Our Favorite Salesforce Winter ’21 Releases

We’ve gone through every note of the Salesforce Winter ’21 Release Notes and highlighted the most popular features circulating around the Salesforce community. It’s important to note that most of these newly released features are only available in Salesforce Lightning and not Classic. The features outlined in our blog are some of the best features available in the Lightning interface.

Work.com

Broadcast Messaging -2020 has drastically impacted the way companies engage with their employees and customers. Broadcast Messaging empowers companies to proactively reach their clients faster and on their favorite channel, SMS. Broadcast messaging lets you easily select a recipient list, choose from prebuilt templates, and send it to mass quantities.

Work.com broadcast messaging

Queue Management – Today, businesses need a trusted platform that is versatile enough to support ongoing changes. Queue Management empowers safe and seamless in-person interactions as the world starts to return to work. Queue Management is a Salesforce-native tool that lets organizations scale on-site capacity to ensure that local regulations are complied with.

Sales Cloud

Opportunity Deal Change Highlights – Highlight what has changed in the pipeline to see which deals increased, decreased, were pushed out, or pulled in. Text colors and arrows highlight whether deal amounts or close dates have changed during the last seven days. Hover over an arrow to get extended details about the opportunity.

Salesforce Opportunity Deal Change Highlights

Multi-Cloud Support for Billing – “Now you can create invoices and bills from CPQ orders, B2B Commerce orders, Service Cloud work orders, Velocity quotes, or any other quoting/ordering system that customers have” (Salesforce).

High-Velocity Sales Enhancements – With High-Velocity Sales, you now have the capability to organize and share sales cadences in folders. Additionally, Salesforce now allows you to pause sales cadences and change step ownership. Users can also insert free time into emails for scheduling directly from Lightning.

Service Cloud

Field Service: Time Sheets – Service executives can now create, edit, and take action on employees’ timesheets and expenses. Timesheets now become connected to your field service’s operation, allowing you insight into how your mobile staff is working. You can now view timesheets, record working hours, and send on-the-go approval timesheets. View Salesforce’s YouTube Time Sheets video to learn more.

Service Cloud Field Service Time Sheets

Service Setup Assistant – Achieve quicker time to value for customer service delivery with Service Cloud. “The Service Setup Assistant provides a two-step guided setup, out-of-the-box configuration, and built-in agent productivity best practices” (Salesforce).

Omni Supervisor Enhancements – Omni Supervisor Enhancements now allow supervisors to view voice transcripts in real-time as the phone call progresses, allowing them to jump in when agents need help.

Marketing

Customer 360 Audiences – With Salesforce’s enterprise-wide customer data platform, marketers can now collect, unify, segment, and enable all their client data. Customer 360 audiences now becomes your single source of truth to enable personalized experiences for every customer across every touchpoint.

Interaction Studio Enhancements – Business users can configure, evaluate, and incorporate machine-learning algorithms with Einstein Personalization Recipes that consider the characteristics, behaviors, affinities, and purpose of an individual to assess and deliver individualized recommendations. Einstein Personalization Decisions assesses both the probability of someone engaging with a specific offer or action and the business value of that offer or action to the company.

Journey Builder: Path Optimizer – By allowing you to test journey routes, not just message material, Path Optimizer unlocks marketing experimentation in new ways. In a journey, run one or several tests and choose the winning paths by engagement or on-demand. Only the winning route is received by new contacts. To gain insights and improve the experience of your customers, you can continue to run tests.

Marketing Journey Builder Path Optimizer

The Salesforce Winter ’21 Release Notes brings exciting new features for Salesforce employees and customers. If you have any questions about the summer release notes, please visit our website. If you missed out on our Salesforce Summer ’20 release blog, you can read it here.

Sources

https://trailhead.salesforce.com/en/content/learn/modules/winter-21-release-highlights

https://www.salesforce.com/blog/whats-in-the-winter-21-release/

https://releasenotes.docs.salesforce.com/en-us/winter21/release-notes/salesforce_release_notes.htm

Trailhead Photos

Salesforce.com

Pardot Introducing Engagement Studio Timers and SSL for Vanity Domains

Don’t look now but Pardot is back at it with even more advancements! They’ve recently added SSL for Vanity Domains and customizable business hours for Engagement Studios. Let’s dive into these new features Pardot has released for us.

SSL for Vanity Domain
Tired of having to use go.pardot.com for your secure HTTPS connection? Now you don’t have to, SSL is now made available for your vanity domain. Giving you the ability to host your Pardot marketing assets under the HTTPs of your vanity domain.

Set up is really simple. From Pardot, go into Admin > Domain Management > Tracker Domain.

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Best Practices: Inbound Marketing Strategies for B2B

Inbound marketing strategies for B2B business’s best practices include:

Recreate Existing Content and Try New Mediums

According to the Huffington Post, B2B companies who blog attract 67% more leads than those who don’t. This can give your company quite the competitive edge so if you haven’t already started blogging, try and recreate your previous posts into new formats to get more results for your time. Also try various mediums when releasing content, like videos. You never know which content medium match speaks most to your audience without testing them so find a way to place your content in new formats to generate more web traffic & leads!

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Pardot’s Engagement Studio – Triggers Overview

Pardot’s Engagement Studio enables marketers to further customize their nurturing programs for their prospects, customers, and even partners. Engagement Studio has three main features that let you build your campaign around: Actions, Triggers, and Rules. Actions “do something”, Triggers “Listen for something”, and Rules “Check something.” Here we will be discussing Engagement Studio Triggers.

Drip Programs offer users 2 triggers: “has prospect opened email” and “has prospect clicked link”. (Note: Engagement Studio allows users to choose which link click to look for when using the “has prospect clicked link” trigger!). Let’s dive deeper into the new available triggers Engagement Studio provides us.


The following are new Engagement Studio triggers that can listen from the prospect’s activity record.

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How Do Lead Nurturing Programs Work?

Lead nurturing programs have a variety of benefits, most of which you may have read through already from multiple pieces of content. For this reason I am not going to show you the list of benefits that have been copied and pasted around the web but instead I am going to show you how you can actually achieve those benefits. Some programs have the end goal of guiding their prospects through the sales cycle while another program can have the goal of simply educating their prospects. The goal of these lead nurturing programs can differ but the approach to these programs should be similar, if not identical, each time. The process should be standardized and start with choosing the type of nurture campaign, choosing the audience, selecting the nurture’s flow and content, followed by reporting on the overall nurture campaign. We are going to walk through the process of building a successful lead nurturing program. 

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How to Automate Everything With Pardot

Pardot automation is more than just marketing machine. It’s an everything automation machine. We have proven that it can automate Marketing,  Sales, Sales Operations, Project Management, Accounts Receivable, and more. With this kind of potential, Pardot is not a purchase, it is similar to hiring a Virtual assistant. However, this virtual assistant only costs $0.34 an hour.

Heres you how Pardot accelerates these parts of your company:

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6 Marketing Tips for New Entrepreneurs!

Are you a new entrepreneur with no clue where to start with your marketing strategy? Here are 6 tips to get you started!

Recognize what you want to accomplish with your Marketing Plan

Is your organization B2B? B2C? Recognizing this and your goals before moving forward gives you maximum clarity in the quest for what marketing methods you know will work best.

Bring out the value proposition!

Find it. Write it. Use it. This is what your product or service is all about and how it separates you from everyone else out there! Focus on how your product is different and evidently better than others out there. (Keep in mind this is different from your slogan)

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4 Lead Nurturing Campaigns You Should Try Today

In our previous blog post we discussed the benefits of Lead Nurturing. In this article I will dive into 4 Lead Nurturing campaigns that you can try today. These 4 campaigns are allocated to specific stages in a customer’s lifecycle, from the welcome campaign to the customer retention campaign. 

Connecting

connecting campaign

The Welcome Campaign

They say the first impression upon meeting someone is critical and this applies to marketing content as well. When someone fills out a form they usually are expecting something in return, more information on a product, email updates, or specific type of content. By converting these autoresponder emails into a lead nurturing campaign, the prospect will begin their journey through your sales cycle. Your initial autoresponder should inform the recipient of the conversion point, speak about the nurture campaign they are on, and confirm their subscription to your marketing material. After some time, start to supply them with high-level information regarding the information they signed up to receive. Keep your educational and interesting and always provide them with targeted content based upon the information they requested to receive.

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Five Reasons Why B2B Marketers Should be Taking Blogging Seriously

5 Reasons B2B Marketers should Blog

Blogging has become a crucial part of content marketing strategy. If you haven’t been regularly nurturing your relationship with prospects and customers with the help of a blog, you’ve been missing out! Recent industry surveys by The Content Marketing Institute estimate that 86% of B2B companies are currently blogging, along with 77% of B2C companies (source).

Blogging

So, why do you want to be with the majority on this?

1. More Leads

According to recent data, B2B businesses that blog achieve 67% more monthly leads than those that do not (source). Blog posts that can help solve customer pain points will naturally attract quality leads. Make sure your content is relevant to a problem that your company solves well, which leads me to reason #2…

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