How do I use the Sales Engagement nodes in Orchestrator?

Sales Engagement nodes add a prospect to an outreach sequence, cadence, or flow in Salesloft, Outreach, or Gong Engage, respectively, directly from an Orchestrator Flow. In this article, we will walk you through this functionality.

Table of Contents

• What Are the Sales Engagement Nodes?
• Salesloft
• Outreach
• Gong Engage
• Sender: Who It Comes From
• Requirements

What Are the Sales Engagement Nodes?

Each Sales Engagement node adds a prospect to an outreach sequence in a connected tool, straight from the Flow:

• Salesloft: adds a prospect to a Salesloft Cadence. In Orchestrator's flow, it appears as Add to Salesloft Cadence;
• Outreach: adds a prospect to an Outreach Sequence.  In Orchestrator's flow, it appears as Add to Outreach Sequence;
• Gong Engage: adds a prospect to a Gong Flow.  In Orchestrator's flow, it appears as "Add to Gong Flow."

Salesloft and Outreach enroll the prospect by email. Gong Engage enrolls by CRM Prospect ID instead, so a Matching node must run before it in every Flow.

None of these nodes creates the prospect in the connected tool; the prospect must already exist there, normally through the native sync between the CRM and that tool.

Salesloft

The Salesloft node adds a prospect to a Salesloft Cadence.

For example, a meeting gets cancelled; this node enrolls the prospect in a re-engagement Cadence so the follow-up starts on its own, with no rep cleanup required.

How it finds the person: Salesloft enrolls by the prospect's email, just like Outreach. Point it at the email from the Trigger. If the Trigger is a Meeting, the Host, Booker, or Assignee can be the sender directly; otherwise, add a Matching node to use the CRM Owner as the sender.

The person must already exist in Salesloft: this node adds a person to a Cadence, but it does not create the person in Salesloft. If they are not in Salesloft yet, there is nothing to enroll, and the step fails. Creating the person is normally handled by the native sync between the CRM and Salesloft, not by Orchestrator.

How to set it up:

1. Who's added: the prospect's email from the Trigger or a previous node;
2. Cadence: pick the Salesloft Cadence to add them to. Whether the Cadence auto-starts depends on its settings in Salesloft;
3. Sender: who it comes from, covered in Sender: Who It Comes From.

Outreach

The Outreach node adds a prospect to an Outreach Sequence.

For example, a prospect submits a form but does not book; this node drops them into a warm re-engagement Sequence, sent from the right rep, while the intent is still fresh.

How it finds the person: Outreach enrolls by the prospect's email. Point it at the email the Trigger exposes, such as Primary Guest, so a Matching node is not strictly required just to enroll. Matching is still needed to branch on CRM data or to set the sender to the CRM Owner.

The prospect must already exist in Outreach: this node adds a prospect to a Sequence, but it does not create the prospect in Outreach. If they are not in Outreach yet, there is nothing to enroll, and the step fails. Creating the prospect is normally handled by the native sync between the CRM and Outreach, not by Orchestrator. Outreach matches on email, so it will not create a duplicate when the prospect already exists.

How to set it up:

1. Who's added: the prospect's email from the Trigger or a previous node;
2. Sequence: pick the Outreach Sequence to enroll them in. Whether the Sequence auto-starts depends on its settings in Outreach;
3. Sender: who it comes from, covered in Sender: Who It Comes From.

Gong Engage

The Gong Engage node adds a prospect to a Gong Flow.

For example, a prospect submits a form but does not schedule a meeting; instead of the rep opening Gong by hand, this node drops the prospect into a re-engagement Gong Flow, sent from the rep who was supposed to take the call.

How it finds the person: Gong enrolls by CRM Prospect ID, not by email, so Primary Guest or any email variable cannot be used. A Matching node must run before this node, referencing the Matched ID in the Gong node. 

This is the main difference from Outreach and Salesloft, which take the prospect's email directly. If both a Contact and a Lead are available, either can be chosen as the one Gong uses first; up to two prospects can be passed.

How to Setup:

1. Prospects: the Lead or Contact from Matching (up to two);
2. Gong Flow: pick the published Flow to enroll them in;
3. Sender: who it comes from, covered in Sender: Who It Comes From.

Additional Settings

Field placeholders: Gong Flows can contain variables filled in at send time; this node lets those be overridden per run. Gong calls them Field Placeholders.

Usage example: on a no-show or a canceled meeting, swap a placeholder such as the scheduling link for the original meeting's reschedule link, so the prospect gets a one-click path back to the calendar that keeps the original opportunity attached.

Replace Flow Step: Gong Flows contain multiple steps, which can be different emails sent to the prospect. This option overwrites the subject and body of a specific step in the Gong Flow.

Sender: Who It Comes From

Each Sales Engagement node sets a sender (called "Sent By" in Salesloft and Outreach, and "Flow Owner" in Gong) from whom the outreach appears to come. Two ways to set it:

• Dynamic Sender: a variable, most often the meeting Host, or the CRM Owner from Matching, so the follow-up comes from the rep who owned the call or record;
• Specific Sender: a fixed person chosen directly.

Note: Host is almost always present. Booker only exists for meetings booked through a Handoff Flow, and Assignee only when a routing is applied. Choosing a sender field that is not present on the record leaves the send with no sender.

Requirements

• Salesloft, Outreach, and/or Gong must be connected to Chili Piper for the Cadence, Sequence, and/or Flow list to load.
  • You can connect one or more in the Command Center here.
• For Gong, the sending user needs a Gong Engage seat, and the Gong Flows must be published; an empty Flow list is almost always one of these three.
• If the connected tool is not properly connected or set up, the node can still show as successful in Logs even when nothing was enrolled or sent. Verify directly in Salesloft, Outreach, or Gong that the prospect landed in the Cadence, Sequence, or Flow.