> ## Documentation Index
> Fetch the complete documentation index at: https://docs.os.default.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Send routed leads to sales sequences from Default

> How Default adds a routed lead to a sequence in Apollo, Outreach, Salesloft, Amplemarket, Smartlead, Gong Engage, or HubSpot, with the assigned rep as the sender: supported tools, setup, an example workflow, and troubleshooting.

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.

## Sequencing tools Default supports

| Tool | Workflow node | Default adds the lead to | How the lead is identified | Sender field |
| - | - | - | - | - |
| Apollo | **Add to Apollo Sequence** | A sequence | **Email**. Apollo finds the contact or creates it. | **Sending mailbox**, required |
| Outreach | **Add to Outreach Sequence** | A sequence | **Email**. Outreach finds the prospect or creates it. | **Sending mailbox**, required |
| Salesloft | **Add to Salesloft Cadence** | A cadence, optionally from a chosen step | **Email**. Salesloft creates the person if needed. | **Sending user**, optional. Empty uses the connected Salesloft account. |
| Amplemarket | **Add to Amplemarket Sequence** | An active or paused sequence | **Email** or **LinkedIn URL** | **Sending mailbox**, required |
| Smartlead | **Add to Smartlead Campaign** | A campaign | **Email** | None. The campaign's own mailbox rotation picks the sender. |
| Gong Engage | **Add to Gong Engage Flow** | A flow | **CRM record ID** from Salesforce or HubSpot | **Sending user**, required |
| HubSpot | **Enroll in HubSpot Sequence** | A HubSpot sequence | **Contact**, a HubSpot contact record from an earlier node | **Sending HubSpot user**, required |

"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](/workflows/steps-sequencing).

## 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](/workflows/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](/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.

## Setup for sequencing from Default

| Requirement | Where | Why |
| - | - | - |
| The sequencing tool connected | **Settings** → **Integrations**. The cards are **Apollo.io (Sequencing)**, **Outreach**, **Salesloft**, **Amplemarket**, **Smartlead**, **Gong Engage**, and **HubSpot**. | A sequencing node appears in the **Sequencing** section of **Add Node** only after its tool is connected. Connecting needs admin access. |
| Each rep mapped to their identity in the tool | **Settings** → **Users**. Open a member and select **Integrations**, or use the **Mappings** tab. See [Users](/settings/users). | Default converts **Latest assigned user** into the sender through this mapping. Without it, the node fails for that rep. |
| A queue with a routing policy | **Routing** → **Queues** and **Policies**. See [Queues](/queues) and [Policies](/policies). | The **Round-Robin** node picks the rep from this queue. Include **Objects** in the policy's **Assignment Units**. |
| The sequence ready in the tool | Your sequencing tool | The node lists the tool's sequences. Amplemarket accepts only active or paused sequences. |

The mapping each tool needs:

| Tool | What you map for each rep |
| - | - |
| Apollo | Apollo Mailbox ID |
| Outreach | Outreach Mailbox ID |
| Salesloft | Salesloft Sender ID |
| Amplemarket | Amplemarket mailbox email |
| Gong Engage | Gong Engage email |
| HubSpot | HubSpot Owner ID |

Apollo, Amplemarket, and Smartlead connect with an API key from that tool. Outreach, Salesloft, Gong
Engage, and HubSpot connect by signing in. See [Apollo](/settings/integrations/apollo),
[Outreach](/settings/integrations/outreach), [Salesloft](/settings/integrations/salesloft),
[Amplemarket](/settings/integrations/amplemarket), [Gong](/settings/integrations/gong), and
[HubSpot](/settings/integrations/hubspot).

## 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.

<Steps>
  <Step title="Add the trigger">
    In **Workflows**, create a workflow and add the **Form Submission** trigger. Set
    **Connected Form** to your `Download the guide` form.
  </Step>

  <Step title="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.
  </Step>

  <Step title="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.
  </Step>

  <Step title="Pick the rep for new people">
    On the **No Match** branch, add **Round-Robin** and set **Queue** to `SDR Outbound`.
  </Step>

  <Step title="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**.
  </Step>

  <Step title="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.
  </Step>

  <Step title="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](/workflows#the-enabled-switch) reads **Live**. A new
    workflow goes live when you first publish it. If the status reads **Paused**, turn the switch
    on.
  </Step>
</Steps>

<Warning>
  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.
</Warning>

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](/forms/scheduler).

## 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.

## Tool-specific requirements

| Tool | Requirement |
| - | - |
| HubSpot | Choose a sequence shared with every HubSpot user who might send it. The sending user needs a connected inbox in HubSpot, and the HubSpot account needs an active Sales subscription. |
| Gong Engage | The prospect comes from a Salesforce or HubSpot record ID, so create or match the CRM record before this node. |
| Salesloft | Leave **Sending user** empty to run the cadence as the connected Salesloft account. Pick **Start at step** to skip the first steps. |
| Amplemarket | Provide an **Email** or a **LinkedIn URL**. **Lead fields** keys must match fields set up on the sequence. |
| Smartlead | The campaign's mailbox rotation sends the emails. |

## Troubleshoot sequencing from Default

| What you see | What to check |
| - | - |
| The sequencing node is missing from **Add Node** | Connect the tool in **Settings** → **Integrations**. |
| The node fails because the Default user has no integration mapping for the tool | Map the rep in **Settings** → **Users** → **Integrations**, for example their Outreach Mailbox ID. |
| The node fails with an invalid key or failed authentication | Reconnect the tool in **Settings** → **Integrations**. |
| HubSpot rejects the enrollment | Check that the sender has a connected inbox, that the sequence is shared with them, and that the account has an active Sales subscription. |
| Gong Engage fails for lack of a record | Set **CRM record ID** to a Salesforce or HubSpot record ID from an earlier node. |
| The person is not added, and the node reports a skip | The tool's own checks skipped them, for example because they are active in another sequence. Review the reason in the run log. |
| The sequence sends from the wrong rep | Set the sender field to **Latest assigned user**, or **Latest resolved user** after Rules of Engagement, and check the rep's mapping in **Settings** → **Users**. |

To see what a node did, select **Runs** at the top of the workflow and open the run. See
[Run logs](/workflows/run-logs).

Related: [Sales workflow software from Default](https://www.default.com/product/sales-workflow-software)


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