Carnegie Learning sales teams focus more on selling with Agentforce.

Carnegie Learning is the world’s leading ed tech company using research and AI to transform K-12 education.

Three hundred percent growth required more efficient sales workflows.

Carnegie Learning faced a significant challenge in scaling its sales operations following a 300% business growth due to acquisitions and a surge in online learning in 2020. Although it had already implemented Sales Cloud, Service Cloud, and Salesforce CPQ, the company's sales workflows and processes were not fully optimized. Reps spent up to an hour manually researching accounts for prospect meetings and additional time on record-keeping, email drafting, and quote creation. 

With so many accounts in the funnel, prioritizing the most promising opportunities became challenging. New hires also faced difficulties sifting through scattered notes and call recordings to understand their new territories. Carnegie Learning needed a solution to streamline and automate these manual processes to support its rapid growth effectively.

Agentforce accelerates Carnegie Learning’s sales with faster deal cycles.

Agentforce helped to transform Carnegie Learning’s sales operations by automating manual tasks and streamlining workflows. Sales reps now quickly retrieve essential information using targeted queries like “Show me the largest opportunities” or “What accounts are similar to this closed-won opportunity?” They can also pin frequently used prompts, boosting efficiency.

AI-generated opportunity summaries provide reps with a snapshot of each account, including deal amounts, past meeting activity, and key contacts. This shift allows reps to focus on high-value prospects, reducing account research time from up to an hour to just five to ten minutes—a reduction up to 92%. This efficiency is leading to increased win rates and faster deal cycles.

When prospects call, reps can generate an account summary in seconds, eliminating the need for hold times. New reps also benefit by quickly learning about their territories through these summaries.

Prompt Builder helps Carnegie Learning admins customize AI-based selling tasks. 

Prompt Builder boosts Carnegie Learning’s sales efficiency by enabling admins and developers to create AI-driven responses for various scenarios. This tool uses a large language model (LLM) to generate email drafts quickly. When reps input a URL, Prompt Builder pulls relevant details about Carnegie Learning’s products and insights from the prospect’s website, including their mission and vision. This streamlined approach helps reps craft personalized, impactful emails faster, enhancing their productivity.

“Prompt Builder seamlessly integrates CRM data into our prompts without any coding,” said Marissa Scalercio, VP of Sales Operations. “It optimizes our business processes, reducing response times, email outreach efforts, and content creation.”

The Draft with Einstein feature accelerates email creation by giving reps a strong foundation for every email. Reps can select from standard templates, customize as needed, and send without leaving the account summary screen. Integration with their calendar allows for seamless meeting scheduling from within emails, cutting email creation time from about ten minutes to one minute — a 90% decrease.

“Agentforce helps our reps be more creative,” said Scalercio. “The AI generates multiple ways to phrase repetitive emails, enhancing our outreach.”

For Carnegie Learning, the power of Agentforce is having AI grounded in trusted data at reps’ fingertips, where they’re already working. 

“AI is so prevalent everywhere, but it wasn’t yet in our workplace,” said Scalercio. “Now, our reps are grateful they don’t have to leave the Salesforce platform to use a separate tool.”

With details for hundreds of accounts at the ready, Carnegie Learning reps can personalize customer interactions, whether on the phone or over email. And with AI-based suggestions and summaries, reps can move faster, knowing where to focus their attention to close deals faster.