Using a Power Dialer in Sales

Power dialers are arguably one of the most impactful tools available to sales teams in both traditional and call-center-based environments. Cloud-based dialers offer benefits ranging from lower costs to higher productivity to better insight and beyond, but many sales organizations are still stuck using old-school, hardwired phone systems from providers like Cisco – technology that is now decades out of date. Those organizations often view their phone systems with an “if it ain’t broke” mentality, but there are a wide variety of use cases in which a modern, cloud-based power dialer can offer so much added utility that, in effect, their hardwired cousins are broken. The following are just three of those many use cases.  

Case One: Replacing a Traditional Enterprise Telephone System

It’s easy to take a phone system for granted, but enterprise phone systems like the ones used by most businesses are both expensive and complex. They require specialized desktop hardware that is costly to purchase and install, they may need to be maintained by specialized IT professionals, and the monthly bill can be enormous. 

A full-featured power dialer, like the one included in CRMDialer, eliminates the need for an enterprise phone system entirely, requiring each sales agent to have nothing more than an internet connection and a headset. There is no physical hardware to install or maintain, and, in the case of CRMDialer, there is no additional cost, eliminating the monthly phone bill altogether. 

In addition to unparalleled convenience and cost-effectiveness, power dialers offer everything traditional phone systems do, including complete inbound and outbound call handling and full interactive voice response (IVR) systems. They also offer some features traditional systems don’t, like automated dialing, one-click voicemail drop, and the ability to instantly assign new numbers to outgoing calls with local presence dialing. 

Case Two: Managing Daily Agent Calling in Power Dialer

There are two kinds of telephone sales. The first is the traditional sales process, which, in today’s post-pandemic world, is increasingly being handled remotely over the phone. The second is high-volume sales calling, often referred to as telemarketing, in which the telephone is the tool over which the sales process is conducted, and the entire process is often contained within a single call. Power dialers offer significant value in both environments, but they’re particularly useful in the latter. 

In high-volume telephone sales, agents often work from scripts, and efficiency is everything. The more calls an agent can connect in a day, the more deals they’ll close, and the more money both they and the company will make. That makes an efficient calling workflow an absolute must, and power dialers offer by far the most efficient process possible. 

A good power dialer will offer agents two extremely valuable dialing options: the ability to dial a call out with a single click from anywhere within a prospect’s lead profile, and the ability to create a calling list and to let the system handle the dialing completely automatically. Automatic dialing queues enable agents to segment their daily call sheets by priority, geographical area, lead categorization, or any other method they choose.  They can then begin their queue and let the dialing handle itself, with no need for any manual intervention whatsoever. Elimination of manual dialing not only ensures each call launches as efficiently as possible after the previous interaction ends, but it also reduces repetitive strain, helping agents maintain a high quality of work for longer. 

Tools like one-click voicemail drop also enable agents to work faster by eliminating the need to wait for the beep, allowing the system to leave a pre-recorded voicemail automatically while moving the agent on to the next call before disconnecting the old one. The result is that agents using power dialers can reach significantly more prospects than their counterparts dialing manually or using less automated systems. 

Case Three: Driving Ongoing Sales Training

Sales is an art, and mastering it takes experience and training. Experience can only be gained with time, but training is an area sales organizations have a huge amount of control over. Agents given the right training opportunities will unquestionably perform better than their untrained counterparts – especially when new to the job – making a focus on training a key aspect of all highly effective sales organizations. 

The advanced reporting tools included in high-end power dialers enable managers to closely monitor the performance of sales agents. The ability to see, both in real-time and from a historical perspective, which agents are closing efficiently and which agents are struggling helps managers pinpoint where training is needed most. Features like call recording and live listen-in also allow managers to monitor agent calls as they’re happening, ensuring quality and regulatory compliance are met and further enabling identification of agent strengths and weaknesses. With the clearest possible picture available of where each agent needs the most refinement, training can be delivered on an as-needed basis to ensure the whole sales team can reach their potential and close as many deals as possible. That kind of insight isn’t possible with a traditional enterprise phone system. 

To find out more about how a power dialer like the one included with CRMDialer can help your sales organization in these use cases and many more, reach out to a member of the CRMDialer team or, better yet, start your no-commitment 14-day free trial today!