How do Einstein Account Insights and Opportunity Scoring help B2B sales teams?

Einstein Opportunity Scoring: An AI model that scores each open opportunity (0–99) based on historical win/loss patterns, activity signals (email, meetings, calls), competitor mentions, and deal characteristics. Sales reps see a score on each opportunity with key positive and negative factors. Sales managers use the score to identify at-risk deals and prioritise coaching.

Scoring requires a minimum of 200 closed opportunities to build an initial model. The model retrains periodically as new data accumulates. Custom fields can be added to the model (in Einstein Setup) to improve accuracy for the specific business.

Einstein Account Insights: Surfaces AI-generated news and business insights about a B2B account — recent company news (mergers, funding, leadership changes, product launches) relevant to the sales motion. Insights appear on the Account record and in the Einstein Insights panel. Helps reps personalise outreach with timely, relevant context.

Key implementation consideration: Both features require Sales Cloud Einstein licence. Einstein Activity Capture (email/calendar sync) must be configured to feed activity signals into the scoring model. Ensure users understand the model's confidence level and treat scores as guidance, not absolutes.