Salesforce Spring 22 Release: What’s new in Salesforce Sales Cloud

Salesforce Spring 22 Release: What’s new in Salesforce Sales Cloud

The Salesforce Spring 22 Release brought in some significant updates in the Salesforce ecosystem. With advanced new features and enhancements, the Salesforce Sales Cloud is now more robust to help sales leaders sell more effectively. With Intelligent analytics, core sales and productivity features, and many more enhancements, Salesforce Sales Cloud is now a comprehensive solution for sales teams to grow. Let’s take a quick look at the new enhancements and updates in the Salesforce Sales Cloud in detail. 

Revenue Intelligence To Help Score Deals Better

Salesforce brought together analytics from Tableau with Einstein to offer businesses the power of analytics-driven insights in their workflows. Revenue Intelligence can now help Sales leaders gain more actionable insights about their customers from various journey touchpoints to close deals, improve forecast accuracy, or build new pipelines.

Pipeline Inspection To Inspect Deals Progress And Engagement

Gone are the days of hunting deals from the CRM to make them work. Pipeline Inspection will bring up the most up-to-date view of the pipeline and help in identifying the right opportunity. The new pipeline inspection flow also visually shows all the pipeline changes in the pipeline. As an embedded component from tableau CRM, integrated with real-time data from the Salesforce Sales Cloud, it shows up all-new deals around and helps sales leaders to manage their teams’ forecasted pipelines. With out-of-the-box dashboards and actionable insights indicating or building new pipelines, managing teams and their quotas has become more accessible and much simpler to handle. 

Better Core Sales features To Help Sell More

The Salesforce Spring 22 release has brought over collaborative forecasts with an improved setup experience. Add Key Performing Indicators (KPIs) quickly to the forecasting grid and view the changes in the forecasting categories. The sales teams can now effectively filter out RecordType field opportunities. With custom filters and territory assignment rules in place, Reps can control which opportunities to include or exclude from forecasting. New sharing methods introduced in this release update also help protect the product data. This new update allows organization-wide product sharing settings for product records to protect product data well. Sales Leaders/ Sales Admins can also control unauthenticated guest access to product records from now on. 

Enhance Productivity Of Teams With More Features

With the new Einstein activity Capture, users can now change the time frame to capture emails. Review advanced settings to create a configuration. Determine the access of sensitive emails with other users. Improved email experience helps inbox users to specify more granular settings for list emails and generate reports to see the effectiveness of the list emails. Sales leaders can also create engaging email content with an email template builder. Without leaving the activity timeline, sales reps can now track and check their voice and video calls in the timeline, sort past activities, and plan their day more efficiently.

Salesforce Maps To Help Territory Planning Easily

Sales and Use Tax, VAT / GST, are usually calculated based on the customer’s shipping location. Since the Ship-To information may differ from the Bill-To information, capturing the Ship-to information on an invoice is essential.

Einstein Conversation Insights To Help Sell Better

With new advanced Einstein Conversation Insights for voice and video call transcripts, sales teams can now see conversation data in their activity timeline of related records. This will empower sales reps and managers to quickly parse customer conversations without relying on call audio. They can seamlessly access and jump from sections of the call to capture and use relevant information to build a quote, send a bill or initiate a new cross-sell opportunity conversation with the customer. Reps can now skip to coachable moments in the transcript or voice and video recording with a searchable keyword facility. Nonetheless, the engine will now empower Reps time and again with custom recommendations based on conversation content. Be it as simple as using fewer filler words or taking more time to listen to customers- the recommendation engine will guide Reps and Sales Managers intelligently. Admins can also now adjust call highlight email frequency to enhance team productivity.

High-Velocity Sales Enhancements

Sales leaders and their teams can now start using sales cadences without building them on their own. All credit goes to Salesforce Spring 22 Release for Salesforce Sales Cloud. In-built sales cadences cover common sales scenarios and help with examples that sales managers can use to learn and diversify according to the client’s needs. How to deal with customers in a call or send an email, the new Salesforce Sales Cloud enhancement comes with inbuilt email templates and BDR scripts to help sales leaders facilitate their teams with continued success. Simple automation is customed at every step to make life easier for sellers and managers without raising tickets for IT help. The latest cherry on the cake is that slack notifications are also automated to send out instant alerts in the sales channels. 

Integration With Google For Unified Views

With a Gmail integration, engagement data from simple replies to soft and hard bounces, as well as out-of-office responses for each recipient, can now be found inside the Salesforce Sales Cloud instance. Reps can now track all emails sent to multiple people via Gmail from their Salesforce Sales Cloud instance.

Microsoft Integration To Streamline Processes Better

With the pandemic around, reps often use video conferences in Microsoft Teams to meet customers. Now representatives can directly access the Salesforce records and Salesforce meetings during the video conference without logging off and logging in back. Thanks to the new upgrade brought in by Salesforce Spring 22 release. Any emails sent using Office Outlook are also now integrated in the same way as Gmail to map all engagements from simple replies to soft and hard bounces and out-of-office replies.                       

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Brion Schweers, Board Observer

Brion Schweers is a Senior Vice President of Product Management at Salesforce, currently managing the Revenue Cloud Solution Excellence team. During the past 30 years, Brion has assisted enterprises around the world in transforming their business by focusing on their Product-to-Cash processes. Prior to joining Salesforce Brion was VP & GM, CPQ at Apttus, VP, Sales & Success at A5 Consulting, served on the OAUG ConfigSIG Board and spent 15 years at Oracle in various roles related to their CX and CPQ products. Brion is also the executive Sponsor of Vetforce – Carolinas and is actively involved in the Salesforce Military program where he mentors Veterans and their spouses with actionable, personalized career advice.

Joseph Truhe, Board Member

Joseph Truhe has over 20 years of investing experience. Prior to joining Jefferson Capital in 2013 Joseph was a Portfolio Manager with Whitney Bank in New Orleans, Louisiana, where he oversaw the company’s Trust accounts and served as the Energy sector analyst for the Hancock Horizon Funds. Prior to Whitney, Joseph worked as an analyst and member of the investment committee at HFR Asset Management, a multi-billion dollar hedge fund platform in Chicago, Illinois. There, Joseph reviewed and maintained investment discretion over the firm’s Event Driven and Asia-focused hedge fund allocations. He was also responsible for the expansion of the firm’s Asia-focused fund offerings.  Joseph holds a BA in Economics from Yale University.

Steve Swartzman, Board Member

Steve Swartzman is a Principal and co-founder of CPC. Previously, as a co-founder of C3 Capital, he helped originate and manage over 35 investments, including national brands such as American Apparel, Traeger Grills, and Grunt Style. Steve’s chief focus remains consumer brands and e-commerce enablement businesses, and he currently serves on the boards of Grunt Style, Accel Clinical Research, Spoke Custom Products, Warne Scope Mounts, and New World Natural Brands.

Prior to C3, Steve structured and managed subordinated debt investments at KC Venture Group, and he spent 7 years as a Vice President with Citibank in New York, managing client relationships for emerging markets clients and structuring over $1 billion in complex trade financings. He is a past President of the Midwest chapter of the Small Business Investment Alliance, and he serves on the board of the International Center for Music at Park University in Kansas City.

Steve received a MBA from Columbia Business School and an AB in History and Literature from Harvard College.

He resides in Kansas City, where he was raised, with his wife Evelina and two sons, Harrison and Zandy. When he’s not working, his favorite activities are fishing, golfing, and eating.

Charles Scripps, Board Member

Chad has over ten years of experience investing in dynamic, growing businesses in diverse industries and geographies. His private equity experience includes HIG Capital, which has over $12B in capital under management, and AEA Investors, which manages over $3B of invested and committed capital. While at HIG and AEA, Chad led diligence, structuring, and financial analysis of potential and existing investments, and completed transactions in the industrial products and consumer services industries. Chad also has experience investing in the public equity markets, most notably as a Managing Director at Fox Point Capital, a $1B fund seeded by Julian Robertson of Tiger Management. He invested across a number of industries, including industrials, financials, technology, and consumer products, and led Fox Point’s international research. Prior to focusing his career on investing, Chad was a management consultant at McKinsey and Company, solving strategic problems for the world’s leading companies. Chad earned an MBA with Honors in Finance from the Wharton School at the University of Pennsylvania and a BS with Distinction in Chemical Engineering from the University of Wisconsin-Madison.

Lester F. Alexander II, Board Member

Les Alexander is a partner with Jefferson Capital Partners where he provides mezzanine and equity capital for growth and buyout transactions. Mr. Alexander is a member of the firm’s investment committee and serves on the board of directors of several portfolio companies where he is actively involved in strategic planning and corporate governance. Prior to joining Jefferson Capital, he worked at Advantage Capital Partners where he completed several portfolio company investments and served on the investment committee. Before becoming a private equity investor, Mr. Alexander served as president of Ferrara Fire Apparatus, Inc., a leading fire truck and emergency vehicle manufacturer. At Ferrara, he was responsible for managing a workforce of 450 employees producing over 300 vehicles annually for its domestic and international customers. As an investment banker for 15 years with such firms as Howard Weil, Southcoast Capital, and J.C. Bradford & Co., Mr. Alexander completed over 50 public offerings of debt and equity securities, private placements, and merger and acquisition transactions totaling more than $7 billion for public and private companies in a variety of industries. Mr. Alexander is an adjunct professor at Tulane University and Loyola University where he teaches graduate and undergraduate classes in investment banking, private equity & venture capital, advanced financial management, investments, and entrepreneurship. He is also the board president for Benjamin Franklin High School, a public charter school in New Orleans. Mr. Alexander is the former Chairman Finance of the Association for Corporate Growth (ACG) and served on the global Board of Directors. He is a founder of the Louisiana chapter of ACG and was a recipient of the ACG global Meritorious Service Award and the Louisiana chapter’s Outstanding Service Award. Mr. Alexander received his bachelor of science in Commerce from the University of Virginia in 1989 and his MBA from the University of North Carolina in 1993.

Patrick F. Healy, Board Member

Based in Kansas City, Mr. Healy is a co-founder of C3 Capital. He has been an active private equity investor since 1985 and was a co-founder of C3 Holdings in 1994. Prior to this time, he sponsored and structured equity investments in real estate. He gained extensive workout and restructuring experience as chair of the creditor’s committee of a $1 billion bankruptcy and from being called upon to rescue a publicly-traded company from a major fraud. Mr. Healy was a senior tax partner at Mayer Hoffman McCann, a regional CPA firm, for eleven years. He received a Bachelor of Science in Accounting from the University of Kansas.

Chris Waters, VP of Strategic Sales

As Vice President of Strategic Sales, Chris guides and influences all strategic sales activities at A5 , starting in presales activities, successful sales methodology, sales process, and continued revenue generation and expansion opportunities. Furthermore, he will provide oversight in strategic sales function for the company and develop strategic sales plans that will promote growth in sales and customer satisfaction. Chris has proven his commitment to sales leadership and organizational success through field leadership as National Sales Manager at Deluxe Corporation, Field Sales Manager within the Social / Analytics Cloud at Oracle, US Regional Manager for CPQ Major Accounts at Oracle and now as Vice President on Sr. Leadership Team at A5.

Keith Fox, GM Salesforce Canada

Keith Fox is a software and consulting veteran for the past 34 years. Keith started his career at EDS which was followed by 4-year stint offshore in Bermuda. Keith then returned to Canada where he held a number of progressive sales and technical positions with software companies such as Sybase, BEA, and Oracle. After his stint with Oracle, Keith founded Cloudware Connections, a premier Salesforce consulting partner. 11 years down the line, Cloudware was acquired by A5, and Keith joined as GM for Canada.

Tarun Sharma, Vice President Delivery

Tarun Sharma is Vice President Delivery at A5 and is responsible for customer success, project operations, recruitment, resource utilization, and sales operations functions for Oracle practice. As a business and technology leader Tarun helps businesses develop solution strategies to streamline the sales process and improve customer relations to drive revenues, profits, and build brand loyalty. Tarun has led customers through digital transformation journeys. He has commanded strategic and tactical initiatives to shorten sales cycles, increase deal values and productivity, improve brand awareness and help organizations become easier to do business with. He has helped customers modernize their sales enablement tools and present a single source of information to support an omni-channel sales approach. This includes global roll-out for multiple business units included multi-currency and multi-language. Tarun graduated from Texas A&M University with a Master’s degree in Industrial Engineering.

Adam Rosenfield, VP of Salesforce Practice

As Vice President of A5’s consulting practice – Adam is responsible for both strategic alliances with partners and expanded sales growth through the entire portfolio of A5 services. With over 20 years of Sr. level management consulting expertise – Adam has worn multiple hats in his career including practice development, sales, and client advisory. He has sold & delivered countless enterprise transformational initiatives creating a measurable competitive advantage for his customers. In addition to various technical software certifications, Adam holds an undergraduate and master’s degree in Accounting & Information Technology from the University of Texas at Austin and resides in El Paso Texas with his wife and 3 children.

PJ Alfrejd, CFO

As the CFO, PJ is responsible for all things financial at A5. With over 20 years of experience in financial leadership positions, PJ has worn all the hats required of a growing tech business. His extensive knowledge of the consulting industry, experience with M&A, and strength in operational finance is another catalyst to take A5 to the next level in its growth trajectory. PJ is a CPA with a BS in Accounting from the University of Illinois, Urbana-Champaign, and has held various finance leadership positions at Exodus/Savvis (acquired by Centurylink), Neohapsis (acquired by Cisco), and mFoundry (acquired by FIS).

Vinay Kruttiventi, President & CEO / Chairman of the Board

As the CEO of A5, Vinay plays an active role in all aspects of day-to-day business operations. He is also actively involved in establishing a strategy and vision for the company. As a true customer advocate with Salesforce and Oracle product development, Vinay is actively engaged in various industry user/special interest groups. Since founding the company in 2004, Vinay has grown the business into a leading Salesforce, and Oracle partner focused on multi-cloud transformations.

Vinay has successfully implemented and architected CPQ solutions and multi-cloud complex transformation projects for various Fortune 500 companies since 1996. He has a strong authority over industry, process, and technology in Configure-Price-Quote and ERP applications. Vinay graduated from Osmania University with a Bachelor of Engineering degree and JNTU (Jawaharlal Nehru Technical University) with a Master in Technology degree.