Insidesales for Insightful Sales
Tim Snedden | TrustRadius Reviewer
October 24, 2018

Insidesales for Insightful Sales

Score 9 out of 10
Vetted Review
Verified User
Review Source

Overall Satisfaction with Predictive Playbooks

Playbooks is primarily used across Infor's business development department. The software allows us to keep a close eye on our prospecting cadence and manage prospect touchpoints. Dialing in is made into a single click process, as is importing prospect data from CRM. Prospecting cadence can be easily adjusted with market trends, helping to keep our processes agile. Altogether, these features of Playbooks help with two key business problems: prospect management and business development productivity.
  • 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!
  • Higher rep productivity.
  • Streamlined lead management aiding efficiency - no more slowly clicking through a clunky CRM.
  • Increased (friendly) rep competition thanks to gamified aspects.
It's hard to tell without concrete data, but the recommendations as to when to send emails are helpful for 'switching up' touch point times. This helps improve reply and open rates. I don't use other predictive insights.
It provides a helpful digest of happenings in your target markets, which when combined with LinkedIn and Google Alerts allow for more relevant and impactful conversations.

Getting in touch with newly promoted personnel, or staying away from a rocky company, helps us in business development use our time to its fullest potential.
Removes busywork from CRM and automatically pulls in critical data, which is a huge contributing factor to ease-of-use. The extension sits out of the way - in a corner - and is easily accessible. By making Playbooks a browser extension, have streamlined the user experience by keeping it in a CRM context. Very helpful!
Playbooks is best suited for high-call-volume contexts with lots of leads. Specifically, a Business Development environment where leads are managed en masse and progress through a designed cadence. It is in this way I use Playbooks, and it works a charm.

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.