Add Leads to a Campaign

Learn how leads enter Social Campaigns, which sources are one-time imports vs always-on enrollment, and why Signals should usually be your primary fuel.

Written By Kevin Lawrie

Last updated 4 days ago

Lead Management is where you decide how people enter a campaign.

In getsignals, that decision matters because lead source is not just about volume. It affects timing, context, and how relevant the outreach feels once the campaign starts.

That is why our methodology is Signal-first.

The best campaigns do not begin with a static list based on titles and industries. They begin with a live Signal, real buyer behavior, or a relationship event that tells you why this person matters right now.

Psst. Yes, you can import spreadsheets from your own external data (ideally signal-driven!) using a CSV.

The 6 ways to add leads to a campaign

You can add leads to a campaign from six main sources:

  1. Paste profile URLs

  2. Upload a CSV

  3. Import from a CRM list

  4. Import from Signals

  5. Auto-enroll new connections

  6. Auto-enroll profile visitors

Some of these are one-time imports. Others are always-on enrollment sources.

That distinction is important.

One-time imports vs always-on sources

One-time imports

These are best when you already know exactly who you want to reach.

They include:

  • pasted profile URLs

  • CSV uploads

  • CRM list imports

These are useful for controlled campaign launches, named-account outreach, or moving an existing list into getsignals.

Always-on sources

These are best when you want the campaign to keep filling itself automatically as new opportunities appear.

They include:

  • Signals

  • new connections

  • profile visitors

These are much closer to the getsignals methodology because they let campaigns respond to live activity instead of stale list data.

The best default: Signals

If you are unsure where to start, start with Signals.

Signals are the strongest source because they do three things at once:

  • surface people based on live behavior

  • preserve the context of what surfaced them

  • enroll them into the right campaign automatically

That means the campaign does not just know who the lead is. It also knows why they were surfaced.

That context can then carry through:

  • Warm-up

  • invite notes

  • DMs

  • comments

  • follow-ups

  • inbox prioritization

This is the biggest difference between Signal-first lead management and legacy list-based outreach.

1. Paste profile URLs

Pasting profile URLs is the fastest way to add a small number of leads manually.

This works well when:

  • you want to test a campaign with a hand-picked group

  • you are doing named-account outreach

  • you have a shortlist of high-priority prospects

  • you want a controlled first launch before scaling

This is a good option for precision, but it is not an always-on source.

Once those leads are added, the flow does not keep feeding itself.

Best use case

Use pasted URLs when you want a small, deliberate group of leads and do not need automatic ongoing enrollment.

2. Upload a CSV

CSV import is best when you already have a structured list of leads and want to move them into a campaign quickly.

This is useful when:

  • you are migrating from another workflow

  • you already have approved targets in a spreadsheet

  • you want to include custom fields or extra variables

  • you want to test a campaign with a larger imported batch

CSV imports are powerful, but they are still static by nature.

A CSV can tell you who someone is. It usually cannot tell you why now.

That is why CSV is useful operationally, but weaker strategically than Signals when timing matters.

Best use case

Use CSV when you already have a vetted lead list and want to launch quickly with structure and control.

3. Import from a CRM list

CRM list import lets you use HubSpot or Attio lists as a campaign source.

This is helpful when your CRM is already segmenting people by:

  • lifecycle stage

  • deal status

  • ownership

  • qualification state

  • custom criteria

This source is especially useful when your CRM is becoming a trigger, not just a destination.

But it is still important to understand the tradeoff.

A CRM list can tell you who belongs in a segment. It does not always tell you whether they are actively showing social intent right now.

That means CRM imports are useful, but they become much stronger when combined with Signals or other live context.

Best use case

Use CRM list imports when your team already manages lead quality inside the CRM and wants that segment to move into outreach.

4. Import from Signals

This is the most important source in getsignals.

Signals turn Social Campaigns into an always-on system.

Instead of manually refreshing lists, a Signal can automatically enroll people the moment it detects a relevant match, such as:

  • a post expressing a problem

  • a buyer-intent comment

  • competitor engagement

  • topic or keyword activity

  • a relationship event like a job change

This is where the architecture becomes meaningfully different from legacy tools.

The Signal is not just sourcing the lead. It is also carrying the reason they matter into the campaign itself.

That means:

  • the signal post can shape the Warm-up

  • AI can write from the exact idea the person raised

  • outreach can start with public engagement before the first direct touch

  • replies can be understood in the context of what triggered the campaign

Why this source is different

With most tools, sourcing and outreach are separate systems. The intelligence dies at the handoff.

In getsignals, the Signal feeds the campaign directly and keeps the context attached all the way through.

Best use case

Use Signals when you want evergreen lead flow, better timing, and outreach built from real buyer context instead of static list data.

5. Auto-enroll new connections

New connections are a relationship signal.

This source monitors connected accounts for new connections that did not come from a campaign invite and enrolls them automatically into the campaign you choose.

This is useful because not every valuable connection starts inside a campaign.

Sometimes a sender connects with someone manually or organically. Without automation, those warm relationships can fall through the cracks.

This source helps turn those new connections into structured follow-up.

Best use case

Use new-connection enrollment when you want every warm relationship to enter a nurture or follow-up motion automatically.

6. Auto-enroll profile visitors

Profile visitors are a quiet signal.

Someone viewed your profile for a reason. They may not be ready for a buying conversation yet, but they have shown interest, curiosity, or recognition.

That makes profile visitors a strong relationship signal for lighter-touch outreach or nurture flows.

This source works best when timing matters and you want outreach to happen while your profile visit is still fresh in the lead's memory.

Best use case

Use profile-visitor enrollment when you want to act on quiet interest quickly and consistently.

Which source should you use?

A simple way to choose:

Use Signals when:

  • you want the best timing

  • you want context-aware outreach

  • you want campaigns to feed themselves

  • you care about what the buyer is saying, not just who they are

Use pasted URLs when:

  • you want a small controlled launch

  • you have a short list of hand-picked prospects

Use CSV when:

  • you already have a list ready

  • you want a structured bulk import

  • you need custom fields from a spreadsheet

Use CRM lists when:

  • your CRM already defines who should enter outreach

  • you want lifecycle or segment-based enrollment

Use new connections when:

  • you want to capture warm relationships automatically

Use profile visitors when:

  • you want to act on quiet interest quickly

The strongest setup: combine static precision with live Signals

In practice, the best teams usually use more than one source.

A common setup looks like this:

  • start with a small pasted or CSV list for launch control

  • add CRM or relationship-based sources where useful

  • make Signals the always-on source that keeps the campaign fresh over time

That gives you both control and live opportunity flow.

A Signal-first way to think about lead management

When choosing a source, do not just ask:

How do I get people into this campaign?

Ask:

What source gives me the strongest reason to reach out now?

That is the getsignals mindset.

A static list can tell you who fits your market.

A Signal can tell you who fits your market and is showing relevant behavior right now.

That is what leads to better timing, better context, and better replies.

Common mistakes to avoid

Treating every source as equal

They are not equal. Some sources give you timing and context. Others only give you identity.

Overusing static imports

CSV and CRM imports are useful, but they should not become your only growth engine if you want live, signal-driven outreach.

Ignoring source intent

A profile visitor, a new connection, and a buyer-intent Signal do not represent the same level of urgency. Campaign strategy should reflect that.

Forgetting why Signals matter

Signals are not just another import source. They are the source that keeps the reason for outreach attached all the way through the campaign.

Final advice

If you want better outreach, do not just optimize the sequence.

Optimize what feeds the sequence.

The best-performing campaigns are usually fed by the strongest context.

In getsignals, that usually means Signals first, then supporting sources around them.