Sales 

Engagement (fka High Velocity

Sales) | Partner Pocket Guide
Welcome to the Salesforce Sales Engagement Partner Pocket Guide! 

➡️This Pocket Guide: sfdc.co/SalesEngagementPocketGuide

➡️Pocket Guide for all CRM: Sales Cloud & Service Cloud → sfdc.co/CRMPocketGuide

Table of Contents
 I only have 10 minutes in my day. Where should I start?
 Introduction to Salesforce HVS
 Sales Positioning Message
 Key Capabilities & Value
 Answers to Frequently Asked Questions
o How do I learn about the Salesforce Maps capabilities and get hands-on with the
solution?
o How do I get access to a demo/dev ORG that includes Salesforce HVS?
 Additional Salesforce Maps Resources

I only have 10 minutes in my day. Where should I start?

1. Review Introduction to Salesforce HVS
2. Understand the Sales Positioning Message
3. Explore the Official: Sales Cloud Expert group in the Partner Community for additional
information

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WHAT Introduction to Salesforce Sales Engagement

What is Salesforce Sales Engagement?

Sales Engagement is the new name for High Velocity Sales. Sales Engagement (FKA High
Velocity Sales) is the hub for interacting with your customers within the context of Salesforce,
the centralized space you go to as a seller to engage your customers. It’s the only one of its kind
that works within the context of Salesforce, the only one that really connects engagement to
revenue, and the only one that streamlines insights from across the customer journey to put
preparedness and success in the hands of sellers.

Salesforce Sales Engagement empowers your inside sales team to thrive from anywhere.
Salesforce Sales Engagement helps your inside sales teams gear up for virtual selling, drive
productivity, scale best practices, and adapt with agility.

With Salesforce Sales Engagement, you can redesign your sales processes and boost
productivity for every inside sales rep, every day, and everywhere.
 Drive Digital Selling Performance - Shift speed-focused skills to respond to new buying
behaviors and productivity expectations
 Scale Repeatable Success - Adapt the selling motions and coaching processes to meet
changing demands
 Design Streamlined Processes - Improve team effectiveness with real-time data & KPIs
and AI insights, all on a flexible platform
With Einstein Conversation Insights in Sales Engagement - sales teams can drive sales
excellence in customer interactions with conversational intelligence.
 Coach to Maximum Performance - Gain visibility into sales reps’ customer interactions
by zooming in to key call moments for individual reps
 Enable Best Practices at Scale - Accelerate onboarding, enablement, and continued
success by sharing business insights with teams
 Unlock Market Insights - Define strategy based on team conversation trends and
prepare teams to handle trending topics
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WHY Sales Positioning Message

Why do we have Salesforce Sales Engagement?

Businesses around the globe are facing massive transformation faster than ever
before. Companies are concerned with business continuity while still looking at opportunities
for growth. And for many of them, these are unchartered waters. For example, retail stores and
restaurants have had to close their physical locations and shift to online or delivery services.

It’s important that you understand what your customers are facing during this time, and
approach all conversations with empathy and understanding for what they’re going through.
Here are the challenges sales leaders face.
 56% of the U.S. workforce holds a job that is compatible (at least partially) with remote
work. We know that currently, only 3.6% of the employee workforce works at home
half-time or more.
 Estimates show that we will see 25-30% of the workforce working from home on a
multiple-days-a-week basis within the next two years. Why?
 o Increased demand from employees: 80% of employees want to work from home
at least some of the time. Over a third would take a pay cut in exchange for the
option.
o Reduced fear among managers and executives
o Increased pressure for disaster preparedness
o Increased awareness of cost-saving opportunities: Employees around the globe
are not at their desk 50% to 60% of the time
o Increased awareness of the potential impact on sustainability
o Reduced Business Travel: A typical employer can save about $11,000/year for
every person who works remotely half of the time. Employees can save between
$2,500 and $4,000 a year (working remotely half the time) and even more if they
are able to move to a less expensive area and work remotely full time.
 Work-at-home will save U.S. employers over $30 Billion a day in what would have
otherwise been lost productivity during office closures due to COVID-19.
 29% of American employees actually did their jobs remotely as of 2018, according to the
Bureau of Labor Statistics.

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HOW Key Capabilities & Value

What challenge does Salesforce Sales Engagement solve for customers?

Expectations of Inside Sales Reps Have Shifted

Changing market demands require changes to teams’ skills and processes

 Speed: Prioritize customer connections while retaining productivity
 Scale: Implement best practices that lead to ROI improvements in changing markets
 Agility: Adjust selling motions and communication styles to meet customer and prospect
demands

Customers’ Expectations of Inside Sales Have Shifted

Emphasis is not just on velocity but also smart outreach & relationship-building
 Speed: Connect quickly on the right channels,at the right time
 Scale: Disseminate best practices and tailored coaching quickly & effectively
 Agility: Pivot conversations to focus on prospect needs,not just on conversion

Inside Sales’ Expectations of Technology Have Shifted

 Speed: Quickly take the best next steps in the context of a full CRM customer profile
 Scale: Easily leverage technology to coach activities and behaviors that accelerate sales
 Agility: Effectively use reporting and platform tools to make data-driven decisions and
roll out new sales processes
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 FAQs Answers to Frequently Asked Questions

How do I learn about the Salesforce Sales Engagement capabilities and get

hands-on with the solution?
How do I learn about the Salesforce Sales Engagement capabilities and get
hands-on learning?

Trailhead Trail
Accelerate Your Sales Team with Sales Engagement

Partner Learning Camp Curriculum

Empower Inside Sales Teams with Sales Engagement

Sales Engagement Help Documentation

Help Documentation

Success Center
Sales Engagement Success Center

Release Notes
Summer ‘21 Release Notes

To access the Partner Learning Camp (PLC):

1. Review the PLC Login Guide, sfdc.co/PLClogin.
2. Log into the Partner Community: https://partners.salesforce.com/loginSwitcher
3. Log into PLC with same credentials used for PC:
https://partnerlearningcamp.salesforce.com/

Course 1: Sales Engagement: Introduction

 Learn how Sales Engagement helps lead remote sales team and streamline sales
processes. After completing this course, you will be able to:
o Explain the use cases for Sales Engagement
o Describe the features and benefits of Sales Engagement
o Differentiate how managers vs. sales reps would use Sales Engagement

Course 2: Sales Engagement: Manager Basics

 Get a glimpse into the best features of Sales Engagement for sales managers. After
completing this course, you will be able to:
o Explain and build sales cadences.
o Describe the out-of-box and custom reports and dashboards included with
Sales Engagement.
o Set up Einstein Call Coaching
o Integrate your existing telephony solutions with Einstein Call Coaching
Course 3: Sales Engagement: Sales Rep Basics
 Get a glimpse into the best features of Sales Engagement for sales reps. After
completing this course, you will be able to:
o Navigate the work console.
o Manage Work Queues.
o Set up Einstein Lead Scoring.
Course 4: Sales Engagement: Telephony Solutions
 Learn about Lightning Dialer and the other telephony solutions for Sales Engagement.
After completing this course, you will be able to:
o Describe and set up Lightning Dialer
o Explain the other telephony solutions and open CTI options for
Sales Engagement
Course 5: Sales Engagement: Email Integration
 Learn how to integrate your email to Sales Engagement and how to use the additional
email functionality such as Salesforce Inbox and Activity Capture to get the most out of
every email sent and received. After completing this course, you will be able to:
o Integrate Outlook or Gmail with Salesforce
 Set up Inbox
 Explain the benefits of Lightning Sync and Activity Capture
Course 6: Sales Engagement: Best Practices for Selling!
 Discover how to sell and implement the Sales Engagement (Sales Engagement) solution
by exploring common customer use cases and view demos to pick up best practices.
Course 7: Sales Engagement: Analytics and Reporting
 Explore the reporting and dashboard features of Sales Engagement (Sales Engagement)
to support your understanding of the Sales Engagement solution and energize your
customer implementations.

The Additional Salesforce Sales Engagement Resource section, located at the bottom of this
document, contains the full library of available product documentation and content.

How do I get access to a demo/dev ORG that includes Salesforce

Sales Engagement?
How do I get access to a demo/dev org that includes Salesforce
Sales Engagement?
1. Log into the Partner Learning Camp (PLC) with the same credentials as the Partner
Community (PC) as explained in the previous question.
2. Search and register to take the Simple Demo Org (SD) Fundamentals course.
3. Once you complete the course, you will have an SDO with Salesforce Sales Engagement
installed.
4. Be sure to to enable and configure Sales Engagement (see links with set up articles
below).
Upcoming Sales Engagement Enablement Events

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Sum of # Record
Attendees Count
Registered
0 0

Additional Salesforce Sales Engagement Resources

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GO Additional Salesforce Sales Engagement Resources
DEEPER

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SELLING
RESOURCES
Resource Helps You Asset Type
Sales Engagement This CUSTOMER-FACING presentation is here to help guide your Deck
First Call Deck conversation with a customer. In it, we cover the main value adds
and product features for Sales Engagement that support our
overall positioning.
ECI First Call Deck This CUSTOMER-FACING presentation is here to help guide your Deck
conversation with a customer. In it, we cover the main value adds
and product features for Einstein Conversation Insights (ECI) that
support our overall positioning. 
Quotable Grow your sales with these featured resources. Link
Collection
Sales Engagement Collection of Sales Engagement Apps on the AppExchange Link
AppExchange
Collection

Product Assets
Product and A PDF document highlighting the Sales Engagement products and Deck
Feature Overview features
Sales Dialer Set Up A slide deck explaining the Sales Dialer set up options Deck
Sales Cadence Sales cadences enable sales teams to define and replicate what Deck
Best Practices successful sales outreach looks like. This deck covers best practices
when it comes to defining your sales cadences.
Sample Sales Sheet that includes sample sales cadences that can be used by Spreadsheet
Cadences your customers.
Reporting A review of Sales Engagement reporting capabilities including: Deck
Overview standard reports, custom report types, Tableau CRM Dashboards,
and reporting considerations.
Email Integration This deck covers the inbox and Einsteing Analytics Capture (EAC) Deck
Options capabilities with Sales Engagement. It reviews benefits,
considerations, and change management.
Phone / Email Learn about considerations for each phone integration option for Help Doc
Integrations Sales Engagement.

Promotional
Videos
Sales Engagement Sales Engagement helps you lead your remote sales team and Video
Demo streamline your sales processes.
Lightning Dialer Lightning Dialer instantly connects Sales Reps to prospects, Video
Demo customers - and their data - increasing valuable conversations and
closing deal after deal

IMPLEMENTATIO
N RESOURCES
Resource Helps You Asset Type
Sales Engagement Accelerate Your Sales Team with Sales Engagement. Leverage Trailhead Trail
Trailhead Trail work queues and sales cadences to improve your sales outreach.
Sales Engagement: Welcome to Sales Engagement: Introduction. Learn how Partner Learning Ca
Introduction Sales Engagement helps lead remote sales team and streamline
sales processes. After completing this course, you will be able to:
- Explain the use cases for Sales Engagement
- Describe the features and benefits of Sales Engagement
- Differentiate how managers vs. sales reps would use
Sales Engagement
Sales Engagement: Welcome to Sales Engagement: Manager Basics. Get a glimpse Partner Learning Ca
Manager Basics into the best features of Sales Engagement for sales managers.
After completing this course, you will be able to:
- Explain and build sales cadences.
- Describe the out-of-box and custom reports and dashboards
included with Sales Engagement.
- Set up Einstein Call Coaching
- Integrate your existing telephony solutions with Einstein Call
Coaching
Sales Engagement: Welcome to Sales Engagement: Sales Rep Basics. Get a glimpse Partner Learning Ca
Sales Rep Basics into the best features of Sales Engagement for sales reps. After
completing this course, you will be able to:
 - Navigate the work console.
- Manage Work Queues.
- Set up Einstein Lead Scoring.
Sales Engagement: Welcome to Sales Engagement: Telephony Solutions. Learn about Partner Learning Ca
Telephony Lightning Dialer and the other telephony solutions for
Solutions Sales Engagement. After completing this course, you will be able
to:
- Describe and set up Lightning Dialer
- Explain the other telephony solutions and open CTI options for
Sales Engagement
Sales Engagement: Welcome to Sales Engagement: Email Integration. Learn how to Partner Learning Ca
Email Integration integrate your email to Sales Engagement and how to use the
additional email functionality such as Salesforce Inbox and Activity
Capture to get the most out of every email sent and received.
After completing this course, you will be able to:
- Integrate Outlook or Gmail with Salesforce
- Set up Inbox
- Explain the benefits of Lightning Sync and Activity Capture
Sales Engagement Get expert guidance designed to help you build strong customer Web Page
Success Center relationships with Sales Cloud and Sales Engagement. Learn how
to set up Sales Engagement.
Sales Engagement Follow the implementation guide to set up Sales Engagement in PDF
Implementation your org, enable features, and configure features
Guide
Sales Dialer Follow the implementation guide to set up Sales Dialer, enable PDF
Implementation features, and configure features
Guide
Demo Videos
How to Build Sales Let your sales team follow a playbook to work through their Video
Flow with prospects with maximum efficiency when you create
Sales Engagement Sales Engagement cadences that help them know exactly what
action to take with each prospect and when
How to Accelerate Sales reps can see all the information they need with Video
Your Sales Process Sales Engagement. The app includes the work queue, which
with prioritizes the next steps reps need to take with prospects. Plus,
Sales Engagement with Lightning Dialer, email templates, and call scripts, reps can
communicate confidently with prospects in a fraction of the time it
took before
Webinars
Selling This webinar will review Salesforce' approach to selling Webinar
Sales Engagement Sales Engagement (Sales Engagement) to customers, along with
product updates and a demo from our solution engineers.
6.24.2021
Dreamforce Technology questions continue to dominate sales teams' growth Video
Session plans. With inside sales growing 15X faster than "traditional,"
outside sales organizations, and more and more organizations
adopting the selling motion, it's more important than ever that
your companies have the right tools in place to get the most
productivity from your inside sales teams. Join us to hear about
the tools Salesforce is building, with Lightning Dialer, Einstein Call
Coaching, Sales Engagement, and more, to help you succeed in
this space.
Sales Engagement So you have an inside sales team. Now what? You know you need Webinar
for Inside Sales: to implement standardized processes for them, and scale best
How-To and Best practices across the organization. But where do you start? And
Practices what are the best steps forward?

Join us to learn how companies like Zillow are streamlining their

inside sales process and boosting rep productivity. You’ll also see
how you can get your team up and running with
Sales Engagement, improve your customer experience, and deliver
sales growth:

+65-100% increase in outreach call volume

+17-20% number of net new opportunities sourced

ASK QUSTIONS

Resource Helps You Link

Partner Ask questions to Salesforce Sales Engagement product experts and https://sfdc.co/Sale
Community: access enablement resources. agementPartnerCom
Official Sales ity
Cloud Experts
Office Hours COMING SOON COMING SOON
 Sales Engagement Salesforce Sales Engagement General FAQ https://
FAQs salesforce.quip.com
3LDbAZgv67Hl
Rebrand FAQs
https://salesforce.q
om/V7kWAXyDypfg

Content Details

Last Updated: 03/31/22 
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