A few weeks back, I had to call a bunch of people for the status of collaborations we are doing for Salesmate. I’ll be honest; I was a little bit pissed when I had to dial one number after another.
And that was just seven calls.
When I started thinking about this whole scene, I realized that I have a very little patience span. Second, what happens to sales reps who have to do this every single day with much more intensity!
Soon I came to know about this amazing feature called Power Dialer a.k.a Rapid Dialer that can take away this pain. Later, I got notified by my teammate that Salesmate is all set to present this feature to our customers.
It feels like a circle getting completed.
In this article, we will talk about what is power dialer, how it works, and how exactly it can help sales reps and drastically improve their efficiency.
We will also take an example of recently released Salesmate Power Dialer, and understand how this feature can help your business.
Let’s do this!
What is a Power Dialer?
Power dialer, also known as call automation is an outbound dialer that automatically dials selected contacts one number after another without any manual efforts. You just have to choose the right contacts to call and it will automatically dial the contacts, taking away your manual pain.
After every call, the sales rep can fill up the necessary information about the call or deal, and the power dialer dials another number.
Often confused with predictive dialer, power dialer has a different concept.
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What is the difference between a power dialer and a predictive dialer?
The difference between a power dialer and a predictive dialer is important to understand.
A predictive dialer also dials a bunch of contacts but considering the availability of a sales rep. The algorithm calls multiple prospects at the same time and passes the answered call to sales reps according to their availability.
Predictive dialing is a very older technique used by call centers for debt collection way back. In those days, predictive dialing used to be a hardware solution, it is available now as SaaS solutions as well.
Power dialer, on the other hand, simply dials one contact after another where contacts are chosen by the sales reps.
So, we can safely say that predictive dialing is useful when there are a huge number of contacts to dial without any preferences. While power dialing can be extremely useful when you have a lot of calls to make with preferences.
What are the benefits of choosing a power dialer?
Now that we have understood the concept of power dialer, let’s understand some of the major benefits of using one for your business.
1. Drastic improvement in productivity
There is no doubt that power dialer can improve individual and overall performance.
It is obviously a way better approach than a rep dialing numbers manually. Calling with CRM is much easier than manual dialing as you have to simply click on the call button.
But, the power dialer takes away that pain as well. All you have to do is choose the right contacts, and power dialer will take care of the dialing part.
According to our experiments, Salesmate power dialer can 2X your overall performance when it comes to calling.
2. Saves you a lot of time
When the dialing process is taken care of, you can clearly save time. Power dialer not only takes care of dialing, but it will take you to the relevant record screen where you can perform the necessary action, and move to the next call automatically!
3. More calls, more closing, more revenue
In our trials, we have observed that a sales rep can do 35-45% more calls per day with a power dialer. That’s a huge improvement in calling which will help you entertain deals on time, and eventually closing more deals.
More sales closing will eventually help you generate more revenue for your business.
4. Design your entire day
Power dialer can literally help you design your entire day. All you have to do is choose the right calling activities that you want to perform every day, and hit the start button.
It’s like a To-do with automation!
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How does Salesmate Power Dialer work?
Salesmate Power Dialer is a part of a much bigger functionality called “Smart Queue”.
Smart Queue basically allows you to choose different types of activities (be it calls, demos, emails, anything) and run them one after another.
In this segment, we will be understanding one of the use cases of Smart Queue i.e. CRM Power Dialer.
The first step is to choose all the calling activities that you want to perform in a day. This step will eventually help you build a to-do list, specifically for calling. Hitting the “Start Queue” button is a sign that Salesmate Power Dialer is in motion.
Now, the power dialer will start calling the selected contacts one after another. It will take you to the relevant record screens according to the call activity.
For example; the first call is for Judy, second is for Ryan’s deal, and the third is for Brian.
Salesmate CRM Power dialer will first take you to the contact profile of Judy and start the dialing process. Once you’re done with the call, you can feed the details in the CRM and you will be taken to Ryan’s deal record screen, and then for Brian’s contact screen.
And this goes on and on until your list completes.
An important thing to understand here is between every single call, there is a specific wait time involved.
What is a wait time in Power Dialer?
Wait time is the time duration between two calls that users can set while using Power Dialer.
The seconds of the wait time is always up to you, and every user of Salesmate can choose that according to their preference.
Wait time is very crucial in call center automation as it allows users to go through all the details that they need before the call starts. So, you can check the deal status, previous conversations, company details, everything.
Just like that, Salesmate power dialer will call one contact after another, and all you have to do is focus on conversation and deal closing.
Controls you have while using Salesmate Power Dialer
Even though power dialing is driven by automation, you still have all the controls during this process. Let’s take a look at what you can do when the calling queue is running.
1. You can Pause and Start the call queue whenever you want.
2. Reschedule calls on a particular date and time.
3. Complete the call activity manually.
4. Skip a particular call if the time if not right.
5. You can use Voicemail Drop functionality to leave a prerecorded message when calls are not answered.
6. Jump to a particular calling activity during the calling queue.
It’s important to know that when you reschedule or complete an activity, it will also reflect in your activity timeline.
One less thing to worry about!
As you can see, Salesmate Power Dialer is not just about providing automation, but it is designed to make you more productive. It offers automation while still you still have all the controls. This functionality will help you be more productive simply by taking away the manual hassle of dialing and moving to one screen to another.
Innovative way to use Power Dialer
We already discussed the benefits of Power Dialer and how it can improve your everyday performance.
The idea is to bifurcate the your calling activities and use it to your advantage.
For example, separate calls that belong to the first stage of your sales pipeline. You can choose these calling activities and start the Power Dialer.
The main benefit here is that you don’t have to change your mindset after each call. When you are calling the prospects of the same kind, you can be in the same mental space and adapt quickly and finish calls even faster.
There can be multiple filters to separate your calls and create groups. Here are a few I have in mind:
- Group calls based on the pipeline stage they are in.
- Group calls based on the location (right hours to call).
- Group calls based on the industry.
When you filter your calls and create groups, it becomes easier to call them in a row with Power Dialer.
You can even design your entire day with this strategy.
For example, you can deal with the first-stage prospects in the morning. Give demos to people in the afternoon. If evening is the right time to entertain your hot deal, spare that time of the day specially for such deal.
You can develop your custom routine and Power Dialer can play a significant role in it.
Power Dialer has the potential to improve your individual and overall productivity by 2X without any doubt. An important thing to notice here is, Salesmate’s solution is much more than call automation, it literally helps you design your entire day.
You can choose a bunch of activities and start the Smart Queue and finish your entire day with a bang! Of course, we will be sharing more articles on how the Smart Queue can be useful will all the possible use cases.
Until then, you can check out Smart Queue and our CRM Power Dialer with our 15 days free trial.