Contacts versus leads
Contacts are the people in your database. You can add them manually, import a CSV, or sync them from your connected CRM.
Leads are contacts whose conversation or activity shows the qualification and intent your workflow is looking for. A contact does not need to be uploaded again to become a lead; GetsYou keeps the same person and adds the relevant outcome and qualification information.
Use labels
Open a contact and use Add label to apply or remove an available label. To create or manage your organization's labels, go to Settings → Labels. On the Contacts list, select multiple rows to apply a label in bulk when that action is available.
Use labels for facts or workflow groupings you want to filter later. Use pipeline stages for the current step in a sales or deal process.