Editor's note: This transcript reflects the webinar as recorded in August 2026; all product references were accurate at that time. For clarity, the models discussed at 6:16 are Gemini 3.5 Flash — available in Agentforce via the Atlas Reasoning Engine as of the Salesforce Summer '26 release (June 15, 2026) — and Gemini 3.7 Flash, generally available as of August 13, 2026.
Your playbook didn’t lose. It just became obsolete.
0:00:05 | Samuel Sharaf: Hello, everyone. Welcome to our webinar titled Your sales playbook didn’t lose. It became obsolete. Hi, my name is Samuel Sharaf. I am product solutions lead with Google Cloud, and I'm excited to be here with Brian, who will be co-presenting with me. Brian, do you want to quickly introduce yourself?
0:00:26 | Brian Chan: Yeah, thank you, Sam. And my name is Brian Chan. I'm with Salesforce, and I'm the director of technical architecture.
0:00:32 | Samuel Sharaf: Thank you, Brian. So let's dive right into the problem space. So typically, I love to paint the picture in terms of what problem we are talking about, and of course, later, what the solution looks like.So in today's world, a lot of people, especially the salesperson we are going after, they're dealing with a lot of different tooling. When you talk about workspace, there is email, there is chat, there is Word docs, there are PowerPoints. And on top of that, if you're a salesperson, you are also having to go into Salesforce, look at the opportunities, accounts and deals and all that, right? So which means that you're constantly switching context and that constantly switching context or toggling between different worlds has a tax to it. And the tax actually based on some of the research, 60% of enterprise productivity is spent on this toggle tax, which is crazy. Think of how that 60% of time could lead to increased productivity and better closing the deals for the sellers, which takes me back to the question is what the old workflow looks like, right?So what you saw earlier, a typical salesperson is going into Salesforce, searching for like hey, what are my top accounts opportunities? Let me look at the activities and all that, right? Sometimes as a salesperson, I'm copying the context from Salesforce, putting into a chatbot and trying to decipher the results. But like we discussed, there's a hidden cost to it. Every time you switch context, your momentum breaks and the number of tabs on your browser keeps on increasing. What if there is a new way, there is a new solution of doing that? What if, imagine if you have a singular place where you can research, reason, and execute in one single workspace with CRM context, carried throughout the entire task. And that's what Brian and I are here to talk about. So let's, before we dive into what that looks like, I want to set the context of Gemini Enterprise. Gemini Enterprise is your new front door for AI in the workplace. Not only it provides you tooling for building and bringing agents, and work smartly in context with your data with agents. It also condenses hours of research into seconds because it leverages Google's latest models. If your use cases involve multimodality, for example, creating marketing graphics or marketing images or voice and video, Gemini can help with that with built-in capabilities for coding. So that makes it super powerful in every dimension. Now, let's dig a little bit deeper into this. Gemini Enterprise is multifaceted, which means, number one, it has the brains, which is powered by the advanced Gemini models. It also let itself connect easily with partner ecosystems. So that's what Brian and I will talk here about later, about how Agentforce Sales Agent is integrated via this partner ecosystem into Gemini Enterprise. But what good is it if you bring your agents or agentic tooling and there is no governance and security, observability, right? So Gemini Enterprise provides governance and security out of box. which makes it super compliant as well as useful for enterprise context. A lot of people have said AI is as good as the context or the data it's operating on. That's why we are happy to announce that Gemini Enterprise is grounded in company's data and systems in the context of Salesforce.
0:04:46 | Samuel Sharaf: Gemini Enterprise connects securely with the Salesforce instance via OAuth in this case, and gets access to the right dataset. As well as the Workbench, which is the platform to build and orchestrate agents. So not only you can build your agents, you can bring the partner agents, you can actually orchestrate these agents together to achieve complex workflows. And finally, the Task Force. So this Ties in nicely to what I said earlier is you can bring partner agents, you can create your own agents, and you can use the Google built-in agents to create complex third-party workflows which achieve complex tasks. Now, in the context of Gemini Enterprise app, which is what I said earlier, what if you have a single workspace where you can get your work done, where Google Workspace is integrated, your Google Calendar, your Google Docs, your PowerPoint. Your chat history everything is there along with it providing you the ability. to bring in the partner agents. That makes it super powerful. And those are the key highlights from this slide is connecting enterprise data to employee workflows. In this case, the persona which Brian and I are going to talk about is a salesperson. seamlessly creating, viewing, and editing work across workflows, applications, and leveraging the best-in-class Gemini models for inference. We recently released Gemini 3.5 as GA in Salesforce Agentforce, and that was early June. Fast forward less than two months, we are already on Gemini 3.7. And it brings the best of Google intelligence in terms of fast reasoning, multimodality as well as grounding information into the contextual data, which can be living in Salesforce, which can be living in Workspace documents. Gemini can operate across these different areas and provide the inference, as well as what good is it if it can just provide the inference? Why not it can take actions as well? That's where Salesforce actions we will see in the demo we'll do shortly. We can actually have the agent update CRM in real time. And all of that is done through a trusted connection. You heard recently about Salesforce agentic Headless 360 strategy, leveraging MCP model context protocol, which enables bi-directional context and actions across Google Cloud and Agentforce. Then I'm going to pass on to Brian to learn more about how Agentforce sales helps with the 24/7 digital workforce and enables productivity to the next level for agent personas.
0:07:42 | Brian Chan: Yeah, thank you, Sam. And I'm happy to introduce Agentforce Sales, which combined with the capabilities that are offered through Gemini Enterprise and the brand new models that are incorporated and integrated with Agentforce, it really creates that ability for Agentforce Sales to be the blueprint for growth for your sales business. And so for over 20 years, oftentimes scaling your sales organization meant hiring more people, incorporating them into your existing sales processes, which really ultimately meant adding complexity, training, onboarding. And as a sales team, it impacts your ability to drive your productivity. And so in the new model, which is the agentic enterprise, that growth engine is powered by a digital workforce, and your competitive advantage is powered by human ingenuity. And so this model, you're managing outcomes and not just headcount. And so with Agentforce for Sales, as Sam mentioned, you've got a 24/7 digital workforce where you're partnering as humans with your agentic workforce. And so agents handle high-volume executions like prospecting, research so that your people are freed up to do the high-stakes thinking, relationship management, and tasks that are designed, you know, for humans to interact and drive forward those processes. SDRs and AEs aren't just faster, they're also entering warmer, more strategic conversations from the very first touch. And so ultimately, it's a force multiplier for your talent where sellers finally get to do the work that they love, which is building trust and solving complex problems. And so at its core, this is really about helping sellers to focus on what they do best, which, as I mentioned, it's building relationships. And the goal for Agentforce for Sales is to handle the manual, non-relationship-driven work, again, like prospecting, research, and orchestration. And so that combination of bringing together the human seller superpowers, the ability to drive that relationship, and that strategic thinking to reduce the amount of manual labor through Agentforce Sales and bring that together alongside of Gemini Enterprise as that interface for all of your enterprise work really gives you that single pane of glass, the ability and ability to own and have all of your processes in a single place so that you can do all your research, identify opportunities, unlock deals so that ultimately you can influence your customers and partner closely so that you can drive that true value of your relationships. And so our focus here really is making sure that as we are continuing to build out our roadmap around Agentforce, we're driving forward that multi-agent strategy. And so Sam and I are going to be highlighting in our demo today some of the capabilities of bringing together our platforms through Gemini Enterprise and Agentforce Sales, but The Agentforce roadmap also extends beyond the work that we're doing around A2A SDK, which is available now. We're also looking ahead to Dreamforce, which is an event coming this September. Many of you may have heard of it. And so we'll be continuing to launch some of the work that we're doing and partnering with the Google team around A2A 1.0 SDK, and that's going to continue to extend and expose the ability to leverage accessibility through products like A2UI so that we have better consistency between our user interfaces, between Gemini Enterprise and Agentforce.
0:11:54 | Samuel Sharaf: Thank you, Brian. And I'm really excited about A2UI because that really would help end-users achieve really rich outputs and not just a textual structured they can look at and be happy. So thank you for sharing the roadmap as well as the overall significance of how important Agentforce Sales Agent is to improve the seller productivity. So having said that, let's dive a little bit deeper, right? Because we will have technical audience listening to this webinar. So we also want to make sure that we do justice in terms of really going a little bit deeper. The architecture you are seeing on the screen, it's a high-level architecture still, but we made an effort to go as deep as possible. On the top, you see the Google Cloud Platform. That's where the A2A agent, which is the client. Now, for those of you who might not understand A2A, A2A simply means agent-to-agent interoperability. The protocol was introduced last year with Google, with Salesforce as a key partner. And the agents, which are published on Google Cloud Platform by our partners, they have to be A2A compliant, which enables them to talk to Google agents as well as other agents as needed. So they are interoperable by default, which is great. Second is we leverage the Headless 360 MCP-based standard which Salesforce introduced recently. as Headless 360. So the MCP server tooling, which exists in the Salesforce GCP environment, that connects securely with the Salesforce MCP environment, where the tools and resources are, and it enables secure tool calling from the A2A agents all the way down to CRM. which is powered by A2A protocol as well as MCP. The key distinction here is A2A is enabling the agent-to-agent call, but in this case, A2A is connected to an MCP server tooling, which in turn is leveraging making use of the Salesforce externally connected app. as well as the Salesforce MCP platform server to invoke the right tools and resources based on the use case. This will also become clearer as we dive into the demo and show you how it works. Let's talk about how do you procure this agent. We are hoping once we show you the demo, you'll all be like, hey, I'm done with those good old API integrations. I'm done with the old workflows. I want this agent. There is a four-step easy process on how you subscribe to the agent.
0:14:54 | Samuel Sharaf: Number one is your Gemini Enterprise admin, that is now you are on the Google side. Your Gemini Enterprise admin will need to subscribe to the Agentforce Sales Agent in Marketplace. That is the one-step process where I hit the subscribe button and the agent is subscribed, provided I have the right billing information and rights to do that. Once the agent is subscribed, the GE admin will then. enable the agent for pretty much all the Gemini Enterprise sales users who is the right audience for this agent. Third, the Salesforce product manager slash administrator will approve that, hey, the licensing request coming in from this customer is the valid one, or we are going to provide a trial access to the Salesforce Agentforce agent. For the Gemini Enterprise environment. So you might need to create a case currently with Salesforce to be able to provide, approve that access to the Agentforce agent. Finally, the last step is the easiest one. Once all that is done, you are able to activate the agent. And basically all that takes is authorizing your Salesforce environment with the Salesforce agent, which is now deployed on Gemini Enterprise. Let's dive into an actual demo to basically make it real what Brian and I have just discussed with you. In this demo, to set the context, we'll have the autonomous seller in action. The autonomous seller in our case is Brian Chan, who has recently joined a new company as a seller where he is assigned 50 plus accounts. So Brian has been worried in going through his emails and all that, but let's directly hear from him. Hey Brian, how is your life in the new role with 50 plus accounts?
0:16:53 | Brian Chan: Yeah, thanks Sam. And it's, you know, I'm having to go inherit and look at all these different accounts. I'm having to do a ton of research. I've got Salesforce and I'm able to go in and look at all the opportunities, look at the account information. But as you know, there's a ton of research that goes in. to looking through call notes, looking at my top opportunities, who are the points of contact, and the people that I'm going to start reaching out to and work with. And I got to hit my quota. And so there's a lot of work that goes into, you know, not just having to look at Salesforce, but also having to do that research outside and bring that all into a single place. And, and so really what I'm hoping is that with Gemini Enterprise and having the Agentforce for sales agent built right into it, that I'm able to do all of that into a single place.
0:17:52 | Samuel Sharaf: Awesome, that sounds like a great goal. So let's switch to the Gemini Enterprise interface. And here we have the Agentforce Sales Agent, which is already subscribed, and it's available for us to use. So let's use in your context.Since you have 50 plus accounts, Brian, I would suggest we start with just identifying of the 50 plus, what are the top you should focus on? All right, so as the Agentforce Sales Agent is connecting to Salesforce, it is using my OAuth token with my user ID, and at Salesforce level, it knows which records I have access to. So it will only provide us access to the accounts in this context for Brian, the accounts which he has access to. All right, Brian, so it seems like we have some really good results from the Agentforce Sales Agent and seemed like your top opportunity to focus on is University of Arizona with Agentforce Sales Agent in Gemini Enterprise.
0:18:49 | Brian Chan: Yeah, this is really great. And so what I can see here is it's taken all of the different account and opportunity data and it's actually stack ranked by opportunity, the top opportunities. And I can see there's a lot that's going on at the University of Arizona. And so maybe I should really focus and spend some time working on that account. It's also providing, in this view, the stage of that opportunity. It's also providing prioritization of where I should be focusing. And what's great, if you scroll a little bit further down, Sam, is it's giving me some summary of strategic information regarding that University of Arizona account. And so I can see I've got $2.5 million of open pipeline, there's four major deals, and one in particular, this million-dollar Gemini Enterprise deal should be a top priority. And so I'm going to dig a little bit more and learn more about that Agentforce sales agent Gemini Enterprise opportunity. And so I can then go now to this agent and ask, Maybe what are some of the next steps? What should I do to dig into that top opportunity with the University of Arizona?
0:20:01 | Samuel Sharaf: Yeah, that sounds great, Brian. I think if I were you, I would do the same. It seems like this top opportunity you have with the University of Arizona account, it's in the analysis phase and it's very relevant to our conversation of Agentforce Sales Agent and Gemini Enterprise. So let's have the agent dig deeper into this. So let's see what recommendations comes in for Brian for this opportunity and what strategic insights it provides. And Brian, as you were working before, what was your kind of day in the life? Were you looking into CRM, looking into Slack, meeting notes and all that to gather this information?
0:20:47 | Brian Chan: Yeah, all of the above. So I'm working across a number of different systems. I'm doing my research outside. I'm having to pull 10Ks and news and articles in the news on top of having to swivel chair back into Salesforce, looking to Google Drive and my Google Workspace to pull up all my files and presentations. And so being able to have this all in one place is a huge benefit. increase and improve my productivity. And so what Sam has pulled up here, I can actually see a little bit more about that top opportunity. I can see it's sitting at 90%. There's also some recent activity. I actually had a call recently with Jane Grey, who is one of the decision makers, and she expressed a strong interest in that Agentforce Sales Agent. And it's also providing me with a summary of that opportunity, you know, by providing that kind of key insight of what are the next steps, what are the actions that are required, so that I know exactly what to do next based on the data, the notes, the information that I put in, you know, through Salesforce, through that Agentforce Sales Agent.
0:22:13 | Samuel Sharaf: Yeah, that is amazing. Yeah, I mean, it's providing you all the recent activity. It's also providing you a strategic summary, which is great with some key insights, which is, I would say, would need a very, very singular focus to be able to achieve all that. So that is awesome. Now, what do you suggest, Brian, as a next step since you got such a good insight into this opportunity details? What would be your next step in terms of what you want to do?
0:22:26 | Brian Chan: Yeah, I think it's really clear from here that I need to have another meeting with Jane and have a follow-up conversation where I'm going to present the deck and the demo on Agentforce Sales. And so maybe I'm going to work with Gemini Enterprise and the Agentforce Sales agent to help prepare for that upcoming meeting that I'm going to have with Jane. And maybe I'm going to ask it for some key discussion points, you know, and what I should be talking about in that conversation. And so I'll, as Sam is doing right now, use those key insights to then generate. some discussion points that I'm going to have in that next meeting with Jane.
0:23:08 | Samuel Sharaf: Great. So yeah, as you were talking, I was basically summarizing that prompt or that question for the agent so it can help you be better prepared for the next meeting. And Yeah, that would be great. I was also thinking there might be an opportunity for you to present as well in that upcoming meeting. So I think it would also be good to test the agent capabilities in terms of it being able to create a slide narrative or a slide deck, which can help you position the deal really well.
0:23:41 | Brian Chan: Yeah, that's great. And I can see here, that the Agentforce Sales Agent actually returned back. Some critical details, some research points that it's provided, both again from notes, you know, potentially from external research, some outside notes as well on showing that there's some competitive urgency between the rivalry, I guess, between University of Arizona and Arizona State University. It also indicates that there's a CIO that's expressed interest. And so having that summary of who are the key stakeholders, who are the people that I'm going to potentially influence as part of that conversation. And so it's given me that discussion point to ask Jane about the CIO's feedback. And so it knows, again, who do I need to influence and build that strategic relationship with and where I should be focusing my time so that I'm not having to go and research and look up that information and manually bring that in. And then lastly, It's going to give me that, you know, where, where I should be focusing, you know, the integration, some of the technical conversations that I may need to have, um, for, uh, that upcoming meeting. And so, Sam, I really liked your suggestion about potentially working with a deck. building one through Gemini Enterprise. I actually happen to already have a deck that I've saved in my Google Drive, and because Gemini Enterprise actually has access to my Google Workspace, in all my presentations, I can actually take an existing presentation that I've got and then generate some talking points for that upcoming meeting. And so what Sam, I think, is going to do here is go ahead. Let's grab that Agentforce sales playbook that we just looked at earlier today.
0:25:33 | Samuel Sharaf: Yes, that's a great idea, Brian. So we're going to grab that solution brief from Google Drive. And like we discussed before, Gemini Enterprise is connected with your workspace. So you can add documents to it for analysis purpose. And in this case, like you said, be able to build an impactful and effective deck. Because if you were to just present these, the what are the key benefits, right? It would be good, but I think what would be stronger is to tie it back to all the research which the agent has already done on your behalf, right? In terms of the stakeholders, the competitive element between [UA] and Arizona State University. I think that's really cool that Gemini Enterprise behind the scenes was able to do some research using Google search on some of these areas. So let's go ahead and see. Can you use the attached Google Drive link log and help build out a slide deck for my upcoming meeting with Jane? Does that look right, Brian, or would you like to add anything else?
0:26:42 | Brian Chan: That looks great to me, Sam. While Sam's doing that, I think that this also really highlights the power of bringing the Gemini Enterprise platform and Agentforce Sales together is it's ultimately it's grounded in all of your enterprise data that lives inside of Salesforce inside of your CRM and so it's bringing together you know the ability to bring surface site information that data inside of the Agentforce Sales Agent and through the Atlas Reasoning Engine, be able to combine and bring together the Gemini model so that you're bringing together the ability to provide that external research, take action by creating these slide briefs, as you can see here, that Sam has shown, and again, have that trusted enterprise sales data that you can only pull directly from Salesforce. As you can see here, what Sam has generated, you know, through that prompt is information, you know, that again is pulled from Salesforce so that we can see where, you know, or what each of the talking points for each of these slides that I'm presenting, you know, would be. And so I can see, you know, specific talking points where I should be focusing on, and it's generating all of that directly from my meeting notes from previous conversations, and it's also using Google search as well to be able to generate and give me that prep for that meeting with Jane.
0:28:16 | Samuel Sharaf: Yeah, that's right, Brian. I am really impressed with the narrative it created and pretty much this slide number four here captures the talk track we had for this webinar. So that's really strong and good in terms of it being highlighting the Agentforce Sales Agent power as well as combining it with Gemini Enterprise. So I think that will be really good for you to highlight Jane Grey, as well as enterprise trust and governance. I think that's I'm sure Arizona State University will be looking for that. So as next step, I think would be good to. also demonstrate to the audience that Agentforce Sales Agent not only just brings the data into Gemini Enterprise where Gemini models can opt on the data, provide inference, but we should also demonstrate the other way around where Agentforce Sales Agent in Gemini Enterprise can update a record in Salesforce. So that's actually taking an action on user's behalf. So let's have this opportunity notes updated that you will be leveraging this top narrative generated here to present to generate. How does that sound?
0:29:30 | Brian Chan: That sounds great. And so because Agentforce for Sales gives you the ability to do that bi-directional update, I don't have to go back into another application. I can actually do all of this inside of the Gemini Enterprise application. And so I don't have to leave context. I fully understand, you know, what needs to be updated, what record needs to be updated inside of Salesforce. And that's all thanks to that connection, you know, through Agentforce Sales Agent and Gemini Enterprise.
0:30:02 | Samuel Sharaf: Yes, that's right. So now it will understand the intent and it will try and update this opportunity and like I suspected, it's asking us to confirm. Confirming update to this opportunity because it really wants to make sure that the user meant that, which is great because you want to keep the data in Salesforce as clean as possible. As we speak, the Agentforce Sales Agent is taking action on our behalf and updating this opportunity with the notes. So as we were talking, we have the data provided by Salesforce agent. It updated the opportunity description. and it actually did a very good job, Brian, I would say, better than I would have liked. As part of the notes, it actually provided some really good stats in terms of what that meeting should look like. Yeah, I would say that looks pretty good.
0:31:00 | Brian Chan: Yeah, and so with all of this, I was able to do all my research, I was able to understand where I should focus my time, who I should be continuing to build that relationship with, And it generated the talking track for that meeting with Jane. And then it provided that update to the opportunity record inside of Salesforce. And so when my RVP or my sales director comes and asks, how am I preparing for that meeting? It's all already there inside of Salesforce without me ever having to leave that Gemini Enterprise application. And so it really gives me that ability to quickly make those changes without ever having to leave that app.
0:31:41 | Samuel Sharaf: Yeah, and what surprises me is that it's already recommending you next steps. For example, you can actually, right here, you can schedule a follow-up meeting with Jane and Brian, which is you and Jane, so I think that would be great because a lot of time, right, as you're running from one meeting to the other, you're like, oh, yeah, I need to schedule that meeting, and before you remember again, it's another day passed, right? So we can actually hit that. It will schedule a meeting on your calendar, being integrated with Workspace. Another element Brian is it can actually draft an email to Jane that, hey, I am requesting this meeting on your calendar with the agenda so that you can also achieve it right here in this interface. Look at that. It's also recommending the time slots which are available on your calendar.
0:32:31 | Brian Chan: That's amazing. I seem to have a lot of time slots available according to this, but I'm just getting started in my territory, so I'm just getting busy. But I definitely do feel like after all of this, I'm pretty confident I'm going to have no problem hitting my quota and knowing where I'm going to impact and work with my customers.
0:32:54 | Samuel Sharaf: Yeah, that sounds great. So with that, We want to thank you. Brian and I would like to thank you on behalf of Google Cloud and Salesforce teams for watching this webinar. And we would love your input and feedback. And a call to action from us is please go ahead, subscribe to the agent in your Gemini Enterprise instance, and give it a spin. And let us know how your productivity has increased. Till next time.
0:33:19 | Brian Chan: Thank you.