Salesforce's latest AI wizardry turns sales calls into closing calls—because who doesn't love a magic touch in closing deals?

AI and data features: your secret weapons for turning sales calls into power calls, where productivity meets visibility! Ready to unleash the sales superhero within? Let's go!

Salesforce has announced expanded capabilities to make sales calls more productive: New features render the conversations in Einstein with Sales Signal and new Einstein Copilot action in Sales Cloud. These innovations build on AI in CRM context to change how sellers pre-shopping, doing, and follow-up calls with customers and prospects – and perhaps most importantly – achieve this in less time as they improve their shut-rate. undefined undefined

Why it matters: A sales rep spends over 70% percent of his/her time on various non-sales activities whereas only 20% of his/her time is spent on actually selling, either on the phone or with an actual visit to a potential customer; there is no time that is considered wasted in the life of a sales representative. Regarding this purpose, to enhance the efficiency and the productivity, more and more companies are trying to apply the AI technology to better manage time for reps, monitor the activities of salespeople, and identify customers’ needs.

The innovations announced today use AI to accelerate call preparation and follow-up while automating non-selling tasks – freeing sellers to focus on ensuring the best sales experience for their customers and prospects with:

Einstein Conversation Insights (ECI) is applied to generative AI sellers get more time in their days to spend answering phone calls and navigating deals through the sales funnel since administrative work is computed by the generative AI. There is enhancement of new and dynamic call summaries and call exploration where Einstein creates post call summaries which can be reviewed by using natural language prompts. These innovations are based on the potential of the capabilities of Einstein Conversation Insights that have already freed up sellers’ time through speech-to-text meeting notes, call notes and insights, and action items, as well as automatic CRM updates to which data entry is no longer necessary.

Yielding on Sales Signals, which will enable the outright assimilation of insights from the teams’ calls with ECI, thereby putting in place data-driven selling for the sales teams. Moreover, having the data that is united from all the meetings held with the customers, it will be possible for the sales and marketing professional teams to quickly and easily have the possibility to think and find about the common trends, indications of improvement, and opportunities to develop and enhance the methods and strategies on the go-to-market strategies as well.

New Einstein Copilot for Sales Actions, which will enable sellers to get more prepared for their selling day and allow focused call preparedness as well as follow up through the creation of prioritized daily agendas as well as to-do lists, identification of the best leads and accounts, as well as new accounts, as well as the automatic identification of prospects or cases which require attention. By such moves, Einstein Copilot will also be able to follow up customers and prospects who have been called and send them call-related follow-up emails. Moreover, sellers can leverage Einstein Copilot regardless of the environment in which they are operating, be it a CRM or a web browser, or a business application, to name a few examples.

Availability:

• Sales Signals will be generally available in summer 2024 for purchase through Einstein Conversation Insights. Existing ECI capabilities are available across 30 languages and support integrations with Microsoft Teams, Zoom, Google Meet, Amazon Connect, and RingCentral.

• Generative AI capabilities in Einstein Conversation Insights, including Call Summaries and Call Explorer, are generally available now.

• New Einstein Copilot for Sales actions will be generally available in summer 2024.

• All innovations outlined above are included in Einstein 1 Sales Edition.