RevStack Lead Engagement — Who Does What
The operating reference for turning a list of leads into sold, served customers — the AI carries everything except your one human touch. Companion to the Outreach Playbook. v1 · updated 2026-07-02.
1 · What we call the leads
Everyone we're selling is a Prospect in x79 (RevStack ops), in the sales pipeline. Same engine for all; only the start differs:
| Type | What it is | Starts at |
|---|
| Cold-list | From our verified list / Apollo. No prior relationship. | New Lead |
| Warm | Referral or inbound (called the demo line, filled a form). | Engaged — often skips the cold call |
| Provided | Handed to a rep/partner. | Cold or warm, per the relationship |
Tag the source (cold-list / warm / provided) so we can measure what converts.
2 · The ONE rule that makes it run itself
The system flips from "you're driving" to "the AI takes over" the moment a prospect is marked Engaged in x79.
Engaged = they did something back: replied to an email, called the demo line, booked, or said "yes, follow up / send info."
Your whole job on every touch: feed the system their email + their pipeline stage (+ consent if given). You don't nurture, chase, or book. You open the door; the AI walks them through it.
3 · The decision tree — YOU vs SYSTEM
YOU Step 1 — after-hours dial test. Call their main line after hours, hear it hit voicemail. That missed call is your opener. (Add to system: nothing yet.)
YOU Step 2 — the cold call in a good window (7:30–8:30a · 11:30–12:30 · 4:30–6p). The only thing the AI can't legally do. Then:
- Answer + interested → book the demo on the spot, or "call 224-505-8107 right now and hear it." You add: move to Engaged, confirm email, ask "ok if the team follows up by email and a quick callback?" → tag
consent-callback if yes. System takes over.
- Answer + "send me info" → "What's the best email?" You add: email, move to Engaged. System sends info + nurture.
- No answer → leave the 12-second voicemail. You add: log the attempt + VM; make sure an email is on the contact. System still emails them — they do NOT need to have answered.
SYSTEM Step 3 — email cadence runs automatically (fires whether or not they picked up, as long as an email is on file): Email 1 same day → Email 2 day 3 → Email 3 day 7 → long-term nurture / reactivation. Every email pushes them to call the demo line or book.
TRIGGER Step 4 — the moment they engage (call the demo line, reply, book, click an opt-in) the AI takes over fully: Voice AI answers + calls back (now consented) · Conversation AI answers chat/email, handles questions, books the demo · it advances the pipeline and keeps nurturing · it pulls you back in only when they're hot or ask for a person.
SYSTEM Step 5 — booked demo → close → auto-provision: account + welcome emails + the client 30-day activation nudge. They're served by the same AI that sold them. Your footprint: run the demo / say yes to the close.
4 · What YOU add into the system — the whole checklist
- Email — the single most important field. No email = the email engine can't run.
- Pipeline stage — move New Lead → Engaged the second they respond. This hands the lead to the AI.
- Consent tag — said it's ok to call back? Tag
consent-callback. Unlocks the AI voice callback (without it, AI stays email + inbound only).
- Source rep — you're the rep (
?rep=<yourcode> or the Source Rep field) so attribution credits you.
- Log the touch — call attempt / VM / "sent info." Keeps cadence timing right, stops double-contact.
- Hot flag — ready to buy? Flag hot so the system pings you instead of continuing to nurture.
That's it. Six fields, most one click. Everything else is the machine.
5 · What the SYSTEM does automatically (so you don't)
- Full email nurture cadence (CAN-SPAM compliant) + reactivation for no-responders.
- Answers the demo line + calls back (Voice AI); answers chat/email (Conversation AI); books the demo itself.
- Advances pipeline stages, keeps rep attribution, logs activity.
- On close: provisions the account, sends welcome + handbook, starts the 30-day client nudge.
- Flags you when a lead is hot or asks for a human.
6 · The honest boundary
The AI does everything except the cold first call — that's yours (legal + it's the wedge). You make the human first touch; the AI answers, nurtures, replies, books, calls back on consent, reactivates, onboards, and serves. Whether they answer your call only matters for the AI voice; the emails go either way.