The manufacturers of predictive dialer technology would have the remote sales world believe that it is the only way to turn a profit in telesales. This is simply not true. Both research and experience has shown that power dialer technology is a reliable ? and profitable ? alternative. This is especially true for B2B sales.

The predictive dialer?s main weakness is the large volume of lost leads it generates. If a company is spending time and money on generating leads they will want to retain as many of them as possible. The way a predictive dialer works makes this goal impossible.

Dialers have been engineered to aid sales reps in dialing more leads than they could manually. The predictive dialers call a group of leads simultaneously, if there is not an available sale rep when the lead answers that call then the call is dropped, and the lead wasted. The money and effort that went into that lead is wasted, too.

This is an alienating experience for potential customers, and is a major reason consumers complain about telemarketing and legislation is passed regulating it. Little is accomplished by a remote sales business when their leads refuse to talk with them.

Power dialers eliminate this problem entirely. This kind of dialer calls only one lead at a time for each available sales representative, ensuring that each answering lead has a sales rep ready to talk with him or her.

Some B2C companies use a predictive dialer to only close those few people who would be easy sales; a B2B company could never survive performing that way. B2B sales take longer to close, and each lead has a higher ROI.

Also, B2B sales representatives often have to navigate through secretaries before they are able to talk to a decision maker in a company. This extra gatekeeper does not have time waiting on dead phone calls while a sales rep becomes available to speak to her. Predictive dialers just do not provide enough personal attention to each lead to be effective in B2B sales.

Power dialer software triples the amount of calls a sales lead can make in a day, but just as important is the experience the power dialer allows the lead to have. Power dialer technology will deliver not only on a higher call rate, but a higher close rate.

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