Everything Revenue Leaders Need to Know About Fellow’s Salesforce Integration

For revenue leaders and RevOps professionals, the "black box" of customer interactions is a constant source of anxiety. Your team is having critical conversations, but that data often lives in scattered notebooks, sticky notes, or isolated apps – rendering your CRM incomplete.

To make Salesforce the actual single source of truth, you need a bridge that automatically captures the rich context of meetings. Enter Fellow’s Salesforce integration.

This guide covers everything you need to know about how the integration works, how to configure it for maximum visibility, and the answers to the most common technical questions we hear from customers.

What is Fellow’s Salesforce integration?

At its core, Fellow's Salesforce integration is a two-tiered system designed to automatically sync meeting notes, action items, and AI-generated recaps from external calls directly into your Salesforce CRM.

It operates on two levels to suit different organizational needs:

• Basic Integration: This tier focuses on visibility. It sends meeting notes and call recaps into Salesforce as standard notes or tasks.

• Enterprise Integration: This tier focuses on automation and data hygiene. It enables advanced field mapping, custom object updates, and the use of AI to populate specific Salesforce fields automatically.

How it works: The "set and forget" mechanics

The integration is built to minimize manual data entry for reps while maximizing data quality for managers. Here is the standard workflow:

1. Automatic detection

Fellow automatically identifies when external participants are present in a meeting and scans Salesforce for matching records. If a match is found, the sync is primed.

2. The "safety net" delay

One of the most popular features for sales teams is the built-in delay. Notes are automatically pushed to Salesforce three hours after the meeting ends. This buffer gives your reps time to clean up their notes, edit AI recaps, or redact sensitive information before it becomes permanent in the CRM.

3. Smart object mapping

Users aren't forced into a one-size-fits-all workflow. They can configure whether notes attach to Account, Opportunity, or Contact objects, and choose between syncing data as a "Note" or a "Task".

Why revenue leaders prioritize this integration

Integrating Fellow with Salesforce solves three specific pain points that plague scaling revenue organizations:

1. Eliminating information silos

The "notebook problem" is real. As one customer noted, "People take notes in silos... and then six months later you're all trying to remember the conversation". By automating the sync, you ensure that context isn't lost when a rep closes their notebook or leaves the company.

2. Centralized management visibility

Sales managers often struggle to track activity without micromanaging. This integration provides visibility into "what activities are going on in that account, who they're meeting with, and what actions they have outstanding" without needing to pester individual reps for updates.

3. True "single source of truth"

Ideally, teams want "Salesforce to be the single source of truth for everything" rather than checking multiple systems. This integration transforms that wish into reality by centralizing all customer interactions.

Best practices for implementation

For RevOps professionals handling the rollout, we recommend these four best practices to ensure smooth adoption:

1. Standardize your templates: Create consistent meeting templates for specific call types (e.g., Discovery, Handoff, Scoping). This ensures uniform data capture across the team, making information retrieval easier later.

2. Organize by channel: Set up dedicated Fellow channels for different teams (e.g., Sales Calls vs. CS Calls) and configure auto-sharing. This maintains team-specific organization while giving managers centralized oversight.

3. Leverage enterprise field mapping: If you are on the Enterprise plan, work with your Salesforce Admin to identify which custom fields should be populated automatically. You can create AI prompts to extract specific details (like budget or timeline) and map them to the correct fields.

4. Sandbox testing: Before connecting to production, create test contacts with external email domains in your Salesforce Sandbox. This allows you to safely test the flow of data and integration functionality.

Below are the answers to the most frequent questions we receive from Revenue and Operations teams.

Got more questions about Fellow's Salesforce integration? Book a personalized walkthrough with our team.