AI Based Opportunity Scoring

15May

Generative AI for Channel Sales Teams

Salesforce unveiled new AI, CRM, and Slack sales enhancements tailored for its Partner Relationship Management (PRM) solution. Generative AI for Channel Sales Teams. The latest generative and predictive AI is now accessible to channel managers, third-party resellers, brokers, and various indirect sellers. Generative AI introduces advanced capabilities to streamline channel management and expedite partner sales. Moreover, the AI seamlessly integrated into the CRM aids channel managers and partners in maintaining focus and alignment on top-priority opportunities. This announcement expands Einstein for Sales directly into the workflows of channel managers and their partners. Einstein Copilot streamlines operations and enables channel managers to focus on scalability by automating administrative tasks and sharing proactive insights on promising leads and opportunities. Furthermore, the integration of Slack AI and PRM for Slack facilitates swift collaboration and data sharing among internal and external partners. Why it’s significant: What’s new: Salesforce perspective: “New generative AI, data, and automation capabilities in a Slack-first PRM will offer channel sales teams practical tools to enhance partner and internal processes. This will help Salesforce partners and sellers increase collaboration, improve seller productivity on both sides, deepen relationships, and enable growth.” – Ryan Nunez, VP, Industry Solutions Customer perspective: “Thanks to Partner Relationship Management, our team can help our partners get up and running faster, and they can automate a lot of what they used to do previously. We’re also excited to see how the AI insights – such as lead scoring – will give our partners clear guidance on what to focus on much faster.” – Hooman Shahidi, Chief Executive Officer and Co-Founder, EVPassport Availability: Disclaimer: Any unreleased services or features referenced here are not currently available and may not be delivered on time or at all. Customers should make their purchase decisions based upon features that are currently available. Like Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

May 15, 2024in Einstein 1 Platform, Generative AI, Salesforce, Unified Knowledge

05Apr

Einstein Opportunity Scoring Explained

Utilize Artificial Intelligence to Optimize Opportunity Management: Einstein Opportunity Scoring Explained Let artificial intelligence (AI) empower you and your team to focus on the most promising opportunities and maximize deal closure rates. Each opportunity is assigned a score ranging from 1 to 99, providing valuable insights into its potential outcome. These scores are readily available on opportunity records and list views, ensuring easy access to critical information. Moreover, if you utilize Collaborative Forecasts, opportunity scores are also integrated into the forecasts page, enhancing visibility and forecasting accuracy. Einstein Opportunity Scoring is a versatile tool accessible to users with or without a Sales Cloud Einstein license. It provides a predictive assessment of the likelihood that an opportunity will result in a successful deal. For each opportunity score generated by Einstein, users gain visibility into the key factors influencing the score, both positively and negatively. In the Lightning Experience interface, opportunity scores are conveniently displayed on the compact layout of opportunity records or on the Details tab. Hovering over the score reveals a breakdown of the contributing factors, allowing users to understand why a particular score was assigned. For instance, a high score may indicate that the opportunity is progressing rapidly through the sales stages compared to others. For users navigating Salesforce Classic, the opportunity score is presented on the record detail of opportunity records, accompanied by the contributing factors. Customizing Opportunity Management with Opportunity Scores: Admins have the flexibility to incorporate the Opportunity Score field into various opportunity list views, empowering users to prioritize and manage opportunities effectively. In Lightning Experience, hovering over the score in list views provides insights into the factors influencing the score. However, in Salesforce Classic, users need to navigate to the opportunity record detail page to access this information. Furthermore, for organizations leveraging Collaborative Forecasts, admins can seamlessly integrate opportunity scores into the opportunity list on the forecasts page, enhancing forecasting accuracy and sales planning. Understanding Opportunity Score Criteria: The opportunity score is derived from a comprehensive analysis of various factors, including market demand, competitive landscape, potential return on investment, and resource requirements. By considering these criteria, Einstein Opportunity Scoring provides actionable insights to guide decision-making and resource allocation. Exploring Einstein Lead Scoring Criteria: In addition to opportunity scoring, Einstein offers lead scoring functionality to identify high-quality leads. By analyzing past leads, Einstein determines which current leads share similarities with those that have previously converted. Admins can customize lead scoring criteria by including or excluding specific lead fields based on their relevance to lead quality. Sales Cloud Einstein Scoring Hierarchy: Einstein Opportunity Scoring is part of Sales Cloud Einstein Scoring, which encompasses both opportunity and lead scoring capabilities. In this hierarchy, Einstein Lead Scoring falls under the broader umbrella of Salesforce’s Sales Cloud Einstein model. Together, these scoring mechanisms empower sales teams with predictive insights to optimize their sales processes and drive success. Einstein Opportunity Scoring equips sales professionals with predictive analytics to assess opportunity viability accurately. By leveraging AI-driven scoring, organizations can streamline opportunity management, prioritize resources effectively, and ultimately, enhance sales performance and revenue growth. Like1 Related Posts Salesforce Artificial Intelligence Is artificial intelligence integrated into Salesforce? Salesforce Einstein stands as an intelligent layer embedded within the Lightning Platform, bringing robust Read more Salesforce’s Quest for AI for the Masses The software engine, Optimus Prime (not to be confused with the Autobot leader), originated in a basement beneath a West Read more How Travel Companies Are Using Big Data and Analytics In today’s hyper-competitive business world, travel and hospitality consumers have more choices than ever before. With hundreds of hotel chains Read more Sales Cloud Einstein Forecasting Salesforce, the global leader in CRM, recently unveiled the next generation of Sales Cloud Einstein, Sales Cloud Einstein Forecasting, incorporating Read more

April 5, 2024in Einstein Insights, Salesforce Einstein

03Dec

Customizable Campaign Influence

How Customizable Campaign Influence Works Customizable Campaign Influence in Salesforce enables businesses to track and assign revenue share to campaigns using both standard and custom attribution models. These models can be updated manually or through automated processes. By adding Customizable Campaign Influence data to related lists and reports, sales teams can better understand which campaigns are driving their opportunity pipeline. How Influence Models Operate Influence models scan active campaigns to identify members who have a contact role on an open opportunity. Based on this relationship, the model creates a campaign influence record. Influence can be assigned manually on an opportunity record or automatically via Apex triggers or the API. Once an opportunity’s stage is closed (won or lost), no new influence records are created. Campaign Influence considers every campaign member, regardless of their status. The Customizable Campaign Influence models use the Campaign, Opportunity, and Campaign Influence junction objects. Enabling this feature adds the standard objects CampaignInfluence and CampaignInfluenceModel to your org. You can then build reports or dashboards for any active influence model. Access to Campaign Influence Records Campaign influence records are visible through related lists and reports. A related list shows data from one model at a time, and you can set the default model for display. To allow users to add or edit campaign influence records from opportunity records, ensure the default model is custom and unlocked. Note: In Salesforce Classic, the Influenced Opportunities related list shows an opportunity only if the influence is more than 0%. In Lightning Experience, opportunity records are displayed regardless of the influence percentage. Standard vs. Custom Models The default model is the Primary Campaign Source, which assigns 100% influence to the campaign listed in the Primary Campaign Source field on an opportunity. This model uses auto-association, so users cannot manually add campaign influence records. Primary Campaign Source model influence records are recalculated when: If the Primary Campaign Source model doesn’t suit your needs, you can create custom models. Users can manually add or edit an influence percentage in the Campaign Influence related list on an opportunity record. Custom models are unlocked by default, allowing users to update records themselves. Locked custom models accept updates via API only. Note: Opportunities added by the primary source campaign field appear in Campaign Statistics only when the Primary Source Campaign model is set as the default. With other models, the value shows opportunities added by auto-association only. Customizable Campaign Influence To preserve opportunity data, custom campaign influence records aren’t deleted when the associated campaign is deleted. You can delete campaign influence records from the Opportunity related list or via the API. Auto-Association Settings Customizable Campaign Influence models use auto-association based on your criteria, such as time frame and campaign types, with additional filters using standard fields. The same settings apply to all models. You can set an auto-association time frame in Setup to define when a member-contact relationship is considered influential. To allow users to assign influence percentages, create a custom model. Both default and custom models can use auto-association rules based on standard and custom fields. Additional Campaign Influence Models for Marketers For users of both Sales Cloud and Account Engagement, additional models like first touch, last touch, and even distribution can be enabled. These models support auto-association rules using standard fields only. Additional Models: If these additional models aren’t enabled, only the Primary Campaign Source model and custom models are available. Like Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

December 3, 2023in Salesforce Marketing Cloud Account Engagement (Pardot)

07Feb

Key Benefits of Selling With Salesforce

What is a key advantage for businesses of selling with Salesforce? Benefits of Selling With Salesforce. Salesforce serves as a centralized hub for managing customer relationships, securely storing data, interactions, and deal information in the cloud. This ensures data safety and prevents the loss of critical or time-sensitive information while improving team collaboration. One of the benefits of utilizing Salesforce lies in the richness and depth of information it provides. Users gain visibility into individual accounts, contacts, tasks, events, and opportunities associated with leads, offering comprehensive insights before engaging with potential customers. Having essential customer information readily available empowers both you and your company’s representatives to strategize for accounts. This hands-on approach facilitates genuine connections with clients, allowing reps to adjust plans dynamically for improved results. Salesforce even offers a feature to create to-do items, aiding in organizational efficiency throughout the day. Salesforce enables the creation of reminders and calendars, ensuring timely follow-ups on important tasks with customers, account managers, or upper management. This approach minimizes the risk of oversights. Benefits of Selling With Salesforce positively impact everyone across teams and departments. Salesforce Platform The platform enhances time management by providing all necessary information to prioritize work for clients. Built-in calendar tools offer visualizations of schedules on a daily, weekly, monthly, or yearly basis, enabling users to stay organized at every step of lead nurturing. Salesforce facilitates seamless communication within your team through the “Chatter” feature, allowing discussions about work-related information. This feature also streamlines collaboration by adding team members to accounts or opportunities that require special attention. Being a cloud-based product, Salesforce ensures accessibility wherever there is an internet connection, including on mobile devices through its dedicated app. This flexibility is advantageous for business owners and marketing managers who wish to maintain constant communication with their teams, ensuring data availability without reliance on a centralized location. Cloud-based Salesforce’s cloud-based nature enhances security, providing a central repository for data accessible at all times. Additionally, the platform supports real-time updates on accounts and clients, promoting excellent customer service. Salesforce aids in structuring and visualizing the sales process through a sales pipeline, allowing salespeople to effectively manage and track the intricate activities crucial for closing deals. Salesforce’s Sales Cloud allows you to streamline the sales process and build efficiencies. Workflow automation, opportunity management, detailed sales forecasting and more features coupled with additional Salesforce Clouds create custom solutions for your business. Additionally, account planning, time management, team collaboration and accessibility are all enhanced with Salesforce. Tracking Salesforce can track the best-selling products and the purchase history of customers, which in turn will help you decide how to make the best use of resources. Salesforce does not consist of a single element with multiple features. It’s broken into different sections of functionality that nevertheless work in concert. Contact Tectonic today to explore how Salesforce can benefit your sales teams. Like Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

February 7, 2023in Salesforce, Salesforce Sales Cloud

09Apr

Einstein Opportunity Scoring

Let Salesforce’s artificial intelligence help you and your team focus on the right opportunities so you can close more deals with Einstein Opportunity Scoring. Each opportunity in Salesforce is given a score, from 1 to 99, which is available on opportunity records and list views. Sales reps use these opportunity scores to identify top opportunities. If you use Collaborative Forecasts, opportunity scores are also available on the forecasts page. Plus, use scores with reports, Process Builder, and workflows. Einstein Opportunity Scoring is available to users with or without a Sales Cloud Einstein license. Opportunity scores tell you the likelihood that an opportunity will be closed won. For each opportunity score, Einstein shows the factors that have contributed the most to the score, both positively and negatively. Einstein uses your team’s past closed opportunities, won and lost, to create a predictive scoring model. This model helps identify which opportunities are most likely to result in a win. Einstein Opportunity Scoring in Lightning In Lightning Experience, the score is shown on the compact layout of opportunity records or on the Details tab. Hover over the score to see a list of factors that contribute to the score. For example, a score could be relatively high because the opportunity is moving quickly through the stages compared to other opportunities. In Salesforce Classic, the score is shown on the record detail of opportunity records. The contributing factors are shown. You can add the Opportunity Score field to any of your opportunity list views. If you don’t see the score on public list views, ask your Salesforce admin to add it. In Lightning Experience, hover over the score in the list view to see the factors that contribute to the score. In Salesforce Classic, the contributing factors aren’t available from the list views. Instead, navigate to the opportunity record detail page. The opportunity score can be calculated using a variety of factors, such as market demand, competitive landscape, the potential ROI, and the resources required to pursue the opportunity. Einstein Opportunity Scoring provides an unbiased, objective prediction on the likelihood of a deal closing, based on data patterns from previously closed deals. Then, take the guesswork out of forecasting. Einstein Forecasting uses AI technology to bring more certainty and visibility to your forecasts. Improve forecasting accuracy, get forecast predictions, and track how sales teams are doing. What is the difference between Einstein Lead Scoring and opportunity scoring? Einstein Opportunity Scoring is part of Sales Cloud Einstein Scoring, which also includes Einstein Lead Scoring. In the hierarchy, Einstein Lead Scoring comes under Salesforce’s Sales Cloud Einstein model. Opportunity scores tell the salesperson the likelihood of an opportunity to be won. Like1 Related Posts 50 Advantages of Salesforce Sales Cloud According to the Salesforce 2017 State of Service report, 85% of executives with service oversight identify customer service as a Read more Salesforce Artificial Intelligence Is artificial intelligence integrated into Salesforce? Salesforce Einstein stands as an intelligent layer embedded within the Lightning Platform, bringing robust Read more Salesforce’s Quest for AI for the Masses The software engine, Optimus Prime (not to be confused with the Autobot leader), originated in a basement beneath a West Read more How Travel Companies Are Using Big Data and Analytics In today’s hyper-competitive business world, travel and hospitality consumers have more choices than ever before. With hundreds of hotel chains Read more

April 9, 2021in Einstein 1 Platform, Einstein Insights, Salesforce Einstein, Salesforce Sales Cloud

18Feb

Opportunity Scoring with Einstein

Salesforce has placed significant emphasis on developing their new Artificial Intelligence engine, Einstein, in recent years. One standout feature that has garnered attention is Einstein Opportunity Scoring, which will become available for free following the Summer ’20 release. This feature is offered to all Salesforce customers. So, what exactly is Einstein Opportunity Scoring? It’s a system that leverages data science and machine learning to score sales opportunities, enabling users to prioritize their actions effectively. Here’s how it works: The advantages of opportunity scoring are manifold: So, how does Einstein Opportunity Scoring operate? To implement Einstein Opportunity Scoring, certain prerequisites must be met: Building the prediction set involves defining positive and negative examples based on various criteria such as past outcomes, opportunity progress, and account activity. Implementation entails setting up the prediction using the Einstein Prediction Builder, defining the segment, specifying prediction outcomes, and selecting relevant fields. After deployment, users can monitor the prediction set status and review the predictions to ensure they align with business objectives. Over time, real-life data can be analyzed to assess the accuracy and effectiveness of the predictions. To enhance opportunity scores, users are advised to maintain accurate data, progress opportunities through stages promptly, and ensure completeness of opportunity records. Access to Einstein Opportunity Scoring is included in the Sales Cloud Einstein product suite at no additional cost, accessible through the Sales Cloud Einstein For Everyone permission set. By leveraging Einstein Opportunity Scoring, Salesforce customers can optimize their sales processes, improve efficiency, and make more informed decisions to drive business success. Like1 Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

February 18, 2021in Einstein Insights

AI Based Opportunity Scoring

Einstein Opportunity Scoring Explained

Customizable Campaign Influence

Key Benefits of Selling With Salesforce

Einstein Opportunity Scoring

Opportunity Scoring with Einstein

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