Intelligent Issue 01 | Page 51




Salesforce reimagines sales with enhanced virtual selling suite

S alesforce , a global leader in CRM , has announced a new suite of technologies to empower sales teams to stand out from the pack and provide engaging and trusted buying experiences for customers .

This year , every sales rep became a virtual seller and has had to reimagine how they interact with customers . Buyers face uncertainty and are looking for trusted sales advisors to help them get back to growth . And sales leaders need to rapidly deploy technology and processes to increase rep productivity .
Salesforce is announcing the following new capabilities to its Sales Cloud to supercharge virtual selling with a 360-degree view of the customer :
• Salesforce Meetings : A new meeting management system that helps reps be better before , during and after sales calls . Before meetings , sales reps have a 360 view of all meeting attendees on a single screen – including customer history , open service cases and attendee bios . Once the meeting starts , both the presentation and the presenter are shown together for a more engaging , human connection . And after the call , reps can log notes for internal collaboration with Salesforce Anywhere and move deals forward faster with automated action items .
• Einstein Video Call Coaching : Einstein Call Coaching can now analyse video conversations to capture AI-powered insights on customer needs and rep performance . Managers can better personalise their coaching as employees shift to selling via video and build out team strategies based on customer needs .
• Salesforce Maps Field Safety Kit : With the Maps Field Safety Kit , sales organisations can now understand how customers are affected by visualising COVID-19 trend data inside the CRM to determine which areas are safest for travel . Easy-to-build travel approval workflows and new mobile enhancements with customisable preand post-visit health checklists ensure field sales are both efficient and safe .
• Enhanced High Velocity Sales : High Velocity Sales , originally built for prospecting , will now provide automated actions across the sales cycle on opportunities and accounts . When COVID-19 took hold , every field sales rep suddenly had to become a virtual seller and now only 54 % of outside reps are confident in their personal ability to close deals in the current environment . Tailored outreach across various communication channels like calls and emails can now be applied to the deals that outside sellers are working on . This ensures that a fully remote team can be even more efficient than they were when working in the same location . �
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