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            Einstein Deal Insights

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            Einstein Deal Insights

            Einstein Deal Insights uses data science and machine learning to surface predictions about deal health in Pipeline Inspection, along with recommended actions to help sales teams move deals forward.

            Required Editions

            View supported editions.

            You can access deal insights on the Insights tab of the Pipeline Inspection side panel. For greater visibility directly in your flow of work, you can also add the Alerts column to the Pipeline Inspection view. The column shows a count of deal insights for an opportunity and highlights the three most urgent ones to address. Deal insights come from several sources, and what you see depends on the features enabled in your org.

            Insights from Einstein Opportunity Scoring

            Show insights about deal progression and sales activities. To get the most out of these insights, use Einstein Activity Capture to connect your email, calendar, events, and contacts to Salesforce.

            Einstein analyzes patterns in your data to build a data model. Insights appear in Pipeline Inspection if the Einstein Opportunity Scoring model determines that they’re influential in the deal’s likelihood to close. The insights can be positive or negative factors. Einstein analyzes the opportunity data weekly and refreshes the model. Then, the model is used multiple times daily to update the insights you see.

            Criteria Used to Generate Insights Reasons Insights Aren't Shown
            • Standard opportunity fields, opportunity record history, tasks, and activities
            • Automatically synced email and calendar data (if Einstein Activity Capture is enabled)
            • An insight that’s generated isn’t one of the top supporting factors for the opportunity score.
            • There's not enough activity data. Einstein Activity Capture isn’t set up, or not enough activity data is associated with the opportunity.
            • The opportunity is closed, so insights are removed.

            Insights about Service Cases

            Show insights about service cases that can affect the progress of an opportunity.

            When the Pipeline Inspection side panel is open, Salesforce checks for cases related to the opportunity. If service cases are found, insights are shown.

            Criteria Used to Generate Insights Reasons Insights Aren't Shown
            • Cases for opportunity contacts, products, and the opportunity’s account
            • Related cases within the last 30 days
            • You don’t use cases.
            • There are no cases within the last 30 days for an opportunity contact, opportunity product, or an opportunity’s account.
            • The opportunity is closed, so insights are removed.

            Insights from Einstein Activity Capture and Einstein Email Insights

            Show email-related insights that indicate whether contacts have raised concerns about competition or pricing. Einstein analyzes email sent to Einstein Activity Capture users only.

            Criteria Used to Generate Insights Reasons Insights Aren't Shown
            • Competition Mentioned. An email where the sender mentions a competitive business situation
            • Pricing Discussed. An email where the sender discusses or asks for pricing or billing information
            • Einstein Activity Capture was turned off, and past emails were hidden.
            • The user’s email isn’t connecting or syncing properly with Einstein Activity Capture.
            • There were no email insights within the last 7 days.
            • Einstein Email Insights isn’t enabled.

            Insights from Einstein Conversation Insights

            Show insights based on call recordings that reveal specific customer concerns.

            Einstein analyzes voice and video calls and shows conversation trends and insights. Calls are recorded and analyzed for mentions of specific keywords, phrases, and points of interest.

            Criteria Used to Generate Insights Reasons Insights Aren't Shown
            • Objections related to budget, authority, need, or timing
            • Mentions of specific competitor names, raised in the context of a challenge
            • Challenges related to topics such as trust, privacy, compliance, ethics, or security
            • Calls without any action items identified
            • There were no insights from the most recent call within the last 7 days.

            Insights about Buyers

            Show insights based on contacts that are detractors on deals.

            Einstein analyzes contacts across company levels on accounts and opportunities to discover key stakeholders, deal champions, and potential risks. Buyer insights are shown if a contact on the opportunity is marked as a detractor on the Buyer Attributes field.

            Criteria Used to Generate Insights Reasons Insights Aren't Shown
            • Contacts marked as detractors on the opportunity
            • The opportunity has no contacts.
            • None of the contacts on the opportunity are marked as a detractor.

            See Also

             
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