- Managing a cadence. Playbooks clearly delineates a designed cadence with symbols and guides. Templates can be applied across the cadence (more on this later).
- Tracking team scores. Cold calling is gamified with Playbooks to keep team members competitive. For instance, making a call is worth one point, while marking a play as successful will net a user 5 points.
- Creating templates. Email templates are easy to create, disseminate to your team, label, and apply at your chosen cadence stage. Mail merge fields allow for very specific templates that will appeal to your leads. Playbooks integrates seamlessly with Outlook.
- More text formatting options in email templates, please. I like to get creative with strikethroughs, fonts, and so on. Currently, options are limited but very usable.
- Iron out the bugs. Occasionally Playbooks will bug out and, for instance, see you typing inexorably backward.
- When making an ad-hoc call the lead data portion of the screen is locked out, making it difficult to refer to notes (or select your lead in CRM) when making one of these calls. A UI fix is very welcome here!
Playbooks would be less suited to a mass marketing context where one-to-many communication is the name of the game.
In conclusion, if you have many leads - that require lots of calls and emails - Playbooks is highly recommended.
- Automation - Just imagine the refreshing feeling of not having to dump marketing data into Excel, and sort it a thousand ways before you think you have a game plan, or even worse having to open each individual lead in Dynamics to take action. I'm about to puke, please don't make me go back there :P
- Providing the services - rock star team to bring the product to life.
- Dynamics 365 Integration - Try to find another tool that is this good that integrates with Dynamics CRM
- Ease of use - I'm a single user and I can manage the system myself.
- Including all of the integration features that SalesForce, but it's coming.
Nobody is getting out of my pipeline no matter how crowded it gets.
- Helps with time management
- Helps with organization of prospect/customer data
- The insights section links right to the company's linkedin page
- Some auto emails do not send right away
- Sometimes the analytics about who clicks links within emails is off
Some of the problems it is addressing is time management, efficiency & productivity with quantity and quality of calls.
- How quickly it dials the numbers for you
- You can see who has opened up your emails and updates on the business with "View Insights"
- Efficient in sending voice messages, and emails
- Scheduling calls and pausing plays when out of office
- I think it may be more effective if I could send the email out first, then when I see the client has opened the email, I can call them as soon as possible as I know they are in the office.
- It would be nice if my week was pre-loaded for me so each day I have a set of tasks that need to be completed. As of now I have to load the accounts into InsideSales and that can be time consuming
- The pop up with InsideSales is in front of vital information in Salesforce, and it can be distracting.
- Creating email templates is very convenient. This way we don't have to start from scratch when we want to reuse a successful play.
- Seeing the score and ranking keeps things competitive on the sales floor. We want to always be at the top of the leaderboard when it comes to the activity and talk time levels.
- The business intelligence alerts are very important for me as I'm looking for any reason to call on a prospect.
- There have been times of major lag and we've experienced crashing of the tool. This can really slow down the progress we are making.
- I've had issues with pulling the recorded phone calls that I've made.
- Sorting can sometimes not work if there are a certain number of contacts in the tool.
- The click to dial function and local presence numbers have allowed us to speak with more people.
- The email analytics is amazing when it suggests the best time to email prospects.
- Being able to collaborate email templates in one central location has really helped with team energy and messaging.
- Creating custom players are a little difficult to do. That functionality needs to be simpler.
Best way to market to prospects in my role, allows me to have a great workflow and pick up where I left off if needed.
- Email campaigns - very easy to set up and looks perfect
- Calling schedule to ensure you call AND email effectively over a multi touch campagin
- Voicemails - great feature!
- Adding folks to plays - may be an easier way
- Get overall daily / weekly score that our organization is trying to hit and provide that score to each rep - each day to track and set goals
Essentially, InsideSales allows the BDR team to deliver relevant, targeted messaging to relevant prospects, at scale.
- Easily navigable user interface.
- Integration with Salesforce, easy to import leads into InsideSales.
- Templates and merge fields make tailored messaging very easy to do.
- Sometimes the user interface stops working - some buttons become unresponsive.
- Sometimes the font in the email that sends is different to the font you chose; also font sizing can be different for no apparent reason.
- When you are looking back over your previous emails you receive a notification that the prospect has read the email, when really it was yourself. This also happens when reading bouncebacks.
InsideSales.com Predictive Playbooks Review: "Playbooks Application for Account Management – PoC Initial and Continued Outreach"
- The flow when running a play is very comfortable, the interface make sit easy to progress from play to play while reading the briefing prior to actually creating an outreach.
- Having the ability to assemble a 'play' and implement it into our outreach, then analyze whether our messaging is successful or not has been valuable. We love the ability to pivot should we see the need to adjust our messaging mid-play.
- Most of our time is spent analyzing and reviewing our territory, personas, and the like.. this feature has enabled us to spend more time reaching out to our contacts and less time combing through data.
- Play management could see some improvement. Right now it can be challenging to add contacts to a particular play due to multiple plays stacking up in the selection box. A folser system would be valuable. The developers at InsideSales have shown a willingness to take customers' input and turn it into usable features. So I anticipate enhancements from a play cataloging standpoint are on the horizon.
- Managing future plays can be improved, it's important for folks using PB to maintain an accurate map of their day. So knowing how many plays are on the books for upcoming days/weeks is very important.
- An alert once a play has been completed is needed. Right now, when a contact reaches the end of their selected play the user is not notified. It is the responsibility of the user to notice that the step is the last one, and when moving through contacts in a 'blitz' environment, it's easy to miss.
- Setting initial meetings with new contacts.
- Following up on trial scenarios.
- Outreach to contacts in expanded segments
- Continued outreach to existing contacts for updated product/industry information
- Specifically targeted messaging
- Direct point-to-point outreach
- Sharing data points that relate the contact directly
- Plays. Allowing you to set up and manage specific plays that are tailored to users, geographies, companies, etc
- Ease of use: After learning how to get it set up, it's very easy to use and learn
- Technology. The add-on is packed with technology and is easily added onto your CRM stack
- Timing: Sometimes it is very slow
- Install/re-install: Occasionally you need to uninstall and reinstall because the program encounters an error it cannot recover from (Usually related to not being able to disposition a call)
- Tags: I wish tags would be associated with the plays in playbooks for other people besides management. It would be helpful to be able to search for plays by the tags associated
- Various features of call and email: automated options (E.g. set to send tomorrow at 4 p.m.), recorded voicemails, etc.
- Ability to share insights and plays - distribute knowledge or success with another team member.
- Tracking of responses to the emails sent.
- Email templates allow for formats to be pasted other than just text.
- CRM integration is simple and easy.
- Glitches almost weekly or every other week.
- "NeuralSend", or smart send which should determine best read time, is sent at odd hours.
- CRM integration disconnects randomly once every few weeks.
InsideSales.com Predictive Playbooks Review: "Playbooks, necessary for time saving with effort tracking in SalesForce."
The dialing platform is one of the best I've encountered. Within Salesforce we can simply click on a client's email or phone number to start an activity. This means the integration automatically creates a record of that effort which saves a lot of time. If a client forwards or reads an email we also get notifications of it within the platform. This helps us keep on top of their activity. The call settings also give us creativity with the caller IDs. Local presence is an excellent feature and helps us get clients on the phone.
- Salesforce integration saves time and effort.
- Call recordings are crucial for training and professional development.
- Building call and email campaigns as a team help us creatively be pleasantly persistent.
- The intelligence dashboard is difficult to manage and navigate. It essentially is an RSS feed based on the companies you've enrolled in Playbooks. It's initially smart but is a lot of information to go through.
- We cannot effectively manage and sort through our plays. With a team of 30 people who all have 10s of plays we often have to sort through hundreds of plays in order to find what we want.
- Sometimes call recordings don't come through correctly. This is especially annoying because it happens on the longer 30+ minute calls where you're liable to miss some key notes and would like to listen to a recording and retrace your steps.
- Organization - The ability to enroll prospects into plays allows for a more organized approach as calls are being made throughout the day.
- Creating Plays - The ability to create a multi-cadenced play is extremely helpful with keeping on task and knowing how many touches you have had with each prospect.
- Gamability - The idea that you can see what your peers have "earned" for points creates a new style of competition.
- Importing from Salesforce, I find that Canadian contacts need to be double verified, it will add the contact to the Play but needs a second click into the edit screen to import the contact details.
- Notifications tab is useful but could use more details around links clicked.
- The analytics for the timing of calls are ideal for clients in many time zones.
- This tool integrates with our CRM (Salesforce) flawlessly.
- The plays that are available the can be modified and edited on a case by case basis is a clutch feature.
- There are a lot of updates that are pushed through that can slow down the user experience.
- A potential way to send mass emails from lists in various forms: .xls etc
- A way to look/edit contacts and apply already loaded contacts to different plays.
- Auto Emails - you can create and send emails at whatever time you think clients will read them.
- Call with Local Presence - You can mask your phone number to that of the callers location to have a higher probability of that potential client picking up.
- Integration - seamless with CRM.
- The product lags at times when using Google Chrome. It can cause you to get a little frustrated, but nothing major.
- InsideSales is excellent at setting the cadence for your daily tasks and appointments.
- The ability to load your clients' information the evening before so you can be ready when you come to work in the morning really speeds up the process of getting your day started.
- And the convenience in being able to set appointments and send an email for almost every instance is helpful in reporting quickly after each call.
- InsideSales.com Predictive Playbooks should draw from CSP or any database holding a lead automatically so that each one does not have to be loaded manually and have to update contact information constantly.
- The InsideSales side window should have an option on where the user would like to have it positioned on the screen.
- Daily tasks should have more plays and options to load clients into so that there are many different opportunities to work throughout the day. Currently, we deal with only new leads until a successful play is executed. There should be more options to continue to work with in-progress clients and follow up with pipeline clients from successful plays.
- If there was a stronger option on how to follow charges of clients in real-time in InsideSales that would be excellent.
- Easy to use
- Provides a consistent out reach
- Allows you to me more efficient in your workflow
- Emails inside Playbooks have limited capabilities (ie changing fonts)
- You can overload yourself with tasks if you put too many people into plays
- Email tracking can be inaccurate at times
Predictive Playbooks may not be a great tool to use if you already have a current relationship with a client.
InsideSales.com Predictive Playbooks Review: "InsideSales Predictive Playbooks has helped me reach more customers efficiently!"
- Click to dial
- Share email templates
- Keep a standard, repeatable cadence to reach your audience
- I've had instances where I was unable to add a contact to a play
- I've had issues formatting the text in emails
- You just have to click and dial as opposed to manually dialing the number
- There's voice mails in place that we have already recorded to send to each individual client if they do not pick up.
- We can easily send emails without typing them up because emails are already pre-loaded.
- Loading clients quickly to the play.
- Sometimes there is a lag when switching to the next call
- Provide great strategy around connecting with contacts, recommending multiple means of communication as well as timing.
- Determines which methods, as well as times, that will likely have the highest success rates.
- Tracks the engagement of contacts with respect to opening emails.
- Provides insights around news, position changes, etc. of the companies we're prospecting.
- Greater ability to modify emails, font and size of those emails.
- Provide better tracking of prospecting multiple contacts within an account.
Business need is addressed by being able to keep track of our deals that we have in the pipeline, and by using plays that reminds us to call the customer and reach out to the partner. In addition, it gives us plays to reach out to whitespace accounts to try to make traction with customers that we have not sold to before.
- ISDC has been great for upside deals that we are tracking to keep on top of them and try to pull them in to commit.
- ISDC has helped me to touch a lot of customers that I may not have been able to reach out to so quickly and easily without the tool.
- ISDC has helped to clean out our contacts with SFDC but going through leads quickly and realizing that is not the correct contact and going to find who the correct contact is.
- Need better leads through SFDC to put into plays so that we are able to expand out account pen rate.
- Having ISDC and SFDC speak with Cisco ready and other reports to ensure that we know what the customer already HAS on their network and make it easier to build a player to cross-sell.
- Playbooks integrates well with CRM software.
- The ability to call internationally is a huge plus as I deal with a global market.
- Local presence within the United States is great.
- The local presence does not work outside of the United States.
- I would like the ability to sort my leads by "area of interest" or product
- I would also like the ability to sort my leads by area of the world. (time zone)
- With Playbooks, it allows you to customize when and how to touch the prospects which helps with all various type levels of prospects. From your C level down to your admin, you can customize Playbooks with how to speak and market to them.
- The playbooks automation helps by touching multiple prospects of the same industry and title. It gives you a broad aspect to gain more responses.
- Power dialer within Playbooks helps save time when calling multiple tasks in one sitting. It may only cut off 1/2 a second but adds up to minutes which leads to hours within the year that you can use to better your sales.
- When automation is used and plays are set, then when a prospect responds, their is no automatic pause for the play. Like when the customer says"please stop emailing me" but we do not get to reply in time, or if it is a positive reply, the prospect still receives another email because the task is set to 1 day or we did not get to them in time before the auto-email sends. Adding an auto pause feature when a prospect replies would help exponentially.
- When using Playbooks and adding in contacts from the account page 50% of the time it will log you out of SFDC and you will have to disconnect and reconnect. Not sure if this is an update error or a programming error.
- When exporting reports to Excel feature, maybe Playbooks can put an import version because with the lead and contact view on SFDC we cannot create certain mass import lists because it does not include what we want in the report.
InsideSales.com Predictive Playbooks Scorecard Summary
About InsideSales.com Predictive Playbooks
InsideSales.com Predictive Playbooks aims to help SDRs and AEs quickly build closeable pipeline, by helping salespeople get a hold of more of the right people. InsideSales.com uses their A.I.-platform called Neuralytics to target likely buyers combined with their cadence engine to help sales reps consistently engage all of their prospects in a personalized way.
Just like Waze from Google helps drivers get to their destination quickly based on the data from other drivers, Neuralytics uses the collective knowledge of the Insidesales.com user base to help you build pipeline quickly. For example, Neuralytics can tell you which phone number or email address for a prospect is best, or the best time to call or email, based on the experience of others. Predictive Playbooks uses Neuralytics to gives sales reps an edge over their competition.
The Cadence engine works for small or large teams, global teams, and international calls. The product also conveniently syncs all activity data back to your CRM. Since sales reps only spend 18% of their time in CRM, it also works outside your CRM ... wherever your reps work.
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|Video Tutorials / Webinar|
InsideSales.com Predictive Playbooks Technical Details
|Supported Countries:||Global, North America, South America, Europe, Asia|
|Supported Languages: ||English|