Every major Salesforce release is packed with cool new features, and the Winter ‘20 Sales Cloud Release is no exception.
The updates on the already amazing CRM platform focused on:
- High-Velocity Sales: Sales Cadence Branching, Performance Dashboards, and Third-Party Score Support
- Sales Cloud Einstein: Reporting Improvements, API Access, Quarterly Forecasting Support, and Data Segmentation
- Core Sales Features: Opportunity Contact Role and Account Team Customization, Line Item Sorting on Quotes and Opportunities, and More Product Family Forecast Types
- Productivity: Improved Einstein Activity Capture, More Robust Emails, Activity Timeline Enhancements, and More Efficient Calendars
- Integration with Google: Reminders to Log and Email Tracking, Scheduling, and Sync Improvements
- Integration with Microsoft: More Relevant Objects, More Relevant Matched Records, and Sync Improvements
- Salesforce CPQ and Billing: Improved Pricing Guidance, Reliable Contracting for Large Quotes, and Customer Payments in Community and Lightning Pages
- Pardot: New Dataset in B2B Marketing Analytics, Reusable Content for Email, and More Goodies
Here are the highlights.
To make the Sales Team’s processes even easier, they can now create sales cadences that branch to multiple outreach paths depending on the results of a call. Managers can also easily see how their sales teams are doing with more reporting features; sales reps, on the other hand, can sort prospects in the order that’s most relevant to them with third-party scores.
With Sales Cadence Branching, managers can create sales cadences that lead prospects through different outreach steps depending on the results of a call. For example, sales reps can follow one path when they speak to a prospect and another when they leave a voicemail.
Sales Cloud Einstein
Salesforce has also updated Einstein for Sales Cloud with improved forecasting accuracy and allows users to report on opportunity scores and scoring model factors.
Does your sales team need lead scores for only some leads? Tell Einstein to score only leads that contain certain values in lead fields.
Not only that, Einstein’s Activity Capture has gotten better. You can now get more control over whose email data is captured by using the Excluded Addresses list to prevent data from syncing. Plus, reps can now sync event series.
Core Sales Features
Sales Cloud is never short of cool, new tools for reps and managers to work with. New features include customisable opportunity contact roles, account teams, and much more.
With customizable opportunity contact roles, you have the flexibility to attribute revenue to roles, titles, and individuals. With custom fields and page layouts, validation rules, and Apex triggers, users can design an Opportunity Contact Role to match your specific sales and reporting processes. They can capture new data, such as titles and roles, to help your sales reps be more efficient in targeting the right contacts.
Users can now also customise account teams, where they can collect more information by adding custom fields, buttons, and links to account team layouts. Sales Cloud also allows reps to set the order of products listed on an opportunity and add products faster by using dependent picklists and a default quantity for opportunity products.
New features on Forecasts, Territory Management, and Price Book Entries have also been added.
Users now get more ways to spice up their emails with formatted tables & related files as attachments and new HTML tags with Lightning email templates. Additionally, reps can now see archived activities and enjoy better navigation from the activity timeline.
Do your reps want to use their existing phone number as the caller ID when making calls? Now they can assign their mobile number or main business line to Lightning Dialer from their personal settings.
Also a great new feature on the Salesforce Inbox, reps can integrate their email and calendar with Salesforce, so they can manage their work sales more efficiently. Inbox increases reps’ productivity on every email message, whether they’re on the go or at their desk.
Integration with Google
For Sales Cloud users using the Google Integration feature, they can now get reminders to log emails and enjoy more flexibility when tracking emails and scheduling emails to send later. Plus, Salesforce fine-tuned event sync, so the records that reps invite or relate to their events are never swapped for different records after syncing.
Integration with Microsoft
For Microsoft, users can now see the most frequently accessed object types when logging an email or event. Also, user record is selected as the default people record when Enhanced Email is enabled. Salesforce also improved event syncing for Microsoft.
Salesforce CPQ and Billing
CPQ and Billing have never been more efficient for reps. The new Sales Cloud update Improves the effectiveness of users’ pricing guidance by viewing where sales reps accepted or avoided suggested discounts. Keep the contracting process running smoothly with improved performance when contracting large quotes.
Moreover, they can now manage customer payments and credit cards by adding the new Salesforce Billing Lightning component to your partner-facing Communities and Lightning pages.
Salesforce has added a dataset to B2B Marketing Analytics that features prospect demographics and engagement activity data together. Encourage users to add the Prospect and Activity Dataset to their lenses and dashboards to help them further understand prospect engagement. The dataset includes three years of engagement information tied to the default and custom prospect fields in the Pardot Prospect dataset. With this super dataset, you can unearth valuable connections without heavy report customization.
The new Snippets feature offers reusable content for emails and email templates. Snippets give users the power of content reuse.
When your company promotes a series of webinars or other recurring events, your marketers probably have to create many similar promotional emails. With Snippets, they can create a robust block of text, images, and links and pull it into an email or email templates. Next time they make changes, they only have to update the snippet, and the email and email templates inherit the changes.
This release also brings updates to the Pardot Einstein features Behaviour Scoring and Campaign Insights, and improvements to asset handling in the Object Manager.
In a Nutshell
These new Sales Cloud updates will add to your arsenal of Salesforce tools and improve efficiency, productivity, and innovation. With the upgraded Sales Cadence Branching, Einstein Reporting, and more customisable objects, Sales Cloud users will be more empowered than ever before to sell and make better relationships with the customer. Want to know more about the Winter ‘20 Sales Cloud Update? See the full release notes here.