These are the different states in which a contact can be at:
Contacts which enrolled in the system and are scheduled to receive a message
Contacts which received an email or interacted via chat, but didn't reply back yet nor unsubscribed
Contacts which replied with a question, and haven't necessarily shown interest that they want to meet with a rep yet (questions around product info, for example).
Another option is in order to ask qualifying questions which weren't answered previously. Exceed uses the Engaged template to ask these qualification questions
Contacts which are qualified / have a meeting scheduled
Contacts which responded and the system needs a rep's help to answer. These contacts are escalated to the human rep which associated with the sequence and asks them to try and answer the contact
Contacts which are no longer active or relevant: Bounced, Unsubscribe, Unresponsive (went through the entire sequence and didn't respond), Not Interested, Left the Company, etc.