Despite the vast number of contact methods on the market today, phone calls are still a preferred medium of contact for individuals and businesses. According to Crunchbase, 69% of prospects accept cold calls from businesses, and 49% of buyers prefer cold calls as the first contact. However, despite the vast number of mobile phones and the ubiquity of call forwarding in the world today, making contact over the phone is harder than ever before. 

Prospects screen or block calls, subscribe to no-contact lists and use voice mails, or fail to update their numbers regularly. If your sales teams are dialing prospects manually, these methods can waste an enormous amount of time. That’s time that could be spent on the phone, chatting to actually interested customers. 

If you are aiming to bolster your revenue and increase sales, you have to eliminate inefficiencies and dial as many numbers as possible to reach as many people as possible. This is where multi-line dialers come into the picture. 

What Is a Multi-Line Dialer? 

A multi-line dialer is an automated dialing solution with which agents can dial multiple phone numbers from their prospect list at once in order to streamline and accelerate their outbound calling. If a number is disconnected, the call goes to voicemail, or there is no answer, the dialer will automatically try to contact the following number and so on,  eliminating wasted time in call centers. Agents are only connected to calls that are answered by real people, not voicemail messages or bots. In a high-volume call center where thousands of calls are made every day, every second wasted adds up, which is why this tool can have such a significant impact on productivity. 

Why Do You Need More Than a Multi-Line Dialer?

While making as many calls as possible will improve the number of calls you make (which in turn improves your conversion rates), you can achieve even more by using a platform like Outreach, a sales engagement module in Salesforce. Outreach integrates all of the tools sales reps need to close deals into a single platform. It can store insights gathered from calls that can be used to nurture sales, as well as big-picture data that can increase efficiencies during the sales process. 

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• Why Do You Need More Than a Multi-Line Dialer?
• Improve the number of calls you make
• Improve conversion rates
• Store insights from calls to nurture sales
• Increase efficiencies in the sales process
• Have better conversations with prospects

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In short, a multi-line dialer provides the volume you need, but Outreach helps you effectively follow-up with prospects that didn’t close and have better conversations with your prospects when they answer. 

What is Outreach?

Outreach is a sales engagement module used in conjunction with CRM systems like Salesforce. Sales reps can use Outreach to follow-up with prospects through automated outreach or multi-channel contacts like phone calls, emails, and LinkedIn. 

If reps aren’t using a sales engagement platform, they have to store customer information and set reminders in their calendars, Outlook, or even notebooks. This is far from effective because leads can get lost, and if sales reps leave the company, they take their knowledge with them, leading to missed opportunities.

Sales engagement tools like Outreach can eliminate those inefficiencies and help sales reps remain in contact with removing their focus on sales. Manual follow-ups and reminders are automated so that leads never go dark. 

Benefits of Using a Multi-Line Dialer with Outreach 

Your multi-line dialer and Outreach sales engagement work together to improve speed, communication, and the volume of calls in your call center so that your efforts are fully optimized and your sales reps’ time spent as productively as possible. Let’s look at how these two tools can work together to deliver the best possible results.

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• Benefits of Using a Multi-Line Dialer with Outreach 
• Ability to Automate 
• More Connections, More Sales 
• Integration with Salesforce
• Improved Data Utilization
• Improved Productivity 
• Save Money, Make Money

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1. Ability to Automate 

Your dialer uses machine learning to know how many numbers to dial at the same time. For example, if, on average, only 25% of people dialed pick up, the dialer will dial four numbers at the same time and assign an agent to the call as soon as the recipient answers. This process begins automatically before agents are available to take a call to avoid wasting time listening to phones ring or voicemail messages. Outreach automates most of what follows after a call to avoid your prospects from going dark. It can schedule a demo, send out a follow-up email, or even prompt an agent to get back in touch in a few months’ time following a conversation. Agents don’t have to log notes and reminders in Excel or Outlook - Outreach does the legwork so they can spend their time focusing on sales. 

If on average, only 25% of people dialed pick up, the dialer will dial four numbers at the same time and assign an agent to the call as soon as the recipient answers.

You can use customized automated scheduling across numerous channels to make sure you aren’t just calling more leads but calling them at the right time and reaching them in the right way. Sales reps can also identify where contacts drop off and use Outreach to connect. For example, a prospect doesn’t show up for a scheduled demo, sequences can be created in Outreach to reschedule immediately. 

This can save a huge amount of time and increase conversions because agents are not only connecting to more calls but following up more effectively once they’ve spoken to a prospect. 

2. More Connections, More Sales 

Multi-dialers connect agents to a larger number of prospects. The dialer automatically moves on to the next number if a call goes unanswered and uses voicemail detection systems to study pauses and conversation traits to either assign a call to a representative or leave a voicemail, which increases the volume of successful contacts. Outreach integrates some telephony features that can increase the number of successful calls. 

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• Features that can increase the number of successful calls:
• Local presence 
• Text, voicemail and Call forwarding
• Linkedin integration
• Bulk personalized emails
• A/B email Campaign tracking 

 

Orum also includes a local presence feature in its solution called Voice Suite, which assigns a local ID for agents by displaying an in-area phone number. Prospects are more likely to pick up the phone if they see a local area code. Outreach can also use text, voicemail, and call forwarding to increase the number of interactions with prospects. It’s particularly powerful when it comes to B2B sales - Outreach pulls information from LinkedIn and uses it to send personalized emails. Outreach also provides reps with email templates with text fields for personalization and will track campaigns to see which email templates are the most effective. 

3. Integration with Salesforce

You can use your dialer and Outreach with your existing Salesforce CRM system. All activities from Outreach, including calls and emails, are logged in Salesforce automatically (and vice versa). Outreach will detect when leads have been converted and remap the contact so that your data stays up to date. It will also resolve data conflicts and update information in Salesforce directly. 

Reps never have to log in to Outreach but can do their work directly from Salesforce, eliminating the need to learn how to use a new system. Your agents can keep working in a tool they already know but with additional functionality to engage with prospects. They can also track sequence steps and draw reports to measure engagement and success rates. Your dialer can reside in either solution and connect reps seamlessly to the next caller so that there’s no need to juggle technology. That way, all of your CRM and sales data are stored and available for analysis directly in Salesforce, creating a single source of truth.  

4. Improved Data Utilization

Your dialer tool has limited intelligence. Essentially, it’s all about connecting your sales reps to as many prospects as possible in the shortest amount of time. Beyond that, your dialer doesn’t tell you much about your customer, and it doesn’t help you follow up if you don’t close the sale on the first call. 

Outreach remaps leads as they move through the sales funnel. Data is adjusted in both Salesforce (or any other supported CRM system) and Outreach so that your leads aren’t being called over and over again after they’ve closed. Outreach can even detect out-of-emails and schedule follow-ups or resume contact when the prospect returns. They can also set schedules according to different time zones so that customers are reached at a time that is most convenient for them. 

5. Improved Productivity 

Using Outreach can boost rep productivity by 30%. Outreach can update records across databases, move prospects to new sequences automatically, and flag potential leads, giving reps back up to 10 hours of work time every single month. 

“Using Outreach can boost rep productivity by 30% and give reps back up to 10 hours of work time.”

Multi-line dialers can also give agents back hours of their time. There’s no need to manually dial, check phone numbers, listen to dialing tones or waste time on voicemail boxes and busy phone lines. Agents are always connected to real human beings at the right time. 

6. Save Money, Make Money

Multi-line dialers eliminate dead time and reduce call abandonment rates. Using an effective multi-line dialer in your call center means that you require fewer agents (and less infrastructure) than you would if you used manual or automated single-line dialers. You can keep your best agents on the job and run the most efficient call center possible. This boosts your profits and saves money in the long run, especially if used with a tool like Outreach that helps reps approach customers in an efficient and result-oriented way. 

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• Using Multiline dialers with Outreach helps
• Eliminate dead time
• Increase sales rep motivation
• Reduce call abandonment rates
• More efficient use of human and technical resources
• Leverage existing data for personalized sales
• Keep prospect database updated 

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Final Thoughts 

Dialing as many numbers as possible increases your odds of finding a quality lead that will convert into a paying customer, but simply connecting over the phone might not be enough to close the deal. Your leads may need nurturing and follow-up before closing, which is where Outreach comes into play. To supercharge your sales effort, you need the volume of calls that a multi-line dialer can give you, along with the sales automation power and engagement from Outreach that ensures your leads are nurtured in the right way.