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Drive Sales Velocity through Einstein – Salesforce’s flagship AI tool

Salesforce unleashed the power of predictive analytics through Einstein, first launched in 2016. Einstein, often referred to as the “AI for CRM”) can be leveraged by businesses to predict future behavior while pre-empting corrective action.

According to an article published on NADAQ, “Salesforce.com (NYSE: CRM) estimates that AI-related CRM spending will jump nearly five-fold to $46.3 billion in 2021 from 2016 levels. This is why Salesforce is busy integrating AI features into its services, and its latest addition could help it attack a lucrative niche of the CRM space.”

Salesforce continues to bet on Einstein, AI, advanced analytics and their application (beyond CRM) as indicated in its 2020 Annual Report

Most organisations struggle with the technical expertise and infrastructure required to develop and / or deliver results using Artificial Intelligence solutions. Salesforce Einstein bridges that chasm by providing a suite of tools enabling companies to monetise their data through intelligent insights.

Sales Rep’s can generate qualified leads faster, improve conversions and accelerate wins by leveraging Einstein’s predictive guidance as follows:

 

Lead scoring

Sales Cloud-Einstein can automatically analyze historical sales data to surface top factors that determine the probability of a lead converting to an opportunity. Data science augments the Lead Scoring process while machine learning improves the accuracy of predictions over time.

Einstein factors in lead/prospect sentiment by analysing historical engagement and trends in order to identify targets with the highest win probability.  Lead insights offered via Einstein provides a competitive advantage to Account Executives by focusing them on leads with the highest propensity to subscribe.

 

Account Insights

Account level insights are are generated by analysing the account dynamics gleaned from thousands of news articles each day.  Major events and developments in target accounts inform the buying propensity of a prospect / existing customer. To add to that, the analytics offer guidance at a more granular level to focus the sales team on challenges and issues addressable by the solution or product on offer. By aligning with prospect/customer’s pain early in the sales process, Account Executives can differentiate their offerings more effectively while accelerating opportunity closure.  An indicative summary of benefits driven through “intent data” and better proposition – pain alignment is as follows:

 

Einstein Opportunity Insights

Einstein leverages Sales Cloud data from historical sales cycles and engagement with customers (e.g., email) to identify unique patterns over the course of a customer’s buying journey. It layers past behaviour with trends to predict opportunity health and recognizes when deals are on track Vs being at risk; alerts and/or insights surfaced can guide sellers on counteractive measures to prevent the opportunity from getting derailed. In addition to course corrections, the insights inform situational tactics – recommendations on product offers, for example – that can increase win probability and reduce cycle time. A high level summary of feature-functionality enabled via Account Insights:

 

 

Einstein Activity Capture

Sales representatives can focus on what matters most – progressing opportunities – instead of the operational tasks like recording and linking various events to the various stages of the sales cycle.  Einstein allows seamless integration with Microsoft and Google to capture email and calendar events When reps send and / or receive email and calendar events, Activity Capture adds the messages to the Activity Timeline records in Salesforce – no manual data entry is required at any stage. The captured messages are visible across the Activity Timeline so the entire sales team can stay informed in real-time.

 

The average rep spends upto 28 hours per week reading and answering email. Providing reps with the ability schedule meetings, disseminate information, and negotiate deals via Activity Capture frees up time that can be used to engage buyers instead.

In addition to the operational efficiency enabled via this process, email insights are surface to inform the interaction with a contact.

Key benefits of Activity Capture:


Author : Parag Sharma

Parag Sharma is one of Hansen’s techno-functional Salesforce Quote to Cash experts.  He has had a variety of roles including Technical Lead and Technical Architect successfully delivering multiple full project lifecycle CPQ, Billing and CLM implementations into enterprise organisations across multiple verticals.

parag.sharma@hansen.co.uk


About Hansen

Hansen is a specialist consultancy helping you maximise Lead-to-Cash ROI. Our expertise is focused on unlocking value from your investments in CPQ, Billing and Unified Commerce on the Salesforce ecosystem.

With Lightning Flows, Salesforce has launched a powerful feature for advanced administration. Using this feature, Salesforce admins can achieve the desired Flows without developer input.

There are two types of Flows in Salesforce

In this blog, we are going to focus on a specific feature of Screen Flow, involving customizing the standard footer and create a Custom Footer.

The Footer is an area which drives Flow navigation. It includes various buttons such as Previous, Next, Pause and Finish. By default, the Flow Footer displays the available actions as standard buttons. Next and Finish use the brand variant style, and Previous and Pause use the neutral variant. Also, Pause floats left, while the rest of the buttons float right.

Scenarios that require the Standard Footer to be replaced with the Custom Footer:

In order to make Lightning components available in the Flow Screen, we need to implement the lightning:availableForFlowScreens Interface. The Lightening component inherits the following attributes:

NameTypeDescription
availableActionsstring[]The navigation actions available for this screen.
Valid actions are NEXT, PREVIOUS, FINISH, and PAUSE.
navigateFlowActionReferences the appropriate navigation action to move away from this screen.
screenHelpTextStringHelp text for this screen.
validateActionCustom validation is invoked when the flow navigates to the next screen.
[Pass a function into this attribute that evaluates the component and returns values for isValid and errorMessage.]

 

We can use availableActions to determine which buttons get displayed by setting the component’s local attributes:

To begin with, we need to remove the Standard Footer from the Lightning Flow. In order to do that:

Now let’s have a quick look at how we can create a Custom Footer and tag it as a lightning component.

Component

JS Controller

Tips and tricks for creating a Custom Footer Lighting component

Author : Nikunj Vedia

Nikunj Vedia is one of Hansen’s techno-functional Salesforce Quote to Cash experts.  He has had a variety of roles including Developer, Technical Lead and Technical Architect successfully delivering multiple full project lifecycle CPQ, Billing and CLM implementations into organisations across multiple verticals.

nikunj.vedia@hansen.co.uk


About Hansen

Hansen is a specialist consultancy helping you maximise Lead-to-Cash ROI. Our expertise is focused on unlocking value from your investments in CPQ, Billing and Unified Commerce on the Salesforce ecosystem.


References :
  1. https://developer.salesforce.com/docs/atlas.en-us.lightning.meta/lightning/components_config_for_flow_screens_replace_footer.htm
  2. https://developer.salesforce.com/docs/component-library/bundle/lightning:availableForFlowScreens/documentation