Discover Salesforce Meetings

Learning Objectives

After completing this unit, you’ll be able to:

• Identify when Salesforce Meetings features are available.
• Name the benefits of using Salesforce Meetings.

Sales reps are the face of the products and services that your company sells. Today, that "face" is more often than not seen on a computer screen through a video conference as meetings, along with so many other things, move to digital formats. Over 80% of sales professionals are conducting more prospect and customer interactions using video conferences than face-to-face meetings. Not using video conferencing to reach prospects and customers has become the exception in the sales world.

Every sales rep wants to move fast and be prepared for each interaction they have with prospects and customers. Instead of planning meetings for next month, reps are planning calls for later this week, tomorrow, and even later today. For each of those interactions, reps can spend between a few minutes to hours preparing by navigating to different information sources. Here are examples.

• Emails to research past communications with a customer or prospect
• Meeting invitations to see who has responded to a meeting invite to ensure key people are planning to attend
• Salesforce records to gather details about related opportunities, past interactions calls, and other CRM-related details
• Documents to review minutes and notes from past meetings, research, analysis, and more

That's a bunch of places to go to gather and track details for a meeting. Referring to each of them, possibly multiple times for each meeting, takes time. Multiply that time spent preparing and navigating between those sources by all the meetings that a sales rep has in a day or a week. Now you're talking several hours that could be spent doing more selling. Wouldn’t it be helpful to have one place to look for all those meeting details?

Meet Salesforce Meetings

Salesforce Meetings is a set of tools available in all editions. It's especially useful for customers who also have a calendar sync process in place. Salesforce Meetings brings the details that reps search for across multiple sources to a single place within Salesforce. It allows reps to focus on preparing and engaging with customers without having to navigate between applications. 

Salesforce Meetings helps reps do all of these things.

• Prepare for meetings: Salesforce Meetings provides a single location in a Salesforce event record that brings all the meeting information together. Reps can see attendee RSVP status, review recent interactions, drill into Salesforce record details, and take and review notes. All those places reps had to navigate to prepare for a meeting are provided in a single view. Plus, meeting organizers receive helpful hints from meeting insights. (More about meeting insights later.)
• Engage and collaborate during meetings: The Meeting Studio portion of Salesforce Meetings provides a personalized and engaging way that reps can interact with their audience during a meeting. Meeting Studio works with a rep's favorite video conferencing solution—it's not another video conference app—and provides a unique way to share the camera and present content at the same time. Plus, reps still have access to those important meeting details with the Presenter’s Panel where they can capture notes about what’s going on during a call.
• Follow up after meetings: The conversation with a customer doesn't end after everyone hangs up the phone (or turns off the screen). With meeting follow-up insights available after the meeting ends, reps have reminders and quick actions to email the team members involved in the sale and to email the customer. They can also set up follow-up meetings and watch for any outstanding requests.

Being prepared and providing a more engaging meeting experience goes a long way when influencing a customer to close a sale. And knowing that the conversation doesn't end after the meeting is over, Salesforce Meetings helps sales reps be at the top of their game. 

TIP Get even more sales power by pairing Salesforce Meetings with other powerful Salesforce features such as Einstein Conversation Insights. With Conversation Insights, sales managers work with their reps to evaluate key highlights about how topics were covered during each meeting.

How Salesforce Meetings Works Best

Salesforce Meetings works best when reps are set up with an activity sync solution that syncs calendar events between an external calendar application, such as Outlook or Google Calendar, and Salesforce. We recommend enabling Einstein Activity Capture to get the most comprehensive value in Salesforce Meetings. Review the features that are available with various syncing solutions in Salesforce Help.

Resources

• Salesforce Help: Salesforce Meetings
• Salesforce Help: Review the Sync Requirements and Features for Salesforce Meetings
• Salesforce Help: Einstein Activity Capture