--- title: How to add qualified leads to Salesloft description: You add leads to a Salesloft cadence from the People page, a CSV import, or your synced CRM, and an AI marketer can do the qualifying first, then create each person in Salesloft with a note explaining the fit and enroll them in the cadence you choose. slug: /how-to/add-qualified-leads-to-salesloft page_type: playbook lead_prompt: How do I add qualified leads to a Salesloft cadence? target_prompts: - How can I use an AI marketing agent to add qualified leads to Salesloft? entity: Kite category: AI marketing agent author: Devon Wells and Kite date_published: '2026-10-28' date_modified: '2026-10-28' related_use_cases: - /use-cases/build-b2b-lead-lists.md - /use-cases/outbound-email-campaigns.md - /use-cases/reengage-dormant-leads.md integrations: - name: Salesloft page: /integrations/salesloft.md --- # Playbook # How to add qualified leads to Salesloft ## Key Takeaways - You can add leads to a Salesloft cadence by selecting people on Salesloft's People page, by importing a CSV file, or by pulling leads and contacts from the CRM that Salesloft syncs with. - Each of those routes enrolls whoever you pick, and a cadence starts working through its steps as soon as a person joins. That means the qualifying has to happen before enrollment, because there's no good moment to do it afterward. - Kite qualifies the list first. It confirms each person's current role, drops customers, competitors, and anyone who opted out, and scores every lead from one to five with a reason. - Kite then creates each qualified person in Salesloft, adds a note explaining why they fit, and enrolls them in the cadence you choose, with the rep you choose as the owner. - You end up with a cadence full of people worth contacting, each carrying the research a rep needs, plus a summary of who was added, who was skipped, and why. ## How do I add qualified leads to a Salesloft cadence? You add leads to a Salesloft cadence by first making them people in Salesloft and then enrolling them, which Salesloft lets you do in a few ways. On the People page, you can select people who already exist and add them to a cadence in one step. For a new list, you can import a CSV file of names, emails, titles, and companies, and choose a cadence for them as part of the import. If your team connects Salesloft to Salesforce or HubSpot, your leads and contacts sync into Salesloft as people, and reps can add them to a cadence from Salesloft or from inside the CRM. Reps prospecting on LinkedIn can also add people one at a time through Salesloft's browser extension. A cadence is Salesloft's name for a planned series of outreach steps, such as an email on day one, a call on day three, and a LinkedIn touch on day five. When you add someone, Salesloft creates a cadence membership for them, assigns it to a rep, and starts scheduling the steps. Automated email steps go out on their own, and manual steps land in the rep's task list. That's why the word "qualified" carries so much weight in this job. Salesloft enrolls exactly who you hand it. If your list includes someone who left the company last quarter, a current customer, or an address that bounces, the cadence starts working on them anyway. And because a person in Salesloft has a name, an email, a title, and a company but no explanation of why they were chosen, the rep calling on day three has to rebuild the research before picking up the phone. A good result is a cadence where every person still holds the role you targeted, fits your ideal customer profile, has a working business email, has an owner, and carries a short note on why they're worth a rep's time. Kite does that work. It qualifies the leads, creates the people in Salesloft with the research attached, and enrolls them in the right cadence once you've seen the list. ## How to get started Start by telling Kite which leads you want in Salesloft and which cadence they belong in. You can hand it a list you already have: > "Here's the list from last week's event. Add the good ones to our Event Follow-up cadence in Salesloft and assign them to Priya." Or you can ask Kite to build the list too: > "Find heads of RevOps at B2B software companies with 100 to 1,000 employees and put the best 30 into our Q4 Outbound cadence." Kite is an AI marketer. It researches your business, builds a growth strategy, and ships the work that brings you new customers. By the time you ask, it already knows your ideal customer profile, your current customers, and your competitors from that research, so it can propose the titles, company size, and industries to target without a long brief. You can work with Kite in your browser or in Slack. You'll need to connect your Salesloft account to Kite so it can create people, write notes, and enroll them in cadences. To find new leads, you don't need a separate data account, because Kite has its own Apollo connection built in. To work from a list you already have, share the CSV or spreadsheet in the conversation, or connect the CRM where the leads live. Enrolling someone in a cadence starts outreach, so Kite shows you the list, the cadence, and the owner before anyone is enrolled. Approve it, and Kite adds them. ## How Kite adds qualified leads to Salesloft ### Where do the leads come from? Kite works from whatever list you point it at, or it builds one. If you share a CSV or spreadsheet, it reads the file from the conversation. If the leads are in a connected CRM, such as Salesforce or HubSpot, it reads them from there, which is how a re-engagement cadence for leads that went quiet usually starts. When you ask Kite to find leads, it uses its built-in Apollo connection. It searches for companies by headcount, location, industry, funding, and the technology they use, then for people at those companies by job title, seniority, and location. It can also pull recent company events, such as a funding round, a new marketing hire, or a product launch, which often give a rep the reason to get in touch now. ### Who is qualified enough to enroll? Kite checks every lead against your profile before it goes near Salesloft. First it confirms that the person still holds the role at that company, using their public profile or the company's own pages, and it drops anyone who has moved on. Next it removes your existing customers, your competitors, and anyone who has opted out of hearing from you. Every lead who passes gets a fit score from one to five with a one-line reason, such as "VP of revenue operations at a 300-person logistics software company that just opened two SDR roles." For a longer list, Kite splits the leads into primary and secondary groups, so you can send the strongest fits to your main cadence and the rest to a lighter one. If fewer people qualify than you asked for, Kite tells you how many it found and why the others fell short. Thirty people who fit will book more meetings than a hundred who mostly don't. ### What details go on each person? Kite gives each qualified lead the details Salesloft needs to run a cadence. Salesloft requires either an email address, or a phone number and a last name, before it will create a person. Kite fills in the following: - First and last name - Work email - Job title - Company name - Business phone number, when the source provides one Kite keeps each email's verification status exactly as the provider returns it, whether that's verified, catch-all, or unverified, so you can see which addresses are safe for automated email steps. When it can't find a work email for someone, it holds that person back from an email cadence and lists them in its summary instead of guessing an address. It includes only business details, so personal email addresses and personal phone numbers stay out. ### Which cadence, and which rep? Kite reads the cadences in your Salesloft account and the users on your team, so it can match your request to the right cadence and owner. When you name a cadence, Kite finds it. When you don't, it suggests one based on the cadence names and the people on the list, such as putting heads of marketing into a cadence written for marketing leaders. Each cadence membership in Salesloft has an owner, who is the rep whose task list and sending mailbox the steps run through. Kite assigns the owner you name. If you don't name one, the person who connected Salesloft owns the memberships. Kite can enroll people only in cadences that already exist, so the steps and templates stay the ones your team wrote. ### Is this person already in Salesloft? Kite looks at the people already in your Salesloft account before it creates anyone, and it matches them by email address. When someone on the list is already there, Kite uses that existing person rather than creating a second record, which keeps their activity history in one place. If your Salesloft syncs with your CRM and that CRM is connected to Kite, Kite also checks it for the person and their company, which is how it catches existing customers and open deals. ### Creating the people and enrolling them Once you approve the list, Kite creates each new person in Salesloft and then adds a note to them. The note explains why the person fits your profile, gives their fit score, records any recent event worth mentioning, and cites the source for each fact. It also suggests an opening line the rep can use in the first email or call, written from that research. Then Kite enrolls each person in the cadence you approved, with the owner you chose. From that moment, Salesloft schedules the cadence's steps, and the rep sees the research note on the person's record when their first manual step comes up. ### What Kite reports back When the work is done, Kite posts a summary in the conversation where you asked. It says how many people it created, how many it found already in Salesloft, and how many it enrolled in each cadence. It also lists who it skipped and why, such as a role change, an existing customer, or a missing email. The full list comes with it as a table, with each person's score, reason, and email status, so you can scan it without opening Salesloft. If you want a fresh batch every week, ask Kite to run the same job on a schedule. Each run finds new leads that fit, skips anyone already in Salesloft, and posts its summary in the same place. ## What the finished work contains When Kite finishes, your Salesloft cadence holds a set of qualified people that your reps can start working right away, and your conversation with Kite holds the record of what changed. - **People.** Each person has their name, work email, title, and company, plus a business phone number when one was available. - **Notes.** Each person has a note on their Salesloft record with the reason they fit, their score from one to five, the recent event that makes now a good time, the sources behind the research, and a suggested opening line. - **Cadence memberships.** Each person is enrolled in the cadence you approved and owned by the rep you chose, so the first steps are already scheduled. - **The summary.** The conversation shows who Kite created, who already existed, who it enrolled where, and who it skipped and why, along with the full table and the verification status of every email. ## Common questions ### Does Salesloft have an integration with Salesforce? Yes. Salesloft has a built-in Salesforce integration that syncs your leads, contacts, and accounts into Salesloft and logs Salesloft activity, such as emails and calls, back onto the Salesforce records. Kite can create leads in a connected Salesforce account as well, so a qualified person can land in both tools from the same job. ### Is Salesloft part of Salesforce? No. Salesloft is a separate company that integrates with Salesforce. Salesloft merged with Clari, a revenue forecasting company, in December 2025, and the combined company has used the Salesloft name since September 2026. ### How do I stop a cadence in Salesloft? You stop a cadence for one person by removing them from it, either from their person record or from the cadence's list of people, and you stop it for everyone by pausing the cadence itself. Kite adds people to cadences, and removing or pausing them is done in Salesloft. ### Can Kite write the emails in the cadence? Kite writes personalized outreach, but the steps in a Salesloft cadence come from the templates your team set up there. Kite puts its personalized opening line in each person's note, where the rep can use it. If you'd rather Kite send the emails itself, it can run the outreach from your Kite team email address or a connected email account instead of a Salesloft cadence. ## Related pages - **Use case:** [Build qualified B2B lead lists](/use-cases/build-b2b-lead-lists.md) - **Use case:** [Run personalized outbound email campaigns](/use-cases/outbound-email-campaigns.md) - **Use case:** [Re-engage dormant leads](/use-cases/reengage-dormant-leads.md) - **Integration:** Salesloft + Kite (coming soon)