Join Christine Volden Pereira for an in-depth discussion in this video Einstein Opportunity Insights, part of Salesforce: Einstein Analytics.
- [Instructor] Let's take a look at opportunity insights and how that relates to sales vs Einstein. So opportunity insights use your sales cloud data from historical sales cycles and engagement with customers to discover unique patterns about your sales cycles. Now one thing to remember is that these models are built for specific teams in sales force. Because every team has a specific sales process they go through, these models are built for your team individually. So what your team does might be different than what another team in your company does and it's just good to be aware of that.
So what data is used for Insights? Well all of the standard fields in sales force are used and then your email and calendar are also used if you're able to sync that information. Which is one of the great features of Einstein. So let's take a look at some standard fields here. So you'll see right here is the H+ Sport account, this has a decent amount of activity, we have some contacts, we have some contacts, we have some opportunities, some meetings here on the right side and the important thing to know is that these are all standard fields in Sales Force.
So everything on this page is gonna be analyzed by Sales Force Einstein. So that's a great amount of information and then like I said if you're syncing your email and calendars which is another Einstein feature then you're really gonna get a lot of data and you're gonna get some great actionable insights. So what are the top benefits of Insights. Well number one you're gonna increase win rates and that's something that every sales person and sales team is looking for right. Number two, you're gonna improve forecast accuracy. This is super important not just for sales people but for their managers and executives in the company to know how close you are to your forecasted goals.
Number three, you're gonna accelerate your sales cycles. So for a sales cycle that might have taken 90 or 120 days in the past, you might be able to shorten that to 60 days which is very significant. And number four, of course all of this drives your sales productivity which is something that everyone is looking for. So some of the top features of Insights; number one; there's zero setup, so you don't have to import or export anything within Sales Force which right there makes it super easy.
Number two, you get predictions, key moments and smart follow-ups. So you're actually told what they think is going to happen and given specific steps of what to do next. Number three, you see a daily digest. So right when you log into Sales Force on your dashboard you get a summary everyday about your Einstein opportunities and account insights each day. And number four, you get recommended next steps. So of course this is a lot of data but Sales Force gives you actionable information about exactly what they think you should do next.
So heres a look at what Einstein account Insights looks like and this is just a screenshot one of the things that we learned is that you need a very specific amount of data and time for Einstein to work properly. So just a reminder this is an enterprise level tool which means most likely you're gonna be a much larger company who has quite a bit of data to analyze this. But heres a great example of Einstein Insights, this is a very specific account that someone is looking at and they're saying MNA activity has been detected.
So that means that they've been looking at some kind of news articles or scan the web to get that information. Now you can see why that would be so useful in a sales situation to know that that's something that might be happening. Because the person who's talking to you might be distracted, the timelines may change. And then if you scroll down you'll see there's some information about Amazon, Amazon is expanding. So this is just great information for your sales people or for your team to understand what's going on and what's happening behind the scenes of these companies that you may not know about, that could be impacting the sales cycle of whatever product and service you are selling.
So heres some examples of Insights you might see. You would see things like, winning is unlikely, a deal is in jeopardy of not closing and they're gonna tell you why. You're gonna see if something is trending up or down, like a thumbs up, thumbs down. So you're gonna know something's looking good or if something might be at risk. And then the last one, which I think is really important is high effort. Every sales person knows sometimes, there's a really big deal that could happen but it requires high effort. So it's great to know that right when you're starting out or even at anytime during that process so you know how to prioritize your time.
And that's just something that's really important I think for all sales people. So heres what that looks like in the Sales Force platform, you'll see here Einstein Insights and you see here on the right it says opportunity is unlikely to close in time. And it says what supports this Insight and there's some information. So that's what it looks like when you log in and you're looking at the specific lead or account or opportunity you find that specific information right there which is super helpful. So some other examples of insights, you might get these smart follow-ups.
You might hear there's no communication or the prospect is unresponsive and they're gonna give you suggestions for that which is really helpful. You're also gonna see key moments, so if a competitor is mentioned by this customer or a negative sentiment, maybe they said something negative in a social media post, it's great to know that. So you know kind of where there head is at when they're making this decision. Another significant example is if a contact is leaving. And I've had this happen multiple times as a sales person. If you have a contact leaving that really significantly impacts your sales cycle for that specific lead or opportunity.
Because that person is going to leave, someone else is going to be reassigned and you're gonna have to start from scratch in a lot of cases. The sooner you know that information the better you can plan to prioritize your time on other opportunities that you're working on. And then the last is a prospect is re-engaged. So it could be something like, a contact left and it got assigned to someone else who is then re-engaging with it once they get settled into this new position. All of these things are great and just have some insight and some quicker information about this is just gonna make a very big difference in your day to day life as a sales person.
So here's an example of when we talk about leadership changes which is another type of opportunity insight you can see here. There may be leadership changes at this account. So you see a little bit of information and you see some background and it gives so much information to your entire team that's gonna make everyone much more efficient. So that's a quick over view on opportunity insights and how that works with Sales Force Einstein.
- What is Salesforce Einstein?
- Requirements for AI success
- Einstein Account Insights
- Einstein Activity Capture and Automated Contacts
- Einstein recommendations in the Marketing Cloud
- Social Insights
- Einstein recommendations in communities