Use Salesforce Meetings Features
Learning Objectives
After completing this unit, you’ll be able to:
- Explain the features that help reps prepare for and follow up after meetings.
- Describe how to make the best visual impression during a meeting.
This unit talks about Salesforce Meetings features that are available when Einstein Activity Capture is enabled, and reps are part of a configuration that includes syncing and capturing events. We also discuss Salesforce Anywhere (Quip) features, which requires your org to be set up and linked to Quip. Without those features, Salesforce Meetings features look and act a bit differently. But this unit gives you a good idea about the features and power of Salesforce Meetings.
Prepare for Productive Conversations
The Meeting Digest is the place where sales reps gather all the information they need before a meeting starts. It’s available on the Salesforce event record. If an event syncs from a connected calendar, there's even more info.
Here’s what reps can do from the Meeting Digest.
- See who’s planning to attend: The Attendee List shows details about who’s planning to attend the meeting, including their RSVP status and details about title and role for existing contacts and leads. Knowing who is planning to attend helps reps to tailor the conversation and to make the meeting more personal. If your company uses Einstein Activity Capture, the list also includes a job level and role indicator based on the attendee’s title.
- Learn about past interactions: The activity timeline provides a view to understand how team members have engaged with the prospect or customer. The timeline shows activities for the record associated with the event.
- Receive meeting insights and recommendations: 48 hours before a meeting starts, the meeting organizer sees helpful notifications and recommended actions about an event. For example, insights provide reminders if attendees haven’t responded and provide recommended actions such as adding a meeting agenda if one isn’t included.
- Associate and review documents and take notes: When Salesforce Anywhere (Quip) is set up and connected, reps can review any Quip documents associated with the event or the event’s related records. Depending on a rep’s permissions, they can collaborate in existing documents and add new related documents.
Supercharge Virtual Meetings
The rise in remote sales teams means more sales reps are meeting with customers and prospects in virtual sales calls. With Meeting Studio, your reps can make their calls stand out in the sea of all the other calls a customer or prospect has.
Meeting Studio is a personalized and engaging way for reps to interact with their audience.
Meeting Studio isn’t a video conferencing solution. It lives in a browser tab and works with your reps’ favorite video conferencing applications. After setting up the studio with the content they plan to show, reps share their studio when joining the video conference. Here’s what reps can do with Meeting Studio.
- Share their webcam alongside their presentation materials so their audience can see both their face and the content that’s important for the conversation.
- Switch focus between the content and their webcam to guide the audience’s attention during the call.
- Prepare content to share from the Meeting Studio to avoid those awkward sharing transitions we’re all too familiar with as we navigate virtual meetings. During the call, switching between content sources is smooth and easy.
- Access Salesforce record details, notes, and collaboration documents from the Presenter’s Panel, without having to navigate back to Salesforce and without showing the panel to the audience.
See a walkthrough and Meeting Studio in action in this video.
Meeting Studio isn’t just for sales meetings! To use the studio for impromptu calls, add the Meeting Studio component to a rep’s Home page in Salesforce. The same features are available except that the Presenter’s Panel doesn’t have Meeting Digest details unless the meeting has a corresponding event in Salesforce and a related record.
Follow Up Effectively After Meetings
The customer relationship doesn’t end after everyone leaves the meeting. After a meeting, the Meeting Digest turns into the place where reps can log notes for internal collaboration using Salesforce Anywhere (Quip) and send follow-up communications. Following up after a meeting ends keeps potential deals moving and relationships with customers and prospects strong.
Salesforce Meetings allows sales reps to be more focused on becoming trusted advisors for their prospects and customers. With the Meeting Digest and Meeting Studio, reps prepare for meetings more effectively, have more impactful and engaging conversations, and close more deals than ever before.