A power dialer CRM is one of the most effective tools sales organizations can leverage to streamline their daily tasks and develop a competitive edge, combining the many benefits of stand-alone dialers and customer resource management (CRM) platforms into a single piece of software.
But, like any sales software, a power dialer CRM is just a tool, and it’s how you use it that determines the impact it will make on your business. The following are three best practices your sales organization can follow to ensure you’re using your power dialer CRM as it was intended to be used, and that the platform is providing the most utility possible to your staff and the highest ROI possible to your company.
Use the Customer Data Stored in the Power Dialer CRM to Tailor Sales Calls
The biggest benefit of a power dialer CRM is that it allows the productivity associated with frictionless calling to be seamlessly married to the powerful data and business intelligence tools provided by a customer resource management platform. With that in mind, if you’re not utilizing the wealth of customer data stored in the CRM on each and every sales call, you’re not really accessing the full potential of a power dialer CRM.
Every sales call should begin with a brief read-over of the prospect’s account in the lead management area of the CRM. That will provide your sales agents with complete knowledge of any previous interactions the customer has had with the company, including how contact was made, how the interactions turned out, any advancement in the sales process, and any information the customer provided. Even if a single sales agent is working the same lead throughout the entire sales process, checking the data in the lead’s account will ensure that agents will have a fresh recollection of everything that’s happened to date, allowing them to better plan their approach for moving the prospect to the next stage of the buying process.
Record Call Outcomes in the Power Dialer CRM for Future Reference
The ability to reference complete customer information prior to sales calls and track a customer’s journey through the sales process is only possible thanks to a CRM’s ability to constantly record data on each new customer interaction. To get the most of a power dialer CRM, it’s important to ensure the key data from phone calls is being captured into the system. Certain things can be recorded automatically, like the vital information on a call (call duration, inbound/outbound, recordings, etc.), but to really maximize a power dialer CRM’s effectiveness, it’s good to train your sales agents to also enter additional data whenever possible.
Call notes are an obvious thing to add, and most power dialer CRMs make it easy to add agent notes in seconds. But one of the most impactful pieces of information agents can record into the CRM is the outcome of each call — even failed ones. For instance, if a lead’s phone number consistently results in a non-answer, that’s valuable information, as it might be a waste of time to pursue them. Or, if calls to a lead are answered by a gatekeeper like a secretary or assistant, knowing that ahead of time will help an agent prepare. Call outcomes can be recorded manually in notes, but some advanced power dialer CRMs, like CRMDialer, enable agents to record outcomes with a couple of clicks using a pop-up at the conclusion of each call.
Build Daily Call Lists into Queues Inside the Power Dialer CRM
Another big benefit of a power dialer CRM is that the dialer software allows daily call lists to be organized into queues that can be launched and worked through automatically. A call queue can be built out in a matter of minutes from the prospects already stored in the CRM, and outside numbers can be easily added if needed. Once a queue is established and launched, the system will begin dialing, with the next call in the list launching once the previous one is finished and a user-programmable buffer has passed.
Using automatic call queues is a great sales practice for a couple of reasons. First and foremost, it saves the time associated with manually dialing numbers and eliminates misdials. But, equally importantly, it eliminates the tedious repetition of dialing number after number — something that can mentally fatigue sales agents surprisingly quickly, leading to degradation in performance.
CRMDialer is the leading power dialer CRM on the market, offering an unmatched set of features, unlimited users and storage, a complete dialer that replaces entire conventional phone systems, integrations with the most popular business software through Zapier, and much more.
To see everything CRMDialer can do to improve your company’s sales and productivity while eliminating your monthly phone bill, click here to start your 14-day free trial today.