Many sales teams are looking to leverage AI to assist them in their day-to-day activities, but often don’t know where to start. That’s where Salesforce -the #1 AI CRM- comes in, offering a range of pre-built tools embedded within their Sales Cloud.
Salesforce has been investing and innovating in AI since 2014. It launched Einstein, the company’s first AI product in 2016, and began work on large language models (LLMs) in 2018. Built into the Salesforce Platform, Einstein uses powerful machine learning and large language models. In 2023, the company released a host of new Einstein products to help customers get the most out of new generative AI technology, and we expect more exciting things to come throughout 2024.
Salesforce is continuously revolutionizing the way businesses approach sales, using the power of AI to streamline processes, boost productivity, and close deals faster. With Salesforce, you don’t need to have any data scientists or developers on staff to leverage AI. The functionalities are quick to enable and easy to use.
But how does this look in practice for your sales team? Check out our Ultimate Guide to AI for Sales where for each Einstein feature we provide the real-world use cases, benefits, and requirements to getting started.
1. Salesforce Einstein GPT for Sales
What does it do?
Wouldn’t it be nice if your CRM could write e-mails for you? Well with Einstein GPT for Sales, it can! Think of it as ChatGPT, but secure and private. Since it’s already embedded within your Salesforce CRM, Einstein GPT uses your data to help add context and personalization to customer interactions.
Einstein GPT for Sales connects your sales data with the generative capabilities of artificial intelligence (AI) and large language models (LLMs). With Sales Emails, your sales team can generate personalized emails to send to contacts and leads.
Watch this video for a quick demo:
What are the benefits?
Einstein GPT for Sales helps boost sales team productivity by automating time consuming tasks like writing emails. Your team gets precious time back in their day by getting nearly-there drafts, already contextualized, and grounded in your Salesforce data.
What are the requirements to get started?
- Data Requirements: There are no data requirements for Einstein GPT for Sales, which means you can get started using it right away.
- License Requirements: Einstein GPT for Sales is available with the Salesforce Sales Cloud Unlimited Edition license.*
2. Buyer Assistant
What does it do?
Buyer Assistants are AI-powered bots that you can use to interact with customers and generate leads. For example, a buyer assistant can pitch your products’ value to customers, gather customer information, and schedule customer meetings. This is great to use as an interactive alternative to traditional web forms on your website.
Buyer Assistant bots include CRM-powered dialogs and automation flows that notify relevant team members when a customer is chatting, intelligently route leads to your sales team, and schedule customer meetings for your sales team. After creating a buyer assistant, you can personalize the conversation experience and adjust the built-in flows to meet your business needs.
What are the benefits?
Generate leads, deliver personalized conversations, and close deals faster with a buyer assistant. Buyer Assistant bots transform the web-to-lead experience and help your sales team sell more with less effort.
What are the requirements to get started?
- Data Requirements: There are no data requirements for Buyer Assistant, which means you can get started using it right away.
- License Requirements: Buyer Assistant is available with the Salesforce Sales Cloud Performance & Unlimited Editions, as well as with Sales Engagement licenses.*
3. Salesforce Einstein Lead Scoring
What does it do?
Einstein Lead Scoring uses data science and machine learning to discover your business’s patterns of lead conversion. It analyzes your past leads to determine which current leads have the most in common with leads that have previously converted. Based on your patterns, Einstein predicts which of your current leads to prioritize.
By using machine learning, Einstein Lead Scoring provides a simpler, faster, and more accurate solution than traditional rules-based lead scoring approaches.
What are the benefits?
Einstein Lead Scoring helps your sales team prioritize their leads by lead score and better focus their time and effort. It also provides some useful insight for sales reps as to what makes a lead more or less likely to convert.
What are the requirements to get started?
- Data Requirements: Einstein will attempt to build a global model until enough data is available for a local model. For a local model: ≥1,000 lead records created and ≥120 of those converted in the last 6 months.
- License Requirements: Einstein Lead Scoring available with the Sales Cloud Einstein license, which is available for an extra cost in: Enterprise, Performance, and Unlimited Editions.*
4. Salesforce Einstein Opportunity Scoring
What does it do?
Salesforce Einstein Opportunity Scoring uses data science and machine learning to give each opportunity a score from 1 to 99, which is available on opportunity records and list views. This represents the opportunity’s potential for successful closure.
What are the benefits?
Einstein Opportunity Scoring helps your sales team understand the likelihood that an opportunity will be won. For each opportunity score, Einstein shows the factors that have contributed the most to the score, both positively and negatively.
This helps you and your team focus on the right opportunities so you can close more deals.
What are the requirements to get started?
- Data Requirements: Einstein will attempt to build a global model until enough data is available for a local model. For a local model: ≥ 200 closed won and ≥ 200 closed lost opportunities in the last 2 years, each with a lifespan of at least 2 days.
- License Requirements: Salesforce Einstein Opportunity Scoring is available with the Sales Cloud Performance and Unlimited edition licenses, and available to eligible customers for no extra cost in the Sales Cloud Enterprise edition license.*
5. Salesforce Einstein Deal Insights
What does it do?
Einstein Deal Insights uses data science and machine learning to show insights and predictions about deal health. Einstein analyzes your team’s past closed opportunities, both won and lost, and deploys a model tailored to the selling patterns of your company.
What are the benefits?
Salesforce Einstein Deal Insights provides sales teams with recommended actions they can take to move deals forward. For example, Einstein Deal Insights can predict which opportunities with close dates in the current month are unlikely to be won within the same month, and recommend follow-up actions such as e-mails.
What are the requirements to get started?
- Data Requirements: Salesforce Einstein will attempt to build a global model until enough data is available for a local model. For a local model: ≥1,000 lead records created and ≥120 of those converted in the last 6 months
- License Requirements: Einstein Deal Insights is available with the Salesforce Sales Cloud in Enterprise, Performance, and Unlimited Editions.*
Also Read: Benefit of Salesforce for SMEs in Malaysia
6. Einstein Forecasting
What does it do?
Einstein Forecasting uses AI technology to bring more certainty and visibility to your forecasts. It provides your sales teams with predictions about their opportunities. A prediction graph shows past opportunities and forecasts about future performance, and also shows top key performance indicators, including:
- Einstein Prediction: Einstein’s forecast prediction for your sales team’s deals this month.
- Einstein Prediction to Quota Gap: The difference between Einstein’s prediction and your current sales quota.
- Closed to Quota Gap: The difference between your closed deals and current sales quota.
What are the benefits?
SalesforceEinstein Forecasting helps improve forecasting accuracy, get forecast predictions, and track how sales teams are doing.
What are the requirements to get started?
- Data Requirements: Collaborative Forecasting must be enabled, and you must use a standard fiscal year, measure forecasts by opportunity revenue, and forecast hierarchy must include at least one forecasting enabled user who reports to a forecast manager. Opportunities also must be in Salesforce ≥ 24 months;
- License Requirements: Salesforce Einstein Forecasting is available with Sales Cloud Einstein, which is available in Performance and Unlimited Editions, and for an extra cost in Enterprise Edition.*
7. Einstein Conversation Insights
What does it do?
Salesforce Einstein Conversation Insights is a great tool if you are managing voice and/or video calls through Salesforce. It automatically transcribes calls and offers the ability to see insights and trends surfaced them. Calls are recorded and transcribed automatically, and then analyzed for mentions of specific keywords, phrases, and points of interest. Reps and managers can review the call transcript, or see areas that need attention or follow-ups.
What are the benefits?
Einstein Conversation Insights helps your sales team identify conversation trends and coaching moments with ease. It also enables them to compile playlists of successful calls so reps can replicate what works and outsmart the competition.
What are the requirements to get started?
- Data Requirements: Einstein Conversation Insights requires call or video recordings from Lightning Dialer, Service Cloud Voice, Zoom or other supported CTI audio and video partners.
- License Requirements: Einstein is available with the Sales Cloud Performance and Unlimited edition licenses, and for an additional cost in Enterprise Edition.*
8. Einstein Relationship Insights
What does it do?
Imagine having an AI-powered assistant that researches people and companies related to your sales opportunities in no time! Einstein Relationship Insights (ERI) is that assistant for you. The app scans content on the web, such as news articles and internal document repositories, on behalf of your sales reps to uncover key relationship networks.
Here’s what you can do with Einstein Relationship Insights.
- Discover relationships outside your current network by scanning the web and internal documents.
- Boost productivity in sales, service, and operations by spending less time manually searching for individuals and networks.
- Easily create new Salesforce records from any web page
What are the benefits?
Salesforce Einstein Relationship Insights helps sales teams have effective communication with their prospects and accounts, and find warm intros. It also helps them target the right people and companies, source more opportunities, and close deals.
What are the requirements to get started?
- Data Requirements: Einstein
- License Requirements: Einstein Relationship Insights is available with the Sales Cloud Unlimited Edition with Einstein Relationship Insights Basic, and is available for an additional cost with Enterprise, Performance, and Unlimited Editions.
9. Salesforce Einstein Next Best Action
What does it do?
Einstein Next Best Action helps display the right recommendations to the right people at the right time. It enables your team to create and display offers and actions for your users that are tailored to meet your unique criteria, and develop a strategy that applies your business logic to refine those recommendations. Your strategy distills your recommendations into a few key suggestions, like a repair, a discount, or an add-on service.
What are the benefits?
Einstein Next Best Action can remind your sales team to perform certain actions at key moments, helping to close deals, reduce attrition, and drive up/cross-selling.
What are the requirements to get started?
- Data Requirements: There are no data requirements for Einstein Next Best Action, which means you can get started using it right away.
- License Requirements: Einstein Next Best Action is available in Essentials, Professional, Enterprise, Performance, Unlimited, and Developer Editions.
10. Einstein Activity Capture
What does it do?
Let Einstein help keep data between Salesforce and your email and calendar applications up to date. Then you can get back to more important things, like selling. Einstein Activity Capture is a productivity-boosting tool that helps keep data between Salesforce and your email and calendar applications up to date. To keep data up to date between applications, Salesforce Einstein Activity Capture focuses on three types of data—emails, events, and contacts.
- E-mails: Emails that Einstein Activity Capture users send and receive are captured and automatically added to the activity timeline of related account, contact, lead, opportunity, contract, and quote records. Email data is also used to create email insights.
- Events (Calendar): Events are synced between Salesforce and users’ connected Microsoft or Google accounts. You can allow the synced events to be related to Salesforce contact and lead records. When events move from the connected account to Salesforce, they become Salesforce records and are available in standard reporting and Salesforce Platform capabilities.
- Contacts: Contacts are synced between Salesforce and users’ connected Microsoft or Google accounts. When contacts move from the connected account to Salesforce, they become Salesforce records and are available in standard reporting and Salesforce platform capabilities.
What are the benefits?
Einstein Activity Capture helps your sales team be more productive and reduce data entry. It also helps make the latest communications with customers quickly and easily accessible within the context of CRM data, for example for management review.
What are the requirements to get started?
- Data Requirements: Salesforce Einstein Activity Capture requires ≥ 30 accounts, contacts, or leads; and requires Gmail, Microsoft 365, Exchange 2013 or 2016.
- License Requirements: Available with Einstein Activity Capture Standard, which is available in Sales Cloud in Starter, Professional, Enterprise, Performance, and Unlimited Editions.*
11. Einstein Automated Contacts
What does it do?
Sales people (particularly in the B2B space) often communicate with various stakeholders on the customer side to manage and close a deal. This can be difficult to manage, and often times as additional contacts become involved in an opportunity, sales reps might forget to add them to the CRM.
Einstein Automated Contacts uses email and event activity automatically brought in to Salesforce to find new contacts and opportunity contact roles to add to Salesforce. If your admin chooses that new data is suggested to you, you see suggestions in the Einstein Insights component. If your admin chooses that data is added automatically, notifications alert you when new data is added to Salesforce.
What are the benefits?
Salesforce Einstein Automated Contacts helps sales teams spend even less time on data entry and improve productivity. It also ensures that all contacts that your sales team engage with are captured in the CRM, which assists with future marketing activities.
What are the requirements to get started?
- Data Requirements: Einstein Automated Contacts requires ≥ 30 business accounts. If you use Person Accounts, >= 50 percent of accounts must be business accounts.
- License Requirements: Einstein Automated Contacts is available with Sales Cloud Einstein, which is available in Performance and Unlimited Editions, and for an extra cost in Enterprise Edition.*
12. Salesforce Einstein E-mail Insights
What does it do?
Einstein Email Insights gives sales reps critical sales context alongside relevant emails. It automatically notices key signals (such as when pricing is discussed or a request is made) and highlights them for analysis.
What are the benefits?
Einstein Email Insights makes it easier for your sales team to analyze e-mails and to send the perfect response at the perfect time.
What are the requirements to get started?
- Data Requirements: Einstein Activity capture must be enabled.
- License Requirements: Available with Einstein Activity Capture Standard, which is available in Sales Cloud in Starter, Professional, Enterprise, Performance, and Unlimited Editions.*
13. Einstein Recommended Connections
What does it do?
Salesforce Einstein Recommended Connections uses e-mail & event data to get insights about your teams network to see who knows your customers and can help out on a deal. This is particularly useful for large organizations, where you may not be aware that someone else from your company might already be engaging with a customer.
What are the benefits?
Einstein Recommended Connections can help sales teams better align and engage with customers.
What are the requirements to get started?
- Data Requirements: Einstein Activity capture or Inbox must be enabled.
- License Requirements: Einstein Recommended Connections is available with the Sales Cloud Einstein or Sales Engagement License, which are available for an extra cost in Enterprise, Performance, and Unlimited Editions.*
14. Einstein Discovery for Sales Analytics
What does it do?
Sales Analytics brings the power of Analytics to Sales Cloud on any device that supports Analytics. With intuitive visualizations based on your Salesforce data, Sales Analytics lets you move from insight to action quickly and helps you turn data into smarter sales.
Salesforce Einstein Discovery for Sales Analytics augments your business intelligence with statistical modeling and supervised machine learning to identify, surface, and visualize insights into your business data. It uses predictive and prescriptive analysis to predict future outcomes, as well as suggests ways in which you can improve predicted outcomes.
Here are a few ways you can leverage this functionality:
- Analyze which types of accounts are leading to higher sales based on the last 365 days, and use a linear regression model to predict which accounts could bring additional revenue.
- Predict the probability for an Account to buy a specific Product.
- Predict the probability an Account will churn.
What are the benefits?
Salesforce Einstein Discovery for Sales Analytics can help your sales team deploy AI and machine learning for more advanced and customized use-cases to gain key insights, and display those insights in a way that’s easy to understand.
What are the requirements to get started?
- Data Requirements: Data requirements can vary based on the use-case.
- License Requirements: Available with the CRM Analytics Plus license, which is available for an extra cost in Enterprise, Performance, and Unlimited Editions.*
15. Salesforce Einstein Search
What does it do?
Einstein Search gives the global search bar more power and intelligence from the first click. With personalization, actionable instant results, and natural language search, Einstein Search can help improve your productivity.
Whether you search for records or want more information, Einstein Search gives you a quick and accessible result.
- Receive personalized results based on how you work in Salesforce.
- See instant suggested records and previews when you start typing.
- Enter a term, and search generates a recommended result.
- Use common words and phrases in the search bar and get relevant information.
With Einstein search, your users can instantly access lists of records with all the right filters directly from the global search box. For example, if a sales rep types in “my open opportunities in Malaysia”, Einstein Search interprets those words like a human would. That means search results show every opportunity owned by your sales rep with an open status from their accounts in Malaysia.
What are the benefits?
Salesforce Einstein Search helps your sales team work faster, complete tasks directly from their search results, and get results that are most relevant to them.
What are the requirements to get started?
- Data Requirements: There are no data requirements for Einstein Search, which means you can get started using it right away.
- License Requirements: Salesforce Einstein Search is available with Salesforce Essentials, Professional, Enterprise, Performance, and Unlimited Editions
*Note: License requirements are subject to change by Salesforce. Do consult with your Salesforce AE to ensure you have the latest information.
