Artificial intelligence—AI. It’s the most revolutionizing technology of our time, one that has the potential to change every single aspect of our lives. (And no, we’re not talking about the Internet coming to life and taking over the world.) In fields as varied as Law, Manufacturing, and Customer Record Management (CRM), organizations all across the world are leveraging AI to make their technology smarter in order to make your life easier, and Salesforce is one of them.
With the release of Salesforce Einstein, the CRM giant brought AI into its platform. The goal of Salesforce Einstein is to give sales, marketing, and service departments more comprehensive and up-to-date views of their customers and sales prospects. Read on for a closer look at how Einstein works and how it can help sales reps sell smarter.
How Does Salesforce Einstein Work?
Salesforce Einstein works by gathering massive amounts of data from all sorts of sources, including information sales and customer service reps enter into Salesforce itself, as well as external sources (i.e. any data located in a non-Salesforce application or spreadsheet), and then it analyzes those datasets to identify meaningful patterns.
What makes Einstein even more exciting, however, is that it’s powered by deep learning, i.e. the more information it analyzes, the better it gets at analyzing data and refining its results. Essentially, Einstein makes itself more intelligent with time. Salesforce Einstein can also adapt in real time to changes and new data, helping sales teams to keep ahead of the competition and stay connected with their customers.
4 Specific Ways Salesforce Einstein Helps Sales Reps
1) Prioritizing Leads and Opportunities
Imagine the amount of time and money you’d save if you knew the value of your leads ahead of time. Einstein Lead Scoring gets you closer to that dream by using AI to automatically analyze your historical sales data, giving you a better picture as to which of your leads are more likely to convert to an opportunity. If that isn’t cool enough, Einstein Opportunity Scoring examines past opportunities to create a model that predicts which opportunities are most likely to become sales. And with both leads and opportunities, Einstein gives relationship recommendations for next steps, such as whether you should call or email the contact.
2) Alerts for Key Changes to Accounts and Opportunities
We live in a world of information overload, so it’s nearly impossible to keep track of everything that’s happening—unless you’re an Einstein, of course. By analyzing external data sources and news articles, Einstein Account Insights pings sales reps about developments that could affect their accounts. It also analyzes recent emails and warns reps if their contacts have mentioned things like job changes or competitors in passing. Little details may slip our notice, but not Einstein’s.
3) Eliminate Data Entry and Never Type a Contact Again
Wouldn’t you rather spend your time selling versus entering data into Salesforce? With Einstein Activity Capture, you can. This module automatically captures business email and calendar data from any device and inputs it directly to Salesforce. Because that information is stored and visible in the Activity Timeline, the entire sales team has the tools they need to help move the deal to close. Even better, that data can also undergo AI analysis so the sales team receives insights as to their next best action.
4) Make Better Decisions and Close More Deals
With all the rich data you already have in Salesforce, Einstein Sales Analytics helps to make the most of it. Sales Analytics uses the power of AI to take your data and create customizable prebuilt reports and dashboards that give you real-time insights into everything from historical pipeline information to business trends, whitespace to Einstein scores, and more.
And since those visualizations are available on any device, everyone across the sales org (reps, managers, executives, and operations) can access personalized insights that will help them make better decisions and close more deals. Hooray!
Getting Started with Salesforce Einstein
There’s plenty more to love about Salesforce Einstein, including forecasting, performance, and whitespace analysis features to help sales managers stay competitive. True, there is an extra fee for Salesforce Einstein, but hiring a team of data scientists (not to mention developing the resources to create a similar service) could be far more expensive and time-consuming.
At its core, Salesforce Einstein is designed to allow sales professionals to spend their time doing what they do best—connecting with customers—instead of entering data and pulling reports. And if you’re considering implementing Salesforce Einstein in your organization, or simply need someone to help you make the most of it, allow Surety Systems to do what we do best.
Our senior-level Salesforce consultants are here to help you with whatever you need, from implementation to optimization to untangling Salesforce issues you didn’t even know you had. If you’re ready to bring an Einstein onto your sales team, contact us today to get started.