A Phone Dialer is the New Technology Choice
Phone dialer software is an up-and-coming technology that is impacting Inside Sales. This is because they are such a key tool when it comes to the call center in the sense that it helps reach optimal performance for a sales team. Just like the older predictive dialer technologies put telemarketing on the map for business to consumer sales, these new kinds of dialers called Power Dialers are built specifically to allow leads to be contacted individually in a business to business (B2B) environment.
There are two good reasons why the dialer is the technology choice of Inside Sales, the first and most powerful reason is the significant increase in overall productivity. A recent study by Aberdeen shows that the average inside sales rep makes 50 calls a day, while Power Dialers have been shown to empower inside sales reps to make 170 to 350 calls a day. This significantly increases the number of leads and cuts overall labor costs per lead.
Compare this to predictive dialers, where several numbers are being called at once trying to juggle the patching process of live answers to available sales reps. The computer algorithm that does this is 97% efficient and optimizing phone time, that means that 2-3% of the time it guesses wrong and a person answers with no available rep to take the call. The larger the group of reps; the better the chance that someone will be available to answer a call. If nobody is available, the call abandons and hangs up. Predictive dialers require a minimum of 8-10 phone reps for the algorithm to begin to work, mostly because they simultaneously dial several numbers and then route the calls to whatever phone rep is available. Power Dialers don’t rely on this method, so they can be used with even one sales rep.
With much higher productivity than manual dialing and much less abandoned calls (in fact no calls are abandoned theoretically) Power Dialer technology is fast becoming the technology of choice among Inside Sales, B2B call centers, or even bigger ticket B2C call centers.
