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A.I. to fuel sales? SFDC says yes!


April, 2021: Real impact of “Your call may be recorded for training purposes”!

Salesforce announced that the new Einstein features are now available to help companies with their digital sales. Interestingly, developed during the zoom heavy Covid years, the new AI-powered account-based marketing tools, Sales Cloud 360 is gaining Einstein Conversation Insights, analyzes every one of the organization’s video call transcripts, as well as global models for opportunity scoring and precall summaries with customer histories. Imagine the real impact of every video call being analyzed and success pointers are highlighted for future uses.

Einstein Conversation Insights

To address this new normal, Salesforce is introducing Einstein Conversation Insights, which gathers insights on the frequency of certain keywords or types of interactions during video calls. The goal is to create customized training and one-on-one coaching that aligns with teams’ needs.

Einstein Conversation Insights are new features in Salesforce Meetings, including post-call action items that Einstein automatically surfaces to keep deals moving. Meanwhile, global models for opportunity scoring use aggregated, anonymized trends across Salesforce customers to empower teams with AI before they have enough of their own data. Einstein shows the factors that have contributed most to the score, both positively and negatively. For example, when extra steps are added to an enterprise deal, it indicates that the deal is progressing.

The Forrester report predicts that spending for marketing automation tools will grow “vigorously” over the next few years, from $11.4 billion annually in 2017 to $25.1 billion by 2023. It’s estimated that 55% of marketing decision-makers plan to increase their spending on marketing technology, including AI and machine learning, with one-fifth of the respondents expecting to increase by 10% or more.

Another new capability in Sales Cloud pipeline inspection helps track changes week by week, using AI to focus on the deals that really matter most. Other additions include in-app learning for MyTrailhead, which surfaces relevant education materials like competitor analysis in sellers’ workspaces; Tableau Business Science, a set of AI-generated predictions, insights, and automated explanations from Tableau; and Mulesoft Composer, which allows sales operations teams to connect apps and systems to Salesforce, automate sales processes, and get end-to-end sales data visibility without have to write code or wait on development resources.

Salesforce reported that Einstein Call Insights, Mulesoft Composer, and the new Salesforce Meeting features will be generally available from March 24, 2021. Tableau Business Science in 2021. The in-app learning for MyTrailhead, the global models for opportunity scoring, and pipeline inspection will be available from summer 2021.

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