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Set your team’s outreach rules once, and every sequence follows them. Nobody emails a contact another rep owns, a prospect with an open deal, or the rest of a company that just booked a meeting. Reps do not have to remember anything. The rules are checked when someone is added, before each step runs, and whenever something happens, such as a reply or a call outcome. The Sequencer is in early access, on Enterprise, Enterprise+ and Admin seats for teams in the early access program. The team owner and members with the Admin license edit the rules. Everyone can see which rule applied to a person, and why.

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How rules work

Open Sequencer › Settings › Rules of engagement. Your team has one default policy, named Team default, that every sequence uses. You can give a sequence its own policy in its settings under Rules of engagement, for example a lighter one for re-engaging old leads. A policy has two parts:

Scenarios

Who may be enrolled, and when a step may run. “If the contact has an open deal, do not enroll.”

Reactions

What an outcome does. “When someone books a meeting, stop everyone else at that company.”

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Scenarios: who may be enrolled, and when a step may run

A scenario is a set of conditions, an action, and a scope (when it is checked). Combine conditions with AND and OR, nested up to three levels deep, with up to 30 conditions in one scenario. Any condition can be flipped to “is not true”.

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Conditions

Apart from open deals and company or deal fields, every condition is about the contact or the current enrollment, not the whole company.

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Actions

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When a scenario is checked

Pick When enrolling, Before every step, Before an email step or Before a call step. Do not enroll, Enroll with a warning and Hold for approval work only when enrolling. Skip this step, Pause the enrollment and Finish the enrollment work only before a step. When more than one scenario matches, the strongest action wins. Do not enroll beats Hold for approval, which beats Enroll with a warning. Before a step, Finish beats Pause, which beats Skip.

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Reactions: what an outcome does

An outcome is something that happened to a person in a sequence. Each reaction pairs one outcome with one or more actions.

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Outcomes

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Actions

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What call outcomes do on their own

Some call dispositions change the enrollment before any reaction runs:

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The default policy

New teams start with these rules. Most teams keep them, and you can edit or turn off any of them.
Who may be enrolled
  • Warn when the CRM owner is another rep.
  • Do not enroll contacts at a company with an open deal.
  • Do not enroll contacts your CRM marks as opted out of email or calls.
  • Warn when another rep already has the contact in a sequence.
When to stop
  • Skip email steps after 3 unopened emails in a row.
  • Skip call steps after 4 unanswered calls in a row.
  • A meeting finishes everyone else at the company, in every sequence on the team.
  • A positive reply finishes everyone else at the company, in every sequence on the team.
You cannot delete a policy while it is the team default or while any sequence uses it.
Two reps reaching the same company? The default only warns. To block instead, change Already in another sequence to Do not enroll, and add a Contacted recently scenario set to Do not enroll.

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Approve held people

When a scenario holds someone for approval, they show on the sequence’s People tab as Awaiting approval, with the rule that held them.
1

Open the People tab

Filter to Awaiting approval.
2

Approve or reject

One at a time or in bulk. The sequence owner or a team admin can approve. The rep who added the person cannot approve their own request unless they are an admin.
An approved person starts at the first step, or waits for the sequence to be turned on. A rejected person is finished with the note you left. Both decisions show on their timeline.

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Test a change before you save it

While you edit a policy, the editor checks your draft against the team’s 200 most recent enrollments. It shows how many each scenario would have stopped, with example names. It uses the CRM data already in Salesfinity, so it makes no CRM calls. A scenario that reads a CRM field nobody has fetched yet shows as not measured, not as harmless.

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How fresh CRM data is

Each policy has a refresh age: 24 hours by default, anywhere from 1 to 168 hours. Salesfinity reuses a contact’s stored CRM data for that long. After that, a CRM rule reads your CRM again when it needs to, as the person is added or before a step runs. Nothing re-reads your CRM on a schedule.
Conditions: crm_owner_is_other_rep, crm_open_deal, crm_record_field, crm_opted_out, active_in_other_sequence, touched_within_days, emails_unopened_streak, calls_unanswered_streak, contact_field. Scenario actions: block, warn, require_approval, skip_step, pause, finish. Scopes: enrollment, step, email_step, call_step. Outcomes: meeting_booked, positive_reply, not_interested, callback_later, reach_out_later, deal_detected, finished_no_reply, reply_classified, call_dispositioned. Reaction actions: finish_contact, pause_contact, enroll_in_sequence, create_task, finish_account_mates, pause_account_mates. See the Sequencer API quickstart.

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Next steps

Handle replies

How replies are read, and what each kind does.

Enroll people

See the rules at work in the enrollment preview.

Work your tasks

Calls, emails and to-dos, in one list.

Fix problems

Someone refused or stuck? Start here.