Spring into Action with these New Releases

As we head into the spring season, we’re introduced to a whole new list of releases Salesforce has to offer. We encourage you to spring into action this season and take advantage of the following releases!

Opportunity Scoring

Opportunity Scoring is a great way for you and your team to focus on the right opportunities so you can close more deals. By using AI, each opportunity is given a score 1 to 99 and tells you the likelihood that an opportunity will be won. It also shows you the positive and negative factors that contribute the most to the specific score for each opportunity.

How it Scores:

Through AI, Einstein analyzes your team’s past closed opportunities, both won and lost, to build a scoring model that is going to be the base for all scoring purposes. The following is a list of criteria that is used when creating the scoring model:

• Each opportunity’s record details, history, and related activities

• The related account’s record details and some record history

• Details about the related products, quotes, and price books

After using all the criteria from your past closed opportunities, it’ll create a scoring model.

Once your scoring model is created, any new opportunities that you enter into the system will be scored based on how likely you’ll close the deal.

We briefly discussed the positive and negative factors that are shown to identify where you can improve upon and also what you have done well. These factors are based on your CRM data and accurately contributes to the score. Now, if your opportunity has a score, but there are no factors shown, this could be because there are too many minor factors for any of them to help understand how the score was calculated.

Lastly, please take note that you must have at least 200 closed won and 200 closed lost opportunities in the last 24 months in order to utilize Opportunity Scoring. Also, after you turn on Einstein Opportunity Scoring, it can take up to 48 hours to analyze your data, build a scoring model and add scores to opportunities.

Salesforce Meetings

Salesforce Meetings consists of two distinct features that work together to create an interactive and engaging virtual meeting experience that’ll benefit you and your team prior to meetings, during meetings, and after meetings.

Meeting Digest

Meeting Digest compiles information about who is in a meeting, shows any relevant activities, and helps ensure team members are well prepared before into a meeting. This information is compiled in a single page for sales reps to have easy access of all the information they need to ensure the sales team leaves the best impression by being well prepared and organized prior to meetings. Also, you and your team are able to review who has responded to the meeting invite and from there can gather information about who they are in order to deliver a professional meeting specific to the client you’re meeting with.

Meeting Studio

Meeting Studio is a feature utilized to keep attendees engaged during virtual meetings with a unique presentation view. This feature gives sales reps the ability to adapt their presentation approach based on visual cues from their participants. Sales reps can show their camera view and presentation in the same window to eliminate awkward transactions to ensure attendees stay engaged and not get lost when transitioning from content to content.

When you launch Meeting Studio from the Meeting Digest, you immediately have access to meeting information that was compiled from Meeting Digest. This allows you to view the meeting information about who your attendees are on your screen so you can better present the information to your prospects or clients.

Lightning Email Templates

Previously, we’ve reviewed releases that are typically add-ons that require you to make an additional payment for those features, but this season we’ve turned it around! Lighting email templates are add-ons that require no additional charge! Lightning email templates are more advanced than the Classic email template builder you are used to working with as they have better HTML and better at making layouts and using pictures. Lightning email templates create managed packages that let users download email templates that you can control and update.

They also include a feature called Change Sets that let you test out Lightning email templates and automations and move what is successful to a production environment. This saves time and avoids errors to be introduced by replicating the templates and automations.

Lightning email templates includes Email Template Builder in Salesforce automations which includes email alerts, Flow, Process Builder, and more. You can set up an email alert with a Lightning email template that sends to users about something that has happened suddenly.