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Sell Successfully with Salesforce Sales Cloud Einstein Lead Scoring

Garry is the sales manager of a large insurance company, based in New York. For years, his company followed a set process to assign ranks to prospective customers on the basis of their interest and readiness to buy the company’s products. The company used the ranks to qualify the prospects and eliminate those who are not promising. The process helped Garry’s company meet its sales goals for several years. However, in recent times, the insurer is finding hard to enhance its bottom line and is losing a large chunk of prospects to competitors. Garry is understandably under a lot of pressure.

Garry is not alone. Many traditional sales organizations that use a set of fixed criteria to score leads are facing a similar predicament. Why are these businesses faltering? What does it take to score leads effectively to increase sales? The answer – these companies need to go in for predictive lead scoring methods.

What is predictive lead scoring?

Predictive lead scoring is the latest sales paradigm that utilizes data to rank potential customers. Unlike the more traditional lead scoring methodologies, predictive scoring of prospects has little room for guesswork, enabling you to accurately identify prospective customers who are most likely to purchase.

How can companies use predictive lead scoring?

Companies need to use a robust data analytics system that can process customer and marketing data quickly, in a highly effective manner. One of the most widely used data analytics systems to score leads is Salesforce Sales Cloud Einstein Lead Scoring.

Salesforce Sales Cloud Einstein Lead Scoring is an integral part of Salesforce Sales Cloud Einstein, a suite of powerful Artificial Intelligence (AI) powered data analytics tools that allows sales teams to make sense of vast volumes of data to close deals fast, with minimal effort and expenditure.

Why is Salesforce Einstein the Ideal tool to leverage predictive lead scoring?

Rank leads using predictive analytics techniques with just a few clicks

There are several tools in the market that can be used to score leads using predictive analytics techniques. However, users of these applications require good knowledge of coding to realize their full potential. Many sales professionals lack the ability to code, and this prevents them from making effective use of the tools.

Salesforce Sales Cloud Einstein Lead Scoring helps resolve this problem; the data analytics powerhouse is built with the non-technical salesperson in mind. Users of the application can perform statistical and other analytics operations with just a few clicks. The innovative tool can be used anytime, anywhere, on any connected device, including smartphones. This enables sales personnel to get timely insights, which go a long way in ensuring selling success. More about timeliness of insights in a moment.

Get the right, timely inputs to handle the most promising leads first

It’s well-said a lead that is not pursued at the right time is a lost lead. Sales teams need to determine the leads that are most likely to close, so that they can pursue them without delays. However, identifying the most promising leads is fraught with difficulty, as it involves analyzing multiple aspects and obtaining the results in near real time.