Contents:

• Overview
• Features
• Prerequisites
• Setting up LeanData-Sales Engagement Integration
• Remote Site Settings
• Utilizing Sales Engagement in FlowBuilder
• Fallback Edges
• Monitoring
• Audit Logs
• Routing Insights
• FAQs
   

 

Overview

If you utilize Salesforce Sales Engagement, formerly known as High Velocity Sales (HVS), you can utilize the LeanData-Salesforce Sales Engagement Integration to automatically add Leads and Contacts to your Sales Engagement sales cadences for the most relevant outreach – directly from LeanData’s FlowBuilder interface.

 

Features

• Automatically add Leads or Contacts to your Sales Engagement Cadences within FlowBuilder.
• Choose which cadence your prospects are assigned to, as well as the best rep for fulfilling that cadence.

 

Prerequisites

Please make sure to have Salesforce Sales Engagement installed and enabled in Salesforce by following the steps below:

1. You must be a Salesforce Sales Engagement customer. If you are a Salesforce Sales Engagement customer and you do not see it installed/enabled, please submit a case for installation on the Salesforce Support Page.
2. To enable Sales Engagement, you must follow the instructions in Salesforce Setup > Sales Engagement.
3. Ensure the Sales Engagement User and Sales Engagement Cadence Creator permission sets are assigned to the LeanData Integration User.
   • The User enabling Sales Engagement in LeanData must have these permission sets.

 

Setting up LeanData-Sales Engagement Integration

You must complete all the steps below to use the LeanData-Salesforce Sales Engagement integration.

 

Remote Site Settings

Create a Remote Site in Salesforce with the following steps:

1. Have your Salesforce Admin go to Setup > Remote Site Settings.
2. Click New Remote Site.
3. In the Remote Site Name field, enter HVS_RSS.
4. In the Remote Site URL field, paste your Salesforce URL. You can find this from the LeanData App > Integrations > Salesforce Sales Engagement > Get Started. Under step 4 of Create Remote Site in Salesforce you will find the URL.
5. Click Save after adding the URL to the New Remote Site. A new row will be added in the list of Remote Sites.

 

Enable Sales Engagement in LeanData 

Once you have added your new Remote Site, Navigate to LeanData > Integrations > Salesforce Sales Engagement.  

 

Click the Get Started button. 

Once you have verified that you have completed all the steps, click the Enable Sales Engagement button on the right side of the page.

 

Utilizing Sales Engagement in FlowBuilder

Before you use the Sales Engagement node in FlowBuilder, please make sure that you have at least one valid, active Cadence created in Sales Engagement.

 

Sales Cadence Assignment 

In the Which Sales Cadence do you want to add the prospect to? section, you need to select the Cadence where you want to add the Lead or Contact. There are two options available:

Specific Sales Cadence

With this option, you will select a specific Sales Cadence from a dropdown list of Cadences synced from Salesforce Sales Engagement.

If you have recently added or updated your Cadences and they don't appear in the dropdown, click the circular refresh icon to sync your Cadences.

Sales Cadence ID from a Variable

The Sales Cadence ID from a Variable option lets you dynamically reference a Cadence ID stored in a variable. This ID corresponds directly to the Cadence’s identifier in Salesforce Sales Engagement. The Cadence ID must be stored in a variable or field located upstream in your graph. For instance, if you want to match specific Campaigns to particular Cadence, you can create these mappings in a Data Table and set a Cadence ID variable in this node to add the Lead/Contact to the correct Cadence.

For more information on how to set up Sales Cadences, please refer to Salesforce's Sales Engagement Implementation Guide.

 

Assignee for Sales Cadence

Select a Target Assignee that will engage with the prospect. 

 

You can do this by selecting one of the following options:

1. Lead/Contact Owner - Select the owner of the routed record as the Target Assignee.
2. User Field on Lead/Contact - Select a User based on the User Field on the routed record as the Target Assignee.
3. Specific Sales Engagement User - Select a specific User with the Sales Engagement User Permission Set assigned.

 

Fallback Edges

Under Advanced Settings at the bottom of the node configuration page, you will see the following edges:

 

If one of the following errors occur, the record will proceed to the node indicated for that edge. If this is set to End of Flow, records will take no further action.

• Configuration Error - Authorization for Sales Engagement is invalid.
• Missing User ID - There is no User in the field designated for the Target Assignee.

Queue Owner - You have selected the Lead owner as the Target Assignee, but the record is Queue-owned.

 

Monitoring

Audit Logs

Sales Engagement actions are tracked in the LeanData Audit Logs. If a prospect was successfully assigned to the Cadence, LeanData will list the name of the Cadence the prospect was assigned to as well as a link to the Cadence.

Errors: If LeanData cannot perform the requested action in Sales Engagement.

 

Routing Insights

Sales Engagement Actions will also be captured on the Routing Insights page in Router. Only the fallback errors (Configuration Error, Missing User ID, Queue Owner) listed in the FallBack Edges section will be captured.

To view, navigate to Routing Insights under Routing > Leads/Contacts > Routing Insights

 

FAQs

Q: Is the Assign to Sales Cadence action compatible with Real-Time Routing?

• Yes, it is possible to use Real-Time Routing on Sales Engagement. Please note that while records will process instantaneously for LeanData actions, any actions taken via API / or integration will be subject to any time it takes to call the integration.

 

Q: What is not supported by the LeanData-Sales Engagement Integration?Queue-owned

• Cadence assignments and Person Accounts are currently not supported.

For any additional questions please contact LeanData Support.