Contents:

• Overview
• Setting up LeanData-Salesloft Integration
• Prerequisites
• Steps to Implement
• Enabling Salesloft-Salesforce Sync
• Authorizing Access in LeanData
• Salesloft Cadence Setup
• Salesloft User Setup
• Add to Cadence Node in FlowBuilder
• Monitoring
• Appendix

 

Overview

Customers who utilize both LeanData and Salesloft can now initiate Salesloft actions directly from LeanData’s FlowBuilder.

Features

• Add Person to Cadence in Salesloft
• Select Assignee and Cadence Owner in Salesloft
• Remove Person from Cadences in Salesloft

 

Setting up LeanData-Salesloft Integration

Before you are able to use these FlowBuilder Nodes, you will have to connect and enable the LeanData-Salesloft Integration according to the steps outlined in the LeanData - Salesloft FlowBuilder Integration Guide.

 

Add to Cadence Node in FlowBuilder

You can add an Add to Cadence Action Node from the Integrations > Sales Engagement > Salesloft Section in the FlowBuilder interface.

 

 

Within the Add to Cadence node, there are a few configurable options.

 

Which Cadence do you want to add the person to?

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

Specific Cadence

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

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

Cadence ID from a Variable

The 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 Salesloft. 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 Cadences, 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.

Assignee for Cadence: The Assignee is the rep accountable for running the email, call, or other steps associated to people in a cadence. In other words, whatever cadence step is due gets assigned to that rep. Automated emails will come from the assignee selected. The Salesloft Cadence will also be assigned to this same User.

• Lead / Contact Owner: this will set the Salesforce record owner as the assignee. Salesforce Queues are not currently supported.
• User Field on Lead / Contact: this will set the Salesforce user populated in the designated Salesforce User field as the assignee.
• Specific User: this will display a list of all Salesloft Users by email addresses for assignee selection
  • If LeanData cannot find the selected assignee in Salesloft, Salesloft will default the assignee to the current owner of the cadence 

Notes: 

• Convert Lead + “Add to Cadence” Behavior: When a Lead is successfully converted to a Contact (after entering the graph and prior to the callout), LeanData will add the related Contact to the designated Cadence.
• “Merge Dupe” + “Add to Cadence” Behavior: LeanData will NOT add the Person to a Cadence if a “Merge Dupe” node is in the same path as the “Add to Cadence” Node.

Edge Options

Edge Options: Users have the ability to choose the next node LeanData should move onto if there’s one of the below errors

• No User in Field: there is no User in the field designated for the Assignee
• Configuration Error: the authorization for Salesloft is invalid
• Queue Owner:  the record is Queue-owned and the assignee selected is the Lead / Contact Owner 

Remove from Cadence Node in FlowBuilder

In addition to Adding People to Cadences in Salesloft, you can also remove People from Cadences using the Remove from Cadence Action Node. Before using this node, you will have to follow a few setup steps.

 

Pre-Setup for Remove From Cadence

Create Salesforce Field

You will first have to create a custom Salesforce field on your Lead/Contacts which LeanData will trigger in order to remove a Person from a cadence:

• Navigate to Salesforce Setup > Object Manager > Lead (or Contact)  > Fields & Relationships > New.

• Select the Checkbox field Type. Click Next.
• Enter a Field Label and Field Name. You may use whatever you wish but recommend something you can easily identify for its purpose like "Salesloft Stop Cadence". Description and Help Text are optional. Click Next.

• On the next screens, select your desired field level security and desired page layouts, then click Save.
• Repeat this process for the Contact Object if you plan on using this in Contact Router.

 

Create & Map Salesloft Field

You will then need to map this new Salesforce Lead/Contact field to a new Salesloft Person field to be bi-directionally synced with Salesforce. Please follow the field mapping instructions from the Salesloft article Person Field Configuration.

 

Configure Automation Rule to Stop Cadence

From Salesloft, create a an Automation Rule.

The trigger should be when a Person changes in Salesloft.

Your criteria should be the mapped Person field being updated to True.

This rule should initiate two Actions: Remove Person from All Cadences and Set Person Fields. Configure the Actions to remove the Person in All Cadences, and also to mark your Salesloft Stop Cadence field as False (to reset the field).

For more information on Salesloft Automation Rules, please see the Salesloft help article: Create an Automation Rule. 

 

Configuring the Remove from Cadence Node 

From within Lead or Contact FlowBuilder, drag a Remove From Cadence Node onto your graph. You can find this from the Node Bar Under Integrations > Sales Engagement > Salesloft.

Within the Remove From Cadence Node, there are a few configurable options:

Update Lead/Contact Fields

Within the Update Lead/Contact Fields section you will want to select the custom Salesforce field you previously created in Salesforce and mapped for stopping Salesloft Cadences: Salesloft Stop Cadence. For the value, select True.

Email Notifications

You can configure email notifications to be sent in the case of a successful update or a failure.

Advanced Settings

The only fallback edge is Next Node, which will allow you to direct the Lead / Contact to additional nodes after updating the field which removes a Person from a Cadence.

 

Monitoring

Audit Logs

Salesloft actions are included in LeanData Audit Logs.

Audit Log Filters: LeanData introduced new Outcome filters in Audit Logs specifically for Salesloft - Success (Salesloft), Pending (Salesloft), Error (Salesloft). Note that the Error (Fallback) Outcome filter will not show any Salesloft Fallback errors at this time.  

Pending (Salesloft): If LeanData cannot perform the requested action in Salesloft, we will try again after the amount of time set in your Partner App settings.  At that point of time, the record will be set to “Pending” in the Audit Logs.  Records will be in the “Pending” state until ultimate failure or success. 

• A record is Pending as LeanData waits for the CRM ID to populate on the Salesloft record

Error (Salesloft): After six retries, LeanData will mark the records as an error for the Salesloft portion of the Path in the Audit Logs.  

• Both Pending records and Error records will display the audit trail of each attempt to complete the action in the Outcome column.  

Notes: 

• If LeanData cannot perform the requested action because of misconfigured settings or unexpected issues, we will revert back any changes made on the record in the path.
• If LeanData cannot perform the requested action because of a callout error, only the action of adding a Person to a Cadence will fail.
• If LeanData follows an edge (ex: Queue Owner), it will mark the node in the Path as an Error and will not show an error message in the Outcome column