Playbooks streamline your sellers workflows by surfacing their prospects in one place with guided instructions and recommended actions
If you are a Sales manager or a Sales Ops - it is a great way for you to push a playbook to your team, at scale and suggest the next best action that should be taken.
If you are an SDR, an AE or a CSM, it's a great way for you to automate a strategy you're already doing manually.
A playbook is a combination of
people or accounts showing certain signals : such as Buyers who visited the pricing page in the last 7 days, Companies who use competitors, Former champions who moved to my account
a recommended action: the recommended steps to take and email sequence to send
FAQ
How often are playbooks refreshed?
Playbooks are refreshed at least once a day. If there are updates to rules or territories, an additional refresh will automatically be triggered to reflect these changes
What are Playbook Matches, Match Preview, and Explore?
Playbook Matches are the history of total matches of the playbook ever since the playbook was built
= all matches of the previous filters + matches of the current filters - matches marked as Done, Rejected or Snooze
The list is refreshed by the Playbook evaluator once every 24 h and keeps a history of every person or account that has ever qualified.
PS. every qualified match will be automatically removed after 90 days
Match Preview from the setting page of the playbook is the instant number of matches based on the filters and the current database
Explore is merely a view reflected on the rules
What is the difference between the numbers from Playbook Matches, Match Preview, and Explore?
In general, Match Preview and Explore should always be aligned, as they are instant, live queries powered by the Data API and reflect the current database.
However, Playbook Matches could vary. For instance:
Playbook Matches can be higher than Match Preview and Explore when previously qualified entities in the list of Playbook Matches were later disqualified — they remain visible until you mark them Done, Rejected or Snoozed, or automatically removed after 90 days.
Playbook Matches can be lower than Match Preview and Explore right after you mark items Done/Rejected/Snoozed.
Match Preview can be empty while Match Preview shows results during the short window after filters are changed and a couple minutes of refreshing time is required.
How to investigate a discrepancy / mismatch?
When investigating a mismatch, first check the Status column in the Playbook (see below), then confirm whether the evaluator has run today. This behaviour is expected and does not indicate data loss.
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If the playbook has not been refreshed today, that is likely why you are not seeing what you expected. Unfortunately, there is currently no manual way of triggering a refresh. So give it a bit of time, or you can change the filters of the playbook to force a refresh if you really need it.