If you’re here, you’re probably running sales demos with Walnut and want a better way to keep everything in sync with Salesforce. Maybe you’re tired of leads slipping through the cracks, or you’re done copying demo info into Salesforce by hand. Either way, this guide’s for you.
I’ll walk you through how to connect Walnut to Salesforce, what actually works (and what’s just marketing fluff), and how to keep your setup from turning into a mess. Whether you’re in sales ops, a RevOps lead, or the company’s designated “tech wrangler,” you’ll find practical steps here—no vague promises, no hand-waving.
Why bother integrating Walnut with Salesforce?
Let’s be blunt: most sales teams already have too many tools, and adding “another integration” isn’t anyone’s idea of a good time. But here’s the deal—connecting Walnut with Salesforce means:
- Demo activity (who watched what, when, and for how long) shows up in Salesforce automatically.
- Reps can see which leads are actually interested, not just guessing.
- No more copy-pasting demo links or tracking in spreadsheets.
- Sales managers get a clearer view of pipeline health.
If you’re running more than a handful of demos a week, this can save hours and—more importantly—help you catch deals before they go cold.
That said, don’t expect magic. The integration is solid but not “set it and forget it.” There are gotchas, which I’ll flag as we go.
Step 1: Get your prerequisites in order
Before you start clicking around, make sure you’ve got these covered:
- Salesforce admin access. If you can’t install packages or create fields, stop now and find someone who can.
- Walnut admin access. You’ll need permissions to access integrations and API keys.
- A clear idea of what data you want to sync (e.g., demo views, lead info, custom fields). Figure this out before you start configuring.
- Test accounts. Don’t experiment with real leads or deals—set up test records in both Walnut and Salesforce.
Pro tip: If your Salesforce setup is heavily customized, don’t assume Walnut’s out-of-the-box integration will just work. Map out your fields and flows ahead of time.
Step 2: Connect Walnut to Salesforce
This is the “official” part. Walnut offers a native integration with Salesforce, but it’s not just plug-and-play. Here’s how to get started:
A. Enable the Salesforce integration in Walnut
- Log into Walnut as an admin.
- Go to Settings > Integrations.
- Find Salesforce and click Connect.
- You’ll be prompted to log in to Salesforce and grant permissions.
- Approve the necessary scopes. (Walnut needs to read and write to your Salesforce records.)
Reality check: If your company uses strict security policies or two-factor authentication in Salesforce, you might have to jump through extra hoops. Have your Salesforce admin on standby.
B. Configure field mapping
This is where most integrations trip up. Decide which Walnut data goes to which Salesforce fields.
- Standard mapping: Walnut can sync demo views, participant info, and engagement data to Salesforce Leads, Contacts, or Opportunities.
- Custom fields: If you track extra info (like demo type, feedback, or custom questions), you’ll need to map each field manually.
- Pick your sync direction: Usually, you want Walnut to push data into Salesforce—not the other way around.
What works: Walnut’s mapping UI is straightforward for standard objects and fields.
What to watch: Custom objects, formula fields, or weird Salesforce setups can break the sync. Test with sample data and check for errors in Walnut’s integration logs.
Step 3: Set up triggers and automation
You probably don’t want every single demo to create a new lead or opportunity in Salesforce. Here’s how to keep things sane:
- Decide what triggers a sync: Examples:
- When a demo is viewed for the first time.
- When someone completes a demo.
- When a certain form or question is answered.
- Choose your target object: Most teams sync demo activity to Leads, Contacts, or Opportunities.
- Avoid duplicate records: Make sure Walnut is matching on email or another unique field, so repeat viewers don’t clog your CRM.
Setting up automation in Salesforce
- Use Process Builder or Flow to automate follow-ups or next steps based on Walnut activity. For example:
- Assign new leads to a sales rep if they watch a demo.
- Trigger a task when someone completes a product walkthrough.
Don’t overdo it: Automating everything sounds good, but too many triggers can flood your reps with notifications and make everyone ignore the alerts. Start simple.
Step 4: Test your integration (don’t skip this)
I know, testing is boring—but skipping it is how you end up with demo data in the wrong place or, worse, real leads getting weird emails.
How to test:
- Create a test demo in Walnut.
- View the demo using a test email.
- Check Salesforce—did a new Lead, Contact, or Opportunity get created or updated?
- Verify that all mapped fields show the right info.
- Look for duplicates or weird formatting (common with custom fields).
- Test automations: Are tasks, emails, or assignments firing as expected?
What breaks most often: - Custom fields not populating (usually a mapping issue). - Duplicates from Walnut not matching existing Salesforce records. - Permissions errors when Walnut tries to write data.
If you hit a snag, check Walnut’s integration logs first—usually, they’ll tell you what went wrong.
Step 5: Roll out to your team and monitor
Once you’re happy with the integration, roll it out to your sales team. Here’s what makes adoption stick:
- Train your reps: Show them where to find Walnut demo activity in Salesforce. Keep it short—nobody wants a 2-hour training.
- Monitor activity: For the first week or two, spot-check new records and automations. Fix issues early.
- Gather feedback: Your reps will find rough edges—listen and tweak as you go.
Pro tip: If you’re not seeing the value after a month (i.e., better lead tracking, more relevant follow-ups), revisit your field mapping or triggers. Sometimes less is more.
What works, what doesn’t, and what to ignore
What works well
- Syncing standard demo activity: Out-of-the-box, Walnut’s integration does a good job pushing demo views and engagement into Salesforce.
- Simple field mapping: As long as you’re sticking with standard Salesforce objects and fields, setup is pretty smooth.
- Basic automation: Automated tasks and assignments based on demo activity are easy wins.
What doesn’t (or where it gets tricky)
- Heavily customized Salesforce orgs: If your CRM is full of custom objects, fields, or validation rules, expect to spend time troubleshooting.
- Deep analytics: Don’t expect Walnut data in Salesforce to give you full analytics. For complex reporting, you’ll want to export data or use a BI tool.
- Legacy Salesforce instances: Old or highly locked-down Salesforce orgs may block the integration entirely—check API access and permissions.
What to ignore
- “One-click” setup claims: It’s never really one click. You’ll need to test, tweak, and probably fix something.
- Overly complex automations: Start with the basics. Layer on complexity only if your team actually needs it.
Wrapping up: Keep it simple, iterate often
Integrating Walnut with Salesforce can save time and help your sales team close more deals, but only if you keep things manageable. Start with the basics: sync demo activity to leads or contacts, set up a few automations, and test everything. Don’t try to build the “perfect” setup on day one. Get feedback, make adjustments, and remember—simpler is usually better.
If you hit roadblocks, check Walnut’s support docs or lean on your Salesforce admin. Most problems can be ironed out with a bit of patience and a willingness to tweak your process.
Happy syncing—and may your leads never fall through the cracks again.