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CRM Pipeline

Letting quiet contacts lapse

Moving contacts to a lapsed stage after a period of silence, choosing which stages lapse, and bringing them back when they return.

Last updated September 2, 2026

Contacts go quiet. Left alone they sit in your active stages forever, making the pipeline look busier than it is. A lapsing stage moves them out automatically after a period of silence.

Setting it up

Create the stage they should land in — "Lapsed", "Dormant", whatever your team calls it.
Give it the after a period of inactivity trigger.
Set days of inactivity — how long the silence has to last.
Choose which stages lapse. This is the important one.

Choose the source stages carefully

Lapse the early stages — the prospects who never engaged. Leave your customers out of it: a customer who has not been in touch for ninety days is usually just a customer who does not need anything right now, and moving them out of the customer stage breaks every report that counts customers.

PICK A PERIOD THAT MATCHES YOUR SALES CYCLE

Thirty days is aggressive for a business where deals take six months to come round. Set it too short and you will lapse people who are simply waiting for their budget year — and reps will stop trusting the stages.

When they come back

Pair it with activity resumes after inactivity on the stage they should return to, and a lapsed contact who gets back in touch is picked up again without anyone watching for it.

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