3x your ROI from Power Dialers
Using Power Dialers for maximizing call connection rates? Still experiencing challenges with connection to meaningful conversations? There is a way to get up to 3x ROI with Power Dialers i.e. using AI
Hey, Welcome to this week’s edition of “Future of Prospecting” Newsletter by “Evabot”.
We have been researching Generative AI Technology for the last 18 months and have been astounded by the use cases it brings in Prospecting through Hyper Targeting and Personalization. For Sales leaders and Revenue leaders, the main challenge with AI-led Prospecting is “How and What not?”
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Before power dialers, sales teams were facing a common challenge
- dwindling call connection rates.
Prospects were increasingly ignoring calls, making it difficult for SDRs to connect and have meaningful conversations. Manual dialing was just not working in reaching prospects efficiently.
Sales Teams were struggling to reach the desired number of prospects as they were spending all the time dialing and waiting.
Power dialers emerged as a solution to this problem by enabling simultaneous multiple calls and connecting SDRs/AEs with available prospects instantly.
This technology reduced dialing and waiting time, allowing sales reps to spend more time connecting and engaging with prospects.
The efficiency of power dialers maximizes the chances of connecting with leads and driving conversations.
Here is a quote from Logan Taunton (BDR Leader, Abnormal Security) on Linkedin:
💬 "We are able to make parallel dials, allowing our team to reach out to 3-5x the amount of prospects in a shorter period of time."
We interviewed Nora Khalili (B2B Sales Coach, Techstars Mentor and Principal Consultant at NJK Consulting, 20+ Years of experience) for “ROI from Power Dialers”. We got some interesting insights based on her experience with multiple teams using Power Dialers.
About Nora:
Nora has over 20 years of B2B subscription sales and customer success experience in the SaaS and professional services industries, leading sales organizations serving both Large Enterprise and Mid-Market customers. She specializes in working with high growth firms and has helped to take companies through Series A and B funding as well as to IPO.
As Vice President of North America for Receipt Bank (now Dext) she grew the Annual Recurring Revenue 400% within the first two years by leveraging well-disciplined process management, targeted compensation plans and an aggressive go-to-market strategy. During her career Nora has also served as Vice President of Commercial Sales at ID.me, leading all private sector sales and customer success teams. She spent over 10 years in revenue leadership roles with CEB (formerly Corporate Executive Board now Gartner) advising Fortune 1000 C-level executives on their business strategies. Nora has supported companies including DNSFilter, Evabot, Forecastr, Kleene.ai, Presta, Qualifi, Mosaic Smart Data and Symba.
Here are the topics that gives you right strategies for “3x your ROI from Power Dialers”
Cold Calling with Power Dialers
New challenges
Strategies to overcome challenges
Implementing solutions
Case study
Cold Calling with Power Dialers
Sales teams were struggling to reach their desired number of prospects due to the time spent on dialing and waiting. The introduction of power dialer tools revolutionized the cold-calling process, enabling sales reps to connect with prospects more efficiently.
🤔 Question for you: How have you leveraged power dialer tools to enhance your cold calling outcomes?
Nooks, Orum, Koncert, JustCall, and AirCall are few of the best Power Dialers out there. They directly integrate with CRM and outreach platforms.
These tools get access to prospect lists, information and history from other tools, allowing sales reps to view prospect information during calls and save call history.
SDRs simply start the power dialer tool which initiates simultaneous calls to multiple prospects. Once a call is answered, the SDR is connected instantly.
🤯 Food for thought
Consider a scenario where an SDR is connected to a prospect via a power dialer without prior knowledge of who is on the other side. In such situations, the sales representative may default to using a generic script to initiate the conversation. What would happen?
Meaningful Conversation or Hang-up?
Nora’s Thoughts
Nearly every sales channel is oversaturated in today's market, regardless of what and to whom you are selling. If you begin with a generic pitch within any medium (call, email, LinkedIn, etc.), you will be ignored. Buzz words and a standard message will undoubtedly fall flat, at best you might get a request for an email with more information…which is often a polite no.
New Challenges
With the implementation of power dialers, new challenges have emerged for sales teams. SDRs often find themselves connected to prospects without prior knowledge of who they are speaking to, leading to a high drop rate in meaningful conversations.
Generic scripts do deter prospects and hinder meaningful conversation.
Despite the availability of call notes that can be automatically pulled, manually filling insights for numerous prospects dialed by power dialers, such as 500 calls in a day, becomes impractical.
🤔 Question for you: How can we make our call conversation relevant when using power dialers for outreach?
Integrating tools like Apollo and LinkedIn auto-pull insights, post, announcement, news into call-prep notes for each prospect.
SDRs face confusion on deciding which insight, data, or news to prioritize in a limited time frame of hardly 10 seconds (when call starts).
Using relevant facts and pointers remains a key challenge in maximizing the outcomes of power dialer-driven outreach efforts.
🤯 Food for thought
How can your team streamline the process of selecting and delivering personalized insights during rapid-fire sales calls?
Too much to do in 30 seconds. Right?
Nora’s Thoughts
Power dialers have brought an amazing efficiency to sales teams. That being said, as the SDR or AE won't have the luxury of knowing who they may be speaking with, there needs to be significant advance preparation going into a power dialing session.
You have less than 30 seconds to gain the prospect's attention and only referencing something relevant will be successful. The ability to quickly tap into both knowledge around this person's role/company/industry and why they personally should want to speak further is absolutely critical.
Strategies to overcome challenges and boost conversion rates
With power dialers, sales teams are facing the challenge of
lower conversion rates from call connection to meaningful conversation within a short timeframe(30 seconds)
During the first 30 seconds, SDRs have to quickly establish rapport and capture the prospect's interest to move the conversation forward.
However, without relevant context or personalized insights at their fingertips, SDRs may struggle to engage prospects effectively and convert connections into valuable interactions.
This gap in communication can result in missed opportunities and hinder overall conversion rates for outbound sales efforts.
Nora’s Thoughts
I encourage identifying key needs that would make a prospect an ideal customer, practicing various scenarios where these needs would be triggered (e.g. international expansion, new product introduction, recent acquisition) so the team is equipped to speak to these situations effectively and, very importantly, ensuring that they can immediately access timely data to see which of these triggering events are relevant in this moment.
To overcome the challenges of
→ generic scripts and
→ lack of relevance in power dialer-driven outreach,
SDRs can increase meaningful conversation rates by making calls more contextual.
By identifying high-quality insights and presenting them as pointers for the call track, sales reps can deliver relevant information during conversations at scale. However, manually sorting through vast amounts of data is not feasible for human agents. AI can assist in scanning insights, prioritizing key information, and organizing it for seamless discussion flow during calls.
🤔 Question for Sales Leaders:
Are you leveraging AI to auto-fill call-prep notes with prioritized insights and improve prospect engagement in power dialer led outreach?
Implementing AI to curate relevant insights as call pointers enables sales reps to have more contextual conversations with prospects.
By prioritizing key insights and arranging them for call flow, AI streamlines the process of breaking the ice and build rapport during calls.
Insight discussions in calls lead to increased prospect interest and improved conversion rates, with observed improvements of up to 30% in conversation rates and 20% in meeting setup rates.
Implementing solutions
To address the challenge of lower conversion rates from call connection to meaningful conversation
Sales leaders need to explore and implement AI solutions like Evabot, to get ROI from power dialers.
For 1000s of prospects, AI scans through a vast array of sources such as 10K reports, quarterly filings, news articles, announcements, and social media posts to extract relevant insights and pre-intent signals tailored to your product or service offerings.
AI scores these insights and signals based on relevancy and recency, prioritizing them for optimal use in sales conversations.
The structured prioritized insights are then integrated into a call-prep template for easy reference by sales reps.
By auto-filling call prep notes in outreach tools and power dialers with this data, SDRs are equipped with valuable information to personalize their interactions with prospects effectively.
Periodic refreshes of the scan ensure that call prep notes are updated with the latest insights for ongoing prospect engagement.
This streamlined process empowers sales teams to engage prospects more meaningfully during calls, leading to improved conversion rates and enhanced outcomes in outbound sales efforts through Power Dialers.
Nora’s Thoughts
With AI we have crossed into automating not just mundane tasks but providing strategic thought at scale. It isn't just about automating the gathering of customer research, it is about providing what to make of that research. What are the key relevant details that will be powerful in your conversation and why.
Case Study
Our SDRs and AEs were leveraging power dialers to reach out to 500 prospects in a day, resulting in significant improvements across key metrics:
🔹 Call Connection Rate: Increased to 5% i.e. 25 Calls
🔹 Meaningful Conversations: Improved to 20% i.e. 5 Conversations
🔹 Meaningful Conversations to Meetings: Enhanced to 20% i.e. 1 meeting booked
By optimizing the call process with personalized insights and pre-intent signals provided by Evabot, our SDRs / AEs have seen a remarkable transformation in their outcomes:
- Earlier, our SDRs booked an average of 2 meetings per week.
- With the enhanced efficiency and effectiveness enabled by our Evabot AI Tool, SDRs are now booking an impressive total of 5 meetings per week.
Nora’s Thoughts
Much of the productivity from the early 2000s sales teams when emails, websites and online news sources were first being deployed has been lost in recent years. I recall being an SDR in the year 2000 and our standard quota was to schedule a very minimum of 2 meetings a day, a good rep would average even more. Most B2B companies I see now are happy to see only 2 meetings a week from an SDR. With AI we have the opportunity to reclaim the earlier levels of productivity by working not just at a faster scale but with a smarter more precise approach.
This tangible increase in meeting bookings showcases how leveraging AI in conjunction with power dialers can drive substantial improvements in conversion rates and overall sales performance, ultimately leading to a significant boost in ROI for sales organizations.
Want to see how we enable your ROI with power dialers by 3x?