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Get Smart with Salesforce Einstein

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  1. Get Started with Einstein
    7 Topics
  2. Learn About Einstein Out-Of-The-Box Applications
    7 Topics
  3. Responsible Creation of Artificial Intelligence
    Use the Einstein Platform
    9 Topics
  4. Understand the Ethical Use of Technology
    8 Topics
  5. Learn the Basics of Artificial Intelligence
    5 Topics
  6. Recognize Bias in Artificial Intelligence
    6 Topics
  7. Einstein Bots Basics
    Remove Bias from Your Data and Algorithms
    6 Topics
  8. Learn About Einstein Bots
    6 Topics
  9. Plan Your Bot Content
    4 Topics
  10. Einstein Next Best Action
    Learn the Prerequisites and Enable Einstein Bots
    3 Topics
  11. Get Started with Einstein Next Best Action
    9 Topics
  12. Sales Cloud Einstein
    Understand How Einstein Next Best Action Works
    7 Topics
  13. Increase Sales Productivity
    5 Topics
  14. Automate Sales Activities
    5 Topics
  15. Target the Best Leads
    3 Topics
  16. Close More Deals
    6 Topics
  17. Connect with Your Customers and Create New Business
    4 Topics
  18. Sales Cloud Einstein Rollout Strategies
    Improve Sales Predictions
    4 Topics
  19. Use AI to Improve Sales
  20. Start with a Plan
  21. Set Goals and Priorities
  22. Get Ready for Einstein
  23. Quick Start: Einstein Prediction Builder
    Start Using Sales Cloud Einstein
  24. Sign Up for an Einstein Prediction Builder Trailhead Playground
  25. Create a Formula Field to Predict
  26. Enrich Your Prediction
  27. Build a Prediction
  28. Quick Start: Einstein Image Classification
    Create a List View for Your Predictions
  29. Get an Einstein Platform Services Account
  30. Get the Code
  31. Create a Remote Site
  32. Create the Apex Classes
  33. Einstein Intent API Basics
    Create the Visualforce Page
  34. Get Started with Einstein Language
  35. Set Up Your Environment
  36. Create the Dataset
  37. Train the Dataset and Create a Model
  38. Put Predictions into Action with Next Best Action
    Use the Model to Make a Prediction
  39. Learn the Basics and Set Up a Custom Playground
  40. Define and Build a Prediction
  41. Customize Your Contact and List Displays
  42. Create Recommendations for Einstein Next Best Action
  43. Create a Next Best Action Strategy
  44. Add Next Best Action to Your Contacts
  45. Salesforce Einstein Basics
    Get Started with Einstein
Lesson 15, Topic 3
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Introducing Einstein Lead Scoring

Abhishek October 12, 2021
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At last, Pepper takes a breath. You fill her in on your project to add AI to Honeydew’s secret sauce. You tell her that Sales Cloud Einstein includes Einstein Lead Scoring. This feature applies the power of AI to analyze your history of lead conversions and find the true patterns in those conversions—patterns you probably had no idea existed. And because Sales Cloud Einstein already understands the format of your lead and opportunity data, it can start analyzing and finding patterns almost as soon as you turn it on.

Pepper’s interest is piqued. She asks, “So what does Einstein Lead Scoring do once it finds the patterns?”

You explain that Einstein Lead Scoring gives each lead a score based on how well it matches your company’s particular lead conversion patterns. The higher the score, the hotter the lead. All your sales reps have to do is sort their leads by Score and start at the top of the list.

Einstein Lead Scoring

Lead scores in a typical leads list view (1), along with the reasons behind the score (2). The lock (3) shows that the lead score is read-only.

Pepper is still a bit skeptical. She wants to know how her sales reps will be convinced that they can trust the scores. You tell her that Einstein Lead Scoring shows you exactly which details about each lead have the greatest effect on its score. So your sales reps can see the patterns that have been hiding in your data all along. These are the real insights.

Lead scores and their predictive factors are visible not just in list views, but also on detail pages. So the information stays handy whether reps are sorting leads or getting ready to make a call or send an email.

Lead Scoring

The Einstein component on a lead detail page. Each score includes the field values that affect the score most (1).

As your team continues to convert more leads over time, Einstein Lead Scoring constantly adjusts its analysis in order to discover any new patterns that emerge.

Pepper starts wondering if you can measure the overall impact of lead scoring on the business. Can you easily tell whether leads with high scores are actually converting at a higher rate? You love being able to grant her every wish. You tell her that Einstein Lead Scoring includes both an operational dashboard and an Einstein Analytics dashboard with reports that show you your conversion rates by lead score and average lead score by lead source. And you can even see the distribution of lead scores among your converted and lost leads. So it’s easy to see how lead scores are correlating to your bottom line.

Pepper is impressed. She’s starting to think Einstein Lead Scoring can really spice up her teams’ process and bottom line. Now she wants to know what else Sales Cloud Einstein can contribute to her tool box. Can Einstein help her team even after they’ve converted a lead?

Resources

Use these resources to learn more about Einstein Lead Scoring.