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Salesloft

A leading sales engagement platform

Overview

With SalesLoft you can build stronger relationships, have better insight into customer needs, and generate more revenue.

From finding and qualifying prospects to closing new customers to growing and renewing accounts, SalesLoft allows you to engage authentically, at scale.

Authentication

When adding a Salesloft connector step, the first thing you will have to do is authenticate your account:

add-auth

You will then be asked to enter your email and password:

salesloft-add-auth

And then confirm:

salesloft-confirm-auth

Example usage - a lead's Hubspot score triggers creating a person and adding them to a Salesloft Cadence

hubspot salesforce salesloft workflow

The workflow we will be taking you through here imagines a scenario where you are using Hubspot's Lead Scoring capabilities to track the viability of a lead and want to add them to a Cadence in Salesloft when their Hubspot score reaches a certain value.

The steps involved are:

  1. You have a Hubspot trigger based on a Hubspot webhook which trigger your workflow when a Hubspot contact is updated
  2. You pull the hubspot score from the webhook and check if it is above a certain value
  3. Salesforce is the source of truth for stored details on all leads and contacts, so you use the Salesforce Lead ID (stored as a custom value in Hubspot) to find the lead in Salesforce and pull extra information stored about the lead, including the owner of the lead account
  4. You create a Salesloft account for the lead's company, using the company name and website pulled from Salesforce
  5. You create a Salesoft person using the details pulled from Salesforce (including assigning an owner based on pulling a custom 'SalesloftId' value stored in Salesforce)
  6. You add this new person to a specific Salesloft Cadence

In order to keep this guide to a reasonable length, a few assumptions have been made:

  1. You have set up a Hubspot webhook to act as your workflow trigger
  2. When leads have been created, they have been added to both Salesforce and Hubspot, and Hubspot has a custom salesforce_lead_id to connect the accounts
  3. You have a list of internal Salesloft user ids, and Salesforce has a custom SalesloftId so that the Salesforce lead owner can be mapped to Salesloft when a person is created. This has been allocated to all your internal Salesforce users

Step 1 - Extract Hubspot score from the Hubspot Trigger

When a lead is updated in Hubspot, it will send a very detailed payload to your workflow trigger, including the hubspot score in the following format:

webhook-debug

So for the boolean Hubspot Score >= 7 ? step, you can pick up the score using the $.trigger.body.properties.hubspotscore.value jsonpath and set the operation to 'Greater or equal to' 7

score-boolean

Step 2 - Get lead info from Salesforce

The get lead info step then uses the Find Records (Lead) operation and the $.steps.trigger.properties.salesforce_lead_id.value jsonpath to get the Hubspot custom field and find the lead as recorded in Salesforce:

get-lead-with-sfid

It also specifies the exact lead information to be extracted:

lead-info-list

Step 3 - Get lead owner from Salesforce

The Get lead owner step then uses the Find Records (User) operation and the $.steps.salesforce-1.records[0].OwnerId jsonpath to retrieve the owner of the lead and get their SalesloftId:

get-owner

Step 4 - Create Salesloft Account (company)

The Create Salesloft Account step then uses the Create account operation and uses $.steps.salesforce-1.records[0]. jsonpaths to pick up Company and Website:

create-sl-account

It also picks up 'industry':

industry

Step 5 - Create Salesloft Person

The Create Salesloft person step uses the Create person operation and $.steps.salesforce-1.records[0]. jsonpaths to pick up

create-sl-person

It also picks up their mobile phone:

get-mob

And their job title:

get-title

It also then gets the Id of the Account/Company that was created in Step 4, to add them as a contact to it. And it gets the Salesloft owner ID (note that Salesforce custom objects have a __c suffix):

getacc-id-and-owner-id

Step 6 - Add person to Cadence

The Add person to Cadence step then uses the Create cadence membership to add the new person to a specific cadence. It uses the $.steps.salesloft-3.data.id jsonpath to get the ID of the person create in Step 5 and $.steps.salesforce-2.records[0].SalesloftId__c to set the owner:

add-person-to-cadence

Note that to keep this example simple we have hardcoded a Cadence ID - taken from the url of a Salesloft cadence:

get-cadence-id-from-url

In a real world scenario you would make use of the List cadences operation in combination with a boolean connector, based on industry, job title etc. to decide what cadence you wish somebody to go in.

When your workflow is triggered it will result in transferring a lead in Salesforce:

sf-lead-screenshot

To an account in Salesloft:

salesloft-account

And a person:

salesloft-person

Who is added to a cadence:

salesloft-cadence

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