There’s no shortage of new shiny tools and features being released on virtually any CRM and business development platform these days. “Co-pilot” is being thrown around like there’s no tomorrow (where people do the actual work).

While it’s important to stay abreast of what’s happening across industry practices, it’s becoming evident that the Fortune 500 companies may be the ones leveraging the latest and ‘greatest’ products (most of them are included in accompanying demo sales pitches).  The reason these companies are selected is because they can afford to pay the hefty price tags.

Meanwhile, if you’re a Salesforce customer, and currently tightening budgets, you are likely already paying for AI-centric features available to you today. The question is: are you using them yet?

Einstein Next Best Action (Einstein NBA) and Pipeline Inspection [highlighted in blue above] are probably two of the most under-utilized features that are truly a step towards leveraging AI strategically.

Einstein NBA is an engine that runs and returns recommendations for what your seller or customer support rep should be doing next. The recommendations are based on defined business rules, inherent predictive models, and real data within your Salesforce instance. The results are context-specific recommendations presented on the record page to your internal end user.  This is extremely useful when ramping up and training new members of the team.

Pipeline Inspection offers a comprehensive overview of pipeline metrics, opportunities, weekly Opportunity changes, AI-generated insights, close date forecasts, and activity details.  This feature is extremely useful for Sales Leaders and high-velocity Sellers because important deals and at-risk deals are flagged and prioritized to ensure no one drops the ball.  The metrics are visible with new out-of-the-box charts specifically offered with this AI-centric enhancement.