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Outcomes are the branches that leave a step. Most steps have one (next). A step with several outcomes shows each branch under it with its own label and + button, and each branch needs a step after it. You add every step with a + button on the canvas. Steps that don’t fit at that point are greyed out with the reason. The picker groups steps by channel: LinkedIn actions, email, Instagram actions, WhatsApp actions, then conditions, CRM, team and AI, and integrations. Instagram and WhatsApp steps run from an Instagram account or WhatsApp number in the sequence’s Pool. A sequence can’t go live if a step has no matching account in the pool.
Send invitation, Send message, Send InMail and Send email can each hold up to 5 message variants for A/B testing. Every lead is assigned one variant, and always the same one.

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Outreach

View the lead’s LinkedIn profile. A visible visit is a soft touch before inviting; a silent visit only refreshes profile data.
  • Outcomes: next
  • Settings: Notify the lead of the visit (on)
Re-read the full LinkedIn profile when the stored data is old, and save it as profile enrichment. Never notifies the lead.
  • Outcomes: next
  • Settings: Only if older than (days): 90 by default.
A lead that has never been enriched is enriched by this step, not skipped.
Send a connection request, with an optional note.
  • Outcomes: next
  • Settings:
    • Invitation note: up to 300 characters, or 200 if any free LinkedIn sender is in the pool.
    • Require the note for free accounts (off). When off, the note is dropped for free senders once their monthly note allowance runs out, instead of the step failing.
    • Optional AI drafting and message variants.
Wait until the invitation is accepted.
  • Outcomes: connected (as soon as they accept) and no connect (when the wait window ends)
  • Settings:
    • Wait window (days): 14 by default, 1–90.
    • Subtasks while waiting: up to 5 profile visits or post likes, at most one every two days.
Cancel a pending invitation. Usually placed on the no connect branch.
  • Outcomes: next
After a withdrawal, LinkedIn blocks re-inviting the same person for several weeks.
Send a LinkedIn message. The lead must be a 1st-degree connection.The builder offers it only where a connection is proven above it: after Wait for connection on its connected branch, after an InMail, or on the true branch of a condition that checks Connection status is Connected.
  • Outcomes: next
  • Settings:
    • Message: up to 8,000 characters.
    • Send even after the lead replied (off).
    • Optional AI drafting.
Unless send always is on, the step is skipped if the lead has already replied.On Instagram and WhatsApp the same step sends a direct message from that channel’s account. Find it under Instagram actions or WhatsApp actions. No connection is needed, but the limits and rules of the channel apply:
  • Instagram messages are limited to 1,000 characters, WhatsApp messages to 4,096.
  • On Instagram, direct messages unlock at warm-up level 1 and count toward the account’s 10 actions an hour.
  • On WhatsApp, a message that starts a new chat needs a recorded consent, and new chats are limited by the sender’s level. Replies in chats that already exist are not.
Send a recorded voice message on LinkedIn or WhatsApp. On LinkedIn the lead must be a 1st-degree connection.
  • Outcomes: next
  • Settings:
    • One clip per sender. Each sender in the pool records or uploads its own clip, so the voice matches the account it comes from. A sender with no clip skips the step.
    • Up to 60 seconds, 10 MB. Record in the browser, or upload an M4A or MP3.
    • Send even after the lead replied (off).
It counts against the message budget like any other message.
There is no AI voice cloning, and there won’t be. One real recording per sender is the feature.
Send an InMail through Classic, Sales Navigator or Recruiter.
  • Outcomes: next and no credit (the sender is out of InMail credits)
  • Settings:
    • Subject: up to 200 characters.
    • Body: up to 1,900 characters.
    • InMail API.
    • Only send to open profiles (free InMail).
Send an email from a connected mailbox.
  • Outcomes: next, bounced (hard bounce) and no email (no matching address)
  • Settings:
    • Subject: up to 200 characters.
    • Body: HTML allowed.
    • Send to: any email (work first), work only, or personal only.
    • Threading: continue the thread or start a new one.
    • Mailbox: from the pool, or a specific one. A pool of mailboxes is split evenly, and a contact emailed before always gets the same one. See mailbox rotation.
    • Track opens and clicks (on).
The sequence can’t be activated until a mailbox is in the pool or selected here. The pre-launch check warns when an email step has no unsubscribe link.
Look up a work email with your own provider keys, and fill it on the lead.
  • Outcomes: found and not found
  • Settings: none on the step. Providers and their order are set under Settings → AI & data → Email finders.
We don’t resell data: the workspace brings its own keys for one or two finders plus an optional verifier, tried in order and stopping at the first hit. Without a verifier, found addresses are stored as unverified.Leads with no company domain, and leads whose email is already verified, are skipped.

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Social

React to the lead’s most recent post. Skipped quietly if there’s no recent post.
  • Outcomes: next
  • Settings:
    • Reaction: like, celebrate, support, love, insightful or funny.
    • Only posts newer than (days): 90 by default.
Comment on the lead’s most recent post.
  • Outcomes: next
  • Settings:
    • Comment: up to 1,250 characters.
    • Only posts newer than (days): 90 by default.
    • Optional AI drafting.
Endorse the lead for 1 to 5 skills.
  • Outcomes: next
Follow the lead on LinkedIn.
  • Outcomes: next
This step has its own daily allowance and is ready to run, but our LinkedIn provider does not currently expose a follow action. The step skips quietly and the lead moves on. It will start working with no change on your side once the provider adds it. In the meantime, Send invitation also follows.
Like and comment steps read the lead’s recent posts. That now uses the sender’s post fetch allowance, like every other LinkedIn call. See Smart Limits.

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Instagram

These steps run from an Instagram account in the pool. Every one of them uses one of the account’s 10 actions an hour and its daily allowance, and they are spread out at random within working hours. See How to Connect an Instagram Account.
Follow the lead on Instagram. It’s the usual first touch: the lead sees the follow, and a follow-back opens the door to a message. Leads the account already follows are skipped.
  • Outcomes: next
Stop following the lead, for example once the conversation has ended or the lead didn’t follow back. Where unfollowing isn’t available yet, the step is skipped and the lead moves on.
  • Outcomes: next
Like the lead’s most recent posts, newest first. If there are fewer recent posts than the number you set, the ones there get liked. With no recent post, the step is skipped.
  • Outcomes: next
  • Settings:
    • Posts to like: 1 to 3, 2 by default. Each like is one action.
    • Only posts newer than (days): 60 by default.
Comment on the lead’s latest post. Instagram comments are public, so keep them about the post and save the offer for the message. The form warns if the comment reads like a pitch. Skipped when there’s no recent post or the post doesn’t accept comments.
  • Outcomes: next
  • Settings:
    • Comment
    • Only posts newer than (days): 60 by default.
    • Optional AI drafting.
Wait to see whether the lead follows the account back.
  • Outcomes: followed back (as soon as it’s noticed) and no follow back (when the wait window ends)
  • Settings:
    • Wait window (days): 5 by default, 1–30.
    • Checks per day: 1 to 3, 2 by default. Each check is one Instagram action.
Follow-backs are found by reading the account’s own followers list up to three times a day and matching it against every lead waiting, so one check covers all of them. Detection can lag by up to about 12 hours, and the first message after a follow-back goes out at least two hours later, never instantly.
Send message is also available under Instagram actions. The pattern that gets replies is follow, like, wait for a follow-back, then message. The Instagram engagement ladder template builds it for you.

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WhatsApp

These steps run from a WhatsApp number in the pool. WhatsApp only reaches people who agreed to hear from you. See How to Connect a WhatsApp Number.
Check whether the lead’s phone number is on WhatsApp, without starting a chat or sending anything.
  • Outcomes: valid and invalid
  • Settings: none
The lead needs a phone number with a country code (for example +1 202…). Leads without one take the invalid exit, and so do numbers that aren’t on WhatsApp, which are marked so no later step tries them. The check has its own daily allowance and doesn’t count as a new conversation.
Put Check consent and Check the number before the first Send message on WhatsApp. The WhatsApp follow-up for consented leads template does exactly that.

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Logic

Wait for a set time. A random ± spread (jitter) is added so sends don’t bunch together.
  • Outcomes: next
  • Settings: Wait for: amount, unit and ±%. Default 1 day ±20%.
Branch based on the lead, their relation with the current sender, or the sender. It’s checked instantly.
  • Outcomes: true and false
  • Settings:
    • Match all rules or any rule.
    • A list of rules. Each rule has a field, an operator and a value.
    • With no rules, every lead takes the true branch.
A condition on Connection status tells the builder whether the lead is connected on each branch. With Connection status is Connected, the true branch offers Send message and hides Send invitation, and the false branch does the opposite.Fields, by group:Operators: equals, does not equal, contains, does not contain, exists, does not exist, and the numeric comparisons.The Profile data group needs profile enrichment.
Send leads down weighted paths to test whole flows: invite with a note versus without, LinkedIn-first versus email-first.
  • Outcomes: one per branch, named and weighted by you
  • Settings: a list of branches, each with a label and a weight. The percentage is shown on the canvas.
Assignment is sticky: a lead always takes the same branch. See A/B testing.
Finish this enrollment and start a new one for the same lead with the next sender in the pool, from a step you choose. Useful after no connect.
  • Outcomes: next
  • Settings:
    • Restart from.
    • Max rotations per lead: 2 by default, 0–10.
Carry on with another sender: the next one in the pool, or a specific one.
  • Outcomes: next
Wait for the lead to answer, on any channel, and branch on whether they did.
  • Outcomes: replied (the moment the lead answers) and no reply (when the time is up)
  • Settings: Wait for a reply (hours): 96 by default, 1–720.
While a lead waits here, a reply sends them down the replied exit instead of stopping the sequence, so you decide what happens next. Put an End on that exit to hand the conversation to the Inbox, or carry on with a step that fits an interested lead. A reply at any other step still stops the lead as set in the sequence settings.
Carry on with the lead on another channel: LinkedIn, Instagram or WhatsApp. The lead moves to that channel’s account in the pool and continues from the next step. Nothing is sent by the step itself.
  • Outcomes: next and unavailable
  • Settings: Continue on: the channel to move to.
It needs three things: a verified identity for that channel on the lead (a phone number for WhatsApp, a handle for Instagram, a profile for LinkedIn); an available account of that channel in the pool that isn’t already working this lead; and, for WhatsApp, a recorded consent. When any is missing the lead takes unavailable instead of failing. A lead reachable on only one channel is the normal case, so always give that exit a step.
The pattern that works is the compliant one: reach WhatsApp through a reply on LinkedIn that produced a number and a consent, never in parallel with it.

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CRM

All four have one outcome: next.

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Integrations

Send a signed sequence.webhook event, with the lead, sender and enrollment, to one of your outbound webhooks.
  • Outcomes: next
Make an HTTP request using lead variables.
  • Outcomes: next and error (a non-2xx response or a network error)
  • Settings:
    • Method: GET, POST, PUT, PATCH or DELETE.
    • URL, Headers and Query parameters.
    • Body: JSON bodies are sent as application/json.
    • Remove empty values from the body (on).
Finish this enrollment and enroll the lead into another sequence, which uses its own sender pool. The lead only progresses there if that sequence is active.
  • Outcomes: none (ends the path)

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AI and flow

AI drafts an invitation note, message or post comment from your Brief (plus the sequence brief). A Review AI draft task is created. Approving it sends the text through the matching action, within normal limits. Rejecting it skips the step.
  • Outcomes: next
Describe each path in plain words and let AI pick one per lead: “founders and C-level”, “agencies, not product companies”, plus a fixed everything else branch.
  • Outcomes: one per route, plus everything else
  • Settings: a list of routes, each with a label and a description
The AI sees the whole profile, including posts, past roles, skills and custom fields. The decision is made once per lead and stored with its reason. Test on 20 leads shows the split before you publish. See AI routing.
Create a task with a title and instructions. The enrollment waits until a teammate completes it.
  • Outcomes: next
A phone call with a script. The enrollment waits until someone makes it and records the outcome.
  • Outcomes: connected, voicemail, no answer, wrong number, and any other outcome as the fallback
  • Settings: Title and Script
The outcome is also available later in the flow as the Last call outcome condition field. See Booking and call tasks.
Where every enrollment begins. It can’t be deleted.
  • Outcomes: next
Completes the enrollment.
  • Outcomes: none
  • Settings: Completion reason (optional), which appears in reports.