreach. A search result is not a promise of ICP fit. The agent may need to inspect more candidates to find the people who satisfy granular filters.3. Per-seat settings decide how work is performed
Each seat has its own owner, connected accounts, schedule, channel choice, and daily action limits. Client-wide rules control follow-up counts, approvals, inactive-profile handling, and the shared messaging playbook.4. Queue rules decide what happens next
The Next run cards show contacts currently eligible for connection requests, message generation, outreach, and channel-specific follow-ups. Each card applies the relevant daily limit.5. Replies and outcomes stop automation
A detected reply on either channel stops follow-ups across both channels. A person can also set an outcome such as Meeting, Offer Sent, or Not Interested. Every outcome removes the prospect from automated work.Pipeline stages are derived from recorded activity. You do not manually move a prospect from Invited to Connected or Messaged. You set an outcome when human judgment is required.