How leads are added to the CRM
Leads are not automatically added to the CRM simply by being included in a campaign. A lead is only added to the CRM (as a contact and/or deal) when they show positive interest.
When Is a Lead Added to the CRM?
A lead will be added to the CRM when one of the following occurs:
Positive reply detected
The lead replies positively and is marked as “Interested” in Instantly.
AI SDR detects interest
The AI SDR identifies clear buying or engagement intent during the conversation.
Booking activity detected
A booking signal is detected, such as:
Clicking a Calendly (or similar) booking link
Scheduling a meeting
Once any of the above happens, the lead is automatically created in the CRM.
Pipeline Assignment: How It Works
You do not need to manually assign a pipeline when creating a campaign. The system uses an intelligent fallback process to ensure leads are always added to the most appropriate pipeline.
Pipeline Selection Logic
The system follows this order:
Campaign has a pipeline assigned → That pipeline is used.
No pipeline assigned to the campaign → The system automatically selects one using AI.
Only one pipeline exists → That pipeline is automatically assigned.
Multiple pipelines exist → AI analyzes campaign data such as:
Niche
Industry
Location
Job title → Then assigns the most relevant pipeline.
Do I Need to Assign a Pipeline?
No. Even if you don’t assign a pipeline to a campaign, leads will still be added to the CRM once they show positive interest, with an AI-selected pipeline.
If you prefer more control, you can manually assign a pipeline to the campaign during setup.