Do you struggle to get leads to pick up the phone? For salespeople, predictably connecting with interested leads can be a daily challenge — and that’s where the right dialer for Salesforce can make all of the difference.
Is your outbound queue prioritized by spelling, first in first out, or buyer signals?
Can you access your dialer from home and when you’re on the road?
In this blog post, we’ll answer those questions and help you choose the right dialer for all of the right reasons. You’ll be so happy you chose the best Salesforce dialer that your CEO will personally thank you for making the right move!
Why Use Salesforce Dialers for Outbound?
Salesforce dialers use your CRM data to automatically and systematically execute your outbound calls to prospects, leads, and customers. Although they’re commonly known for making the lives of inside sales reps easier, dialers also help your outside sales reps improve their daily sales efficiency (which I can completely attest to) .
Here at Veloxy, we help both inside and outside sales reps boost their connection rates tied to their Salesforce dialer. Here’s a list of some of the benefits our high-performing customers have experienced after trialing our Salesforce mobile app:
- Double average call time & rate of answered calls
- Improved employee morale
- Shorter sales cycles
- Improved sales productivity
- Prioritized cadence based on customers’ propensity to buy
How to Choose the Best Salesforce Dialer
So you’ve decided you’re ready to take your revenue growth to the next level by investing in a Salesforce dialer — let’s go!
As you start your research, you quickly discover there are dozens of dialers listed on the Salesforce AppExchange. Power dialers. Predictive dialers. Quick dialers. What’s the difference between the three, and how will you know which is the right dialer for your inside and outside sales teams?
Like with every sales management quandary, a question is answered with another question. What’s your sales strategy and your number one KPI? Is it volume and quota, or is it efficiency and customer experience?
In the next two sections, I’m going to be covering the types of dialers for Salesforce that you have to choose from, as well as the features you need to consider when comparing different dialers. These features will ultimately help you make a more confident and informed decision about the future of your Salesforce tech stack.
Types of Salesforce Dialers
Power dialers are your traditional platform where a list of phone numbers is uploaded and automatically dialed one after the other.
When a connection is not made, the dialer efficiently moves on to the next number in the list without interrupting the salesperson’s productivity. This is the most popular dialer for telemarketing teams, and inside sales teams that prioritize volume.
Predictive dialers are the next step up from power dialers. The dialer leverages advanced technology and algorithms to call as many leads as possible prior to the salesperson becoming available.
20 to 30 numbers may be called at a single time, and the technology is smart enough to detect which number picks up first, and that call is instantly transferred to the salesperson, adding a multiplier productivity effect when compared to the power dialer. These are the most popular dialers for inside sales and account management teams.
Quick dialers (or progressive dialers) are the most advanced dialer for Salesforce. They empower the salesperson to initiate the dial, which is somewhat reminiscent of calling numbers off of a printed list, however, these are no ordinary numbers!
These numbers are ranked by an algorithm that scores leads by their likeness to engage or buy at that exact moment. Quick dialers are the most popular with inside sales teams that work on a commission structure, and outside sales teams that need to perform call blitzes on an ad hoc basis.
5 Salesforce Dialer Features to Consider
The main feature in quick dialers, lead prioritization, is what helps salespeople predictably reach, connect, and engage with their leads.
The algorithm constantly studies the phone and inbox behavior of your leads and contacts over time, as well as their typical sales cycle length and collaboration across the account. Without this feature, you’re apt to go minutes or hours without a high-quality conversation.
Local Presence Dialing
This feature is most popular with outside sales reps who travel frequently. The dialer can intelligently track where they are using a geolocation feature on their smartphone, and instantly queue up leads and contacts in the surrounding area. This not only improves connection rates but visitation rates as well.
Sales Intelligence Centralization
Once the call is placed, you need instant single-screen access to the sales intelligence that creates personalized, value-added conversations with your leads and contacts.
This is much more than name, birthday, and address. Discover their most clicked content in your drip campaigns, what they’re talking about on social media, or the names of other decision makers that they constantly collaborate with on buying decisions.
Click to Dial
When you’re leveraging lead prioritization, there can be times where you see the second or fifth number in the queue, and you think, “I need to call them now!”
While algorithms that rank your phone outreach are intelligent, sometimes you need to balance those rankings with your gut instinct. Click to Dial allows you to scroll down to another number in your prioritized list and call them with just one click. This is a favorite feature of most sales reps.
It wouldn’t be right to exclude a benefit to your Salesforce instance and adoption rates when recommending dialer features.
When you start a call blitz, it’s easy to lose track of time while trying to hit your daily call quota. A good dialer will record all of your call activity and notes, and then automatically update each lead and contact record without any extra effort on your part. This not only improves data quality, but it eliminates the boring and mundane data entry that sales reps hate.
The 5 Best Salesforce Dialers to Choose From
With dozens of Salesforce Dialers on the AppExchange, it can be difficult to choose the right one for your inside and outside sales team. Because sales strategies and KPIs differ across industries, some dialers may lack the tools and features you need to become your CEO’s new best friend.
Start your research by examining the following five dialers for Salesforce. Whichever you choose, your sales team’s will thank you for it:
Start Dialing Up More Revenue on Salesforce
Who knew that dialers could be so exciting? Algorithms, automation, geolocation — it sounds like outbound calling on auto-pilot. You still have to engage with leads, but these dialers for Salesforce sure make your life easier than it was before!
Take the easiest first step by scheduling a demo with us today! Heck, we’ll give you a 15 day free trial and we’ll register you for our “guaranteed to succeed” onboarding program.