If you’re new to B2B sales, or even if you’ve been around for a while, you’re seeing that there isn’t just one type of sales dialer you should be using to make your prospecting calls. That would be too easy, right? Let’s dive into the types of sales dialers and when you should (or shouldn’t, as the case may be) use each one.
Types of B2B Sales Dialers
- Click to Call Dialer
- List or Predictive Dialer
- Automatic or Robo Dialer
- Parallel Dialer
What is sales engagement? Read this blog.
Click to Call Dialer
What’s a click to call dialer? It’s exactly what it sounds like. You click a number on your screen in your dialing software of choice and you make a call. This can be done in a CRM like Salesforce, or in your own system.
The benefit of using a click to call dialer in Salesforce (p.s., our Click Dialer does just that) is that you’re working in a single pane of glass and have the contact information at your fingertips.
List or Predictive Dialer
A list dialer, which is also known as a predictive dialer, works with and lets you call your uploaded list. There are a few different versions of list or predictive dialers out there, though, so be careful.
Yes, there are predictive dialers that work with your list and go down the whole list, dialing away without any human interaction. The Telephone Consumer Protection Act (TCPA) frowns on that.
Instead, choose a list dialer (like our Flow Dialer) that puts you in the driver’s seat. You choose who to dial and our patented Flow Dialer software makes the call. You always control the priority of who you’re calling. Then, move on to the next call at your own speed when you're done with the conversation, or you’ve left a personal voice message for the contact.
Automatic or Robo Dialer
Don’t. Just don’t.
Okay, you need more than that. An automatic or robo dialer chooses who to call, makes the calls for you, determines if there’s a voice at the other end of the line, and transfers the call to you if there’s a person. It also leaves pre-recorded voice messages if it reaches your contact’s voicemail.
Remember that mention of the TCPA up above? They don’t like this either. So just stay clear.
Parallel or Power Dialer
What’s a parallel or power dialer? It’s the ability to call more than one contact at the same time. Some companies will tell you their software can call up to eight or 10 contacts at the same time. We advise against that because your call drop rate is going to be quite high (p.s. that’s also a no-no for the TCPA). Why? Think about it. If you’re calling eight to 10 numbers, the chances are higher that more than one person is going to pick up the line at the same time. Yet only one of those people can be transferred since you’re just one person. What happens to the others who pick up? They get hung up on. Not ideal.
We’ve tested this and found that the “magic number” for parallel dialing is four contacts at the same time. Not eight. Not 10. Four.
And we do it with trained human agents, who serve as our human-powered dialers. Our system, Agent-Assisted Dialer, uses four human agents who make the dials to your four chosen contacts. They navigate phone trees and gatekeepers for you. When they reach a human, that call is seamlessly transferred to you without contact even being aware someone else made the call.
Ready to make B2B sales dialers work for you? Reach out to us here at Koncert today to learn more about our entire multi-channel suite of B2B sales engagement software, including our three cloud-based sales dialers. Simply click here or give us a call on 800-955-5040.