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Default adds a routed lead to a sequence, cadence, campaign, or flow in Apollo, Outreach, Salesloft, Amplemarket, Smartlead, Gong Engage, or HubSpot, with the rep that Default assigned as the sender. A workflow picks the rep with a Round-Robin node, then a sequencing node enrolls the lead in your sequencing tool. The sequence itself, with its emails, steps, and sending schedule, runs in that tool. Default has no sequencing product of its own.

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Sequencing tools Default supports

“Gong” in Default means Gong Engage, Gong’s sequencing product. Default does not read Gong calls or transcripts. Every node adds 1 person per workflow run. For each node’s fields and advanced options, see Sequencing nodes.

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How a routed lead reaches a sequence

  1. A trigger starts the workflow. Any trigger works, for example a form submission, a website intent signal, a new CRM record, an incoming webhook, or an API call. See Triggers.
  2. The workflow checks the CRM. A Match Record node looks for the person in Salesforce or HubSpot, so the workflow can treat new and existing records differently.
  3. A queue picks the rep. A Round-Robin node applies the queue’s routing policy and passes the rep to later nodes as Latest assigned user. A Rules of Engagement node can pick the rep instead, and passes it on as Latest resolved user.
  4. The CRM gets the owner. Create Record or Update Record writes the rep as the owner, so the CRM and the sequence name the same person.
  5. The sequencing node enrolls the lead. Set the node’s sender field to Latest assigned user, or to Latest resolved user after Rules of Engagement. Default converts the rep into their mailbox or user in that tool through the rep’s integration mapping.
  6. The node reports the result. When the tool rejects or skips the enrollment, the workflow keeps going. The node’s success output is false and its error says why, so a later Multi-Branch node can act on it. Outreach failures, and some Apollo failures, also mark the node as errored in the run log. A missing or invalid required value, such as no valid email, fails the node instead.

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Setup for sequencing from Default

The mapping each tool needs: Apollo, Amplemarket, and Smartlead connect with an API key from that tool. Outreach, Salesloft, Gong Engage, and HubSpot connect by signing in. See Apollo, Outreach, Salesloft, Amplemarket, Gong, and HubSpot.

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Build a workflow that routes a lead and adds it to a sequence

This example routes people who download a guide from your site to a queue of sales development reps (SDRs), writes the SDR as the Salesforce Lead owner, and adds the person to an Outreach sequence from the SDR’s mailbox. People who already exist in Salesforce keep their owner, and that owner gets a Slack message.
1

Add the trigger

In Workflows, create a workflow and add the Form Submission trigger. Set Connected Form to your Download the guide form.
2

Check Salesforce for the person

Add Match Record. Set CRM to Salesforce and Record to Lead, and under Match Details, match the Lead’s email to the email from the trigger.
3

Leave existing records with their owner

On the Match branch, add Send Slack Message and send it to the matched Lead’s owner, so the rep who already works the person hears about the download.
4

Pick the rep for new people

On the No Match branch, add Round-Robin and set Queue to SDR Outbound.
5

Create the Lead with its owner

Add Create Record with Platform set to Salesforce and Record Type set to Lead. In Mapped Fields, map the name, email, and company, and set Owner ID to Latest assigned user.
6

Add the person to the sequence

Add Add to Outreach Sequence. Set Sequence to Guide follow-up, Sending mailbox to Latest assigned user, and Email to the email from the trigger.
7

Test, publish, and turn it on

Select Test, fill in a sample with your own email, and select Run Test. Check the Lead owner in Salesforce and the prospect in Outreach. Then select Publish and check that the status next to the deployment switch reads Live. A new workflow goes live when you first publish it. If the status reads Paused, turn the switch on.
A test performs real actions. It creates the Lead, counts the routing assignment, and enrolls the person in the sequence, which can send real emails. Use your own email and a test sequence.
To use a different tool, swap the last node:
  • Gong Engage: set CRM record ID to the Lead ID from Create Record. Gong Engage identifies prospects by their Salesforce or HubSpot record ID.
  • HubSpot: create or match a HubSpot contact first, then set Contact to it in Enroll in HubSpot Sequence.
  • Smartlead: pick the Campaign and Email. There is no sender to set.
Demo requests usually go to a meeting instead of a sequence. Use a Display Scheduler node for those. See How Default books a meeting from a form submission.

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Duplicate and re-enrollment checks

  • The tool’s own checks stay on. Apollo, Amplemarket, Smartlead, and Gong Engage nodes have advanced toggles that override the tool’s checks, for example Allow active in other sequences in Apollo or Ignore unsubscribe list in Smartlead. They are all off by default, so the tool applies its usual rules.
  • Repeat triggers start new runs. A person who submits the form twice starts 2 runs. With Match Record before Round-Robin, a second run that starts after the first run created the Lead finds it and takes the Match branch, so the person is not routed or enrolled again.
  • Runs seconds apart can both take No Match. Each run checks the CRM on its own, so 2 runs that start before either has created the record can both route, create, and enroll the person. Keep your CRM’s duplicate protection on, for example a Salesforce duplicate rule that blocks new Leads with an existing email, so the second Create Record fails. The sequencing tool’s own checks are a second backstop.
  • Amplemarket reports duplicates. A lead already in the selected sequence is not added again, and the node records why.

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Tool-specific requirements

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Troubleshoot sequencing from Default

To see what a node did, select Runs at the top of the workflow and open the run. See Run logs. Related: Sales workflow software from Default