Contacts, roles, influence & sentiment
Add contacts, track role/influence/sentiment, and see people who span multiple accounts.
Contacts
The Contacts tab on an account holds the people you work with. Click + Add Contact to add one; each contact carries:
- Stakeholder Role — from a configurable picklist (Champion, Sponsor, Economic Buyer, Decision Maker, End User, and so on).
- Influence — High / Medium / Low.
- Sentiment — Positive / Neutral / Negative / At Risk.
- Lifecycle Status — Active / Left Company / Inactive.
- Flags for Primary contact and Executive sponsor, plus an NPS score.
Together these drive a relationship score shown as a ring on each row, summarized at the top as Strong / Moderate / Weak / Cold.
The shared Person spine
The same human at two accounts is recognized as one person, so you'll see an "Also at N accounts" chip linking to their other records — not two disconnected duplicates.
Tips
- For Champions, Sponsors, and Executives, use Log contact on the row to record an interaction — it stamps "last contacted" and feeds the champion-risk warning that flags relationships going cold.
- Switch to the Org Chart view to see reporting structure. Contacts are managed per account; to load many at once, use Admin Console → Data → Import Data (entity *Contacts*, matched by email).
Related: *Relationship intelligence* · *QBR preparation: the 4-week countdown*
More in Account Management
- Managing your account portfolio
- Custom fields for accounts and contacts
- Coverage: assignment and territories
- Bulk reassigning accounts
- Account lifecycle stages
- Account hierarchy and corporate families
- ARR, contracts, and renewal tracking
- Views, columns & the account list
- Product Lines: what they are