Predictive Dialer Featured Article

Customer-Focused CRM Combined with Outbound Dialing Technology Becomes a Sales Powerhouse



While sales organizations have used dialing solutions for making outbound calls for years, some have been more effective at it than others.  Solutions such as SpitFire Enterprise Predictive (SEP) offer the ability to begin a sales campaign with a pre-loaded list of numbers, quickly and automatically placing outbound calls and connecting the answered calls to available sales personnel. SEP monitors the call volume and time per call, intelligently adjusting its dial rate to minimize the time sales personnel spend waiting between conversations.


While using a dialer is a great idea – it allows salespeople to connect with more prospects per hour than manual dialing – it simply can’t be done in a vacuum for “dumb” cold-calling. Untargeted outbound calling will annoy prospects and generally waste a sales team’s time and a sales organization’s money.

For many companies, the combination of dialer technology and a properly designed customer relationship management (CRM) solution is the magic combination. By allowing a salesperson to collect, examine and absorb all possible information about a customer in advance of the dialed call, he or she is better prepared to present a sales pitch that will appeal to the prospect’s unique needs, raising the possibility that the call will ultimately result in a sale.

It’s critical to use outbound dialing and CRM together in the right way, however. CRM is not created equal, and many companies seeking to boost the success of their outbound campaigns are simply collecting the wrong information, according to sales expert Lisa Earle McLeod, writing recently for Forbes. The problem many companies have without an outbound campaign supported by CRM is that they focus on the wrong thing.

“They [sales organizations] tell salespeople to focus on the customer. Yet the CRM focused more on internal metrics and pipeline management,” writes McLeod, who notes that too many companies collect information in the CRM database that’s valuable to the company internally and not focused on the customer.

McLeod presents a hypothetical scenario:

“If you were the customer, which screen would you rather have a salesperson looking at before making a sales call on you? Who would you rather do business with, Salesperson A, who shows up thinking about his quota? Or Salesperson B, who is thinking about what matters to you, the customer?”

When beginning a targeted outbound campaign using a dialer, it’s critical to ensure that there is CRM integration with the dialing solution. But to truly boost the effectiveness of the campaign and not waste the functionality of the dialer, sales organizations should make sure that personnel are looking at the right information before the dialing begins.




Edited by Blaise McNamee
 

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What Are Related Definitions You Should Know?

Related definitions that you should know as you increase your understanding of predictive dialers include:

Dialer: generic term for any computer-driven device that places outbound calls and connects the answered calls to an agent or operator.

Agent: telephone professional to whom a predictive dialer sends the ready call.

Predictive Dialer: Predictive dialing was introduced for the purpose of increasing efficiency within calling centers. They are computer based system that automatically dial groups of telephone numbers, and then passes live calls to available agents. The SpitFire Enterprise dialer utilizes sophisticated algorithms to speed up and slow down the call rate based on, number of available agents, number of available lines, the campaign’s average call time and other statistical information.

Quick Connect: Quick Connect allows your agents to log in one-to-one with a phone line. This option is great for B2B purposes, especially when your agent needs to be on the phone line through the entire call.

Fixed Dialing: Fixed Dialing gives your call center manager the power to manually set the volume of calls. The software will then automatically dial a predetermined number of lines per agent. Fixed dialing is ideal for political campaigns, charity campaigns, and other situations drop call ratios are not a factor.

Auto dialer: makes thousands of calls screening for busy signals, no answers, fax machines while detecting answering machines/voicemail and delivers pre-recorded messages. SpitFireX Auto Dialer is a low cost solution for voice broadcasting.

How Do Predictive Dialers Work?

Predictive dialers use complex mathematical algorithms that calculate, in real time:

  1. the number of available agents
  2. the number of phone lines available
  3. the probability of reaching a human being at a specific number
  4. the time between calls required for optimum agent efficiency
  5. the length of typical agent/customer or
    debtor conversations
  6. the average length of time agents require to wrap up after a call

SpitFire Enterprise Predictive SEP is a fully blended call center solution that supports unlimited lines, agents, and campaigns. Its greatest strength is in its flexibility: multiple campaigns can be set up, viewed, and changed with the click of a button. With easy options for customization, data and dispositions can be catered to each campaign. In addition to our user-friendly interface, SEPhighlights full customer data and combines multiple campaigns on one screen. All the information your agents need is accessible at a glance, freeing their energy to focus on what matters: the calls.

Keep It Simple with SpitFire Fully Integrated Call Center Software

Our greatest priority is making your call center run smoothly, and we do that by developing software that is intuitive and easily integrated with your current systems. SEP works seamlessly with most CRM applications and long distance carriers, making it the simplest and most cost-effective solution for your call center.

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Benefits of Using a Predictive Dialer

  1. Manages the process of dialing tens of thousands of calls or tens of millions of calls in its lifetime.
  2. Detects the result of the call, as an example: no answer, busy, fax, bad number, answering machine without any presence of human expertise. Consequently saving time by only transferring calls which are voice connects to the agents locally or remotely.
  3. Using predictive dialer increases the productivity of the company by drastically increasing the time agents spend on the phone talking to actual customers or prospective clients.
  4. Predictive dialer users get the ability to organize and better manage the client information, no lost notes scribbled on pieces of paper. The database used by the dialer organizes the calling structure.
  5. The most significant task done by the predictive dialer is to predict, which means always making an effort to get a live call to the available agent with the shortest amount of wait time. This is achieved by self learning algorithms within the predictive dialer to increase or decrease the dial ratio per agent, logged into the system.
  6. Inbound call can be better dealt with by allowing the customers to wait on hold in an IVR system, or a way to leave a message they'd like a callback while the agent is busy talking with other customers.
  7. Most important benefit of a predictive dialer is it reduces expenses for your company over a period of time since you do not need to buy and deploy a complex and sometimes extremely expensive PBX system. Your company will experience return of investment (ROI) in a period of six to twelve months.
  8. A predictive dialing system can effortlessly fit into your companies existing infrastructure since it is software controlled.
  9. The call routing logic and the contact management is all included in one software package. Your call routing logic implemented as per your specifications. Since it is a software package it can easily be upgraded even if you are located remotely with the help of internet.
  10. Provides an added cost effective method of managing the client database by giving the user of the predictive system ability to rework your database on previous call results.

    Example:
    1. only redial records which were busy, no answers and answering machines
    2. Delete records which are bad numbers, disconnected numbers or operator intercepts
  11. Do a real time look up against the do not call database saving the predictive dialer user from accidentally calling people who have enrolled in the do National not call registry. This saves the company from lawsuits and others risks conforming to all legal statutes and FCC complaints.
  12. Provides progressive dialing capabilities like call blending which means handling inbound and outbound call at the same time.
  13. Provides ability to integrate call recording devices and call monitoring interfaces which helps call center supervisors to train agents and users and improve their customer support skills.
  14. Easy to setup and learn the predictive dialer logic and software tools.

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