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Systematically target your prospects
February 14, 2018

Systematically target your prospects

Layne Latham | TrustRadius Reviewer
Score 8 out of 10
Vetted Review
Verified User

Overall Satisfaction with InsideSales.com Predictive Playbooks

Our team of sales reps uses Playbooks to automate our outbound prospecting into our respective territories. The program is helping our team to be systematic in the way we work through our prospect lists. The greatest advantage to the team is that they don't have to reinvent the wheel with each prospect. As administrators, we can create and share content that they can use as templates or plays with their prospects.
  • Content Control - If you'd like to manage the messaging your team is using with prospects, Playbooks enables this quite well. If your team is more autonomous, you can allow them more freedom to control their messaging.
  • Automated Follow Up Cadence - This is very helpful in getting each rep to be thorough with each prospect.
  • Transparency - Allow your managers and other team members to see the activities everyone is doing. Fosters competition.
  • Email Threading - The system needs to be able to thread together emails on the recipient's end so that each email doesn't have to be read out of context within the outreach as a whole.
  • Allow open and click notifications to be viewed longer than one week, connect them to the person's record.
  • Notify me when someone has replied and require me to acknowledge that they have replied before I go to the next step in the play.
  • We are still early in implementation, but so far Playbooks has helped us start working through our territories in a systematic manner.
Playbooks had the advantage over ToutApp for our specific need because they were able to sync with Microsoft Dynamics. The other advantage is that the prospects continue to exist in Dynamics. With ToutApp, you have to load all the contacts into the ToutApp itself.
Playbooks is perfect for a team of BDRs doing primarily cold, outbound prospecting. It's harder to use for contacts where contact has already been made and the ongoing conversations vary from person to person.