Sales: High Velocity Sales Branching, Einstein Reporting and Quarterly Forecasting, and Customizable Account Teams and Opportunity Contact Roles

Create sales cadences that branch to steps based on call outcomes. Report on opportunity scoring model factors, and use Einstein Forecasting with quarterly forecasts. Use custom fields, triggers, and workflow rules with account teams and opportunity contact roles. Control what Einstein Activity Capture captures and syncs. Enjoy improvements to email integrations for Google and Microsoft. Let customers and partners make payments more easily and securely with the Salesforce Billing payment component. And get insights into engagement patterns with the Pardot activity dataset.

High Velocity Sales: Sales Cadence Branching, Performance Dashboards, and Third-Party Score Support
Sales managers can create sales cadences that branch to multiple outreach paths depending on the results of a call. Managers can also easily see how their sales teams are doing with more reporting features. And sales reps can sort prospects in the order that’s most relevant to them with third-party scores.
Sales Cloud Einstein: Reporting Improvements, API Access, Quarterly Forecasting Support, and Data Segmentation
Report on opportunity scores and scoring model factors. Use the SOAP API to access model factor information. Improve forecasting accuracy if your org uses a quarterly forecasting schedule. And choose which leads you want Einstein to score.
Core Sales Features: Opportunity Contact Role and Account Team Customization, Line Item Sorting on Quotes and Opportunities, and More Product Family Forecast Types
With customizable opportunity contact roles, you have flexibility to attribute revenue to roles, titles, and individuals. And customizable account teams likewise give you more power and flexibility in managing complex account relationships. Reps can show quote line items and opportunity products in a specific order in Lightning Experience. Collaborative Forecasts supports role-based product family forecasts by schedule and product dates. We enhanced security and reporting for Enterprise Territory Management. Price book entries now support field audit trails and field history tracking. And you can remove paths from first-generation managed packages.
Productivity Features: Improved Einstein Activity Capture, More Robust Emails, Activity Timeline Enhancements, and More Efficient Calendars
Get more control over Einstein Activity Capture configurations. Do more with emails with formatted tables and related files as attachments. Use new HTML tags with Lightning email templates. See archived activities, and enjoy better navigation from the activity timeline. Use custom caller ID with Lightning Dialer. Combine availability view and user list calendars to schedule events faster.
Integration with Google: Reminders to Log and Email Tracking, Scheduling, and Sync Improvements
Get reminders to log emails. Enjoy more flexibility when tracking emails and scheduling emails to send later. Plus, we fine-tuned event sync. Now the records that reps invite or relate to their events are never swapped for different records after syncing.
Integration with Microsoft®: More Relevant Objects, More Relevant Matched Records, and Sync Improvements
See the most frequently accessed object types when logging an email or event. User record is selected as the default people record when Enhanced Email is enabled. Plus, we fine-tuned event sync. And starting in Winter ’20, restrictions to Microsoft® Internet Explorer® 11 access disrupted service for some Salesforce for Outlook users.
Salesforce CPQ and Billing: Improved Pricing Guidance, Reliable Contracting for Large Quotes, and Customer Payments in Community and Lightning Pages
Improve the effectiveness of your pricing guidance by viewing where sales reps accepted or avoided suggested discounts. Keep your contracting process running smoothly with improved performance when contracting large quotes. Manage customer payments and credit cards by adding the new Salesforce Billing Lightning component to your partner-facing Communities and Lightning pages.
Pardot: New Dataset in B2B Marketing Analytics, Reusable Content for Email, and More Goodies
We’ve added a dataset to B2B Marketing Analytics that features prospect demographic and engagement activity data together. The new Snippets feature offers reusable content for emails and email templates. This release also brings updates to the Pardot Einstein features Behavior Scoring and Campaign Insights, and improvements to asset handling in the Object Manager.
Other Changes in the Sales Cloud
Data.com Prospector and Data.com Clean are scheduled for retirement on July 31, 2020. Now you can manage delivery settings for Sales Cloud features with Notification Builder. And you can route messaging channels with Omni-Channel.

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