What is an Intelligent Sales Dialer?

One of the questions we’re asked most frequently is, what is an Intelligent Dialer? Simply put, an Intelligent Sales Dialer is software that actually tells sales reps something about who they’re calling before they dial. An Intelligent Dialer can virtually eliminate cold calling and empower reps to have far more successful sales conversations.

Is More Really Better When It Comes to Dials?

Dialing more leads daily can be powerful, but only up to a point. We know that there are companies out there boasting about how their auto dialer software can enable inside sales reps to connect with 300-400 leads in a single day. If you’re a telemarketer or selling an offering with a 5-second value prop (like dog grooming services), call volume might be your metric for measuring how effective a dialer is.

But let’s face it: In most industries, 100 intelligent conversations will yield far better results than 400 mindless ones. Before we built our Intelligent Dialer for Salesforce, we put a lot of thought into what features will actually help inside sales reps qualify more leads and close more revenue.

Several years ago I was working as an inside sales rep, but didn’t have a great CRM in place like Salesforce let alone a dialer. As a result, there were several times I dialed a prospect thinking that it was a first touch, only to find out that one of my co-workers had spoke to them weeks earlier. If only I could have accessed that prospect’s contact and sales history in the context of outbound calls, I would have been able to have much smarter conversations.

Dialing Power Plus Insight: A Perfect Pair

Here at Revenue.io we have two missions when it comes to outbound sales calls. Sure, we want to help you connect with more leads, and we have several features that help you do that.  But we also want to make those calls a lot smarter. That’s why we automatically deliver data about prospects from Salesforce, Twitter, Facebook, LinkedIn and more to reps before they make a dial. They can quickly view relevant information and then have much more intelligent conversations.

With Revenue.io you can dial more leads and have smarter conversations. And the results speak for themselves. One of our favorite things around here is getting positive feedback from our customers. One of our real estate industry customers just wrote us, “Through the use of this technology, we are given instant insights into the kind of person our customer is. This helps us to build rapport very quickly.” My favorite part of working here at Revenue.io is hearing that our intelligent dialer is helping our customers. If you haven’t tried it out yet, you can start your free trial today.

Our Intelligent Dialer Transforms Salesforce.com Into a Truly Smart Phone

Ever wish that business phone on your desk was as smart as the one in your pocket? With our new Intellgent Dialer for Salesforce.com customers, it can be even smarter. Our softphone works as an extension in Google Chrome (the world’s number one browser) and syncs data with Salesforce.com (the world’s number one CRM), enabling you to make and take brilliant business calls. No need to plug anything into the wall – it’s 100% cloud-based.

How it Works

Imagine you’re an inside sales rep. To make calls, you’ll click on the Revenue.io beacon in your web browser to launch the app. Then type the name of any Salesforce.com contact or lead, and they’re data will be delivered to the Revenue.io intelligent dialer. In a single elegant interface, you’ll immediately see Chatter information about the account, as well as your contacts’ LinkedIn, Twitter and Facebook updates. After scanning their feeds for actionable data, simply click the “call” button to initiate a sales conversation.

It’s that easy.

Also, if you’re already working in Salesforce.com, simply click any phone number. The Intelligent Dialer will launch and begin dialing immediately. Thanks to our built-in social sales tools, you won’t be scrambling to search account history, Twitter or other sites before or during the call. We serve all that data up to you in real-time.

Enjoy Smarter Calls at the Office and On the Go

If you’re already using a Revenue.io iPhone or iPad app, you’ll be happy to know that you won’t need a new phone number. Your main Revenue.io number will follow you anywhere that you are, enabling you to take calls at your desk, or when you get up from your desk and take a walk. Wherever you are, we’ve got you covered.

Like our other great products for sales teams, our Chrome extension allows you to rate calls, make notes, join call queues, and much more.

We’ve been using the softphone internally for several months, and have also been  private beta-testing it with a handful of customers. One of our favorite benefits is, like our other great apps, every call is automatically logged in Salesforce for you. That not only saves you a great deal of time, but also adds valuable call tracking metrics that helps with your sales and marketing initiatives.

The Benefits of an Intelligent Dialer

1. Transformed Voice Quality

Offering great voice quality has always been important to us.  Revenue.io now offers the clearest voice quality you’ve ever heard. The update ensures that voice quality is consistently superb. A great sounding call will facilitate game-changing sales conversations with prospects.

2. Dial Performance 

Our Intelligent Dialer for Salesforce.com now offers faster dials and minimized response lag time. This can help inside sales reps power through call-down lists in Salesforce faster than ever before.

3. Outbound Transfer Ability

Revenue.io now gives inside sales reps the ability to transfer an outbound call. This can be crucial in B2B sales, where closing deals often requires teamwork. Imagine that an inside sales rep at a B2B company is able to start a conversation with a CEO at a prospect company. But suppose the CEO starts asking questions that the rep doesn’t know the answer to? Rather than having to call the CEO back, the rep could use Revenue.io to transfer the CEO to a manager or a different rep who can answer the CEOs questions.

Quick Install Guide

Already have Revenue.io? All you have to do is log out of the Revenue.io softphone, and then back in again.

1. Log out of Salesforce.com in your Chrome browser
2. Click on the Revenue.io icon in your Chrome browser
   
3. Click on the menu icon in the top left of your Revenue.io Softphone
   
4. Click on the gear icon in the lower left corner
   
5. Click on the Salesforce icon to log out
   
6. Simply log back in with your Salesforce user name and password, and you’re all set!

We are constantly updating Revenue.io to address your concerns and implement requested features. If you have any ideas to improve Revenue.io, we welcome hearing them. Just email support@revenue.io or log a ticket at our support page.

Close 4X More Deals with Our Intelligent Dialer for Salesforce

What percentage of time do your inside sales reps spend actually selling? A CSO Insights study found that sales reps spend an average of 20% of their time researching prospects before making calls. And while Salesforce.com offers reps the ability to log vital data after sales calls, let’s face it – this takes up a lot of valuable time (providing your reps are taking the time to log data at all).

Revenue.io makes inside sales reps more productive before, during and after every call. By using our softphone app, reps can:

• Improve lead close rates by 4X
• Virtually eliminate call prep time
• Log and record every call in Salesforce

Our softphone for Salesforce.com takes one minute to install in any Google Chrome browser. Once installed, Revenue.io slashes the time reps spend researching prospects.

Revenue.io delivers prospects’ social media and company news feeds into a single UI. When they’re ready, reps can call any lead and contact with a single click.

Once on a call, Revenue.io enables reps to quickly rate calls, log call outcomes and take notes–all of which are saved in Salesforce.com automatically. Call metrics and entire call recordings are automatically logged in Salesforce.com, minimizing post-call administrative tasks.

Intelligent Dialer for Pardot Customers

We’re excited to announce that if your company is using Pardot, your sales reps can now not only see past sales emails in their Dialer’s feed, but also emails from your marketing team. We’re excited about this, since the move marks another step forward on our mission to help salespeople provide their customers with the ultimate buying experience.

Here at Revenue.io, our belief is that the conversation is the most powerful part of any sale. But in order to move deals forward, reps should have plenty of contextual data to help understand the state of the relationship before, during and after conversations. That’s why our Intelligent Dialer for Salesforce provides Salesforce users with a history of past sales calls and emails, as well as Chatter feeds and other detailed information. The addition of Pardot messages only adds to the rich trove of information available to your reps.

Why Marketing Emails Matter to Sales

As someone with experience in sales and marketing, I can’t overstate how powerful it can be to gain a complete picture of the messaging relationship with your prospects. Pardot users can now quickly view which list emails (mass emails) Marketing has sent to leads, but that’s just the beginning. If your marketing team is sending email responses from web forms (a best practice in many cases), then you can learn a whole lot more about a lead’s preferences. Knowing which eBooks leads download, forms they fill out and trials they sign up for can help reps discern where prospects are in their buying cycle.

As an example, say you sell data security solutions. If you know that a lead downloaded an eBook entitled 10 Things to Do After Your Company’s Data is Hacked you’d probably know that the lead is not just concerned about data security, but that they’ve experienced a real-world threat in the past. The more that a prospect has interacted with marketing, the more you can potentially learn.

Going One Step Further: Using Pardot Data to Prioritize Leads

Simply knowing how leads have interacted with marketing can help reps accelerate deals. But if your marketing team is using Pardot, they also have the opportunity to help reps prioritize leads in real time. If your marketing team is using Pardot, they are hopefully tabulating a lead score based on a lead’s activities. Lead scores are awesome because it helps marketers to determine when to hand leads off to Sales. But what’s really awesome is that the same lead scores that marketers use can be leveraged by sales reps to guess which leads are most sales-ready. As an example, a lead that downloaded three eBooks, signed up for a trial and requested pricing should probably be prioritized over a lead that simply downloaded a couple eBooks.

Here’s how to use Pardot data to prioritize leads. First, make sure there is a field for lead score in your lead lists. Then, sort those lead lists by highest lead score first. After that, Revenue.io’s NextDial feature makes it easy to power through prioritized lead lists with one-click dialing.

Looking for more ways to optimize your team’s sales efforts? Check out these must-have Salesforce dashboards:

Intelligent Sales Dialer FAQs

1. What is an Intelligent Sales Dialer?

An Intelligent Sales Dialer is a sales engagement tool that integrates with your CRM to provide real-time insights about leads before reps make calls. It displays relevant data from sources like Salesforce, LinkedIn, Twitter, and Pardot, enabling smarter, context-rich conversations.

2. How is an Intelligent Dialer different from an Auto Dialer?

Unlike traditional auto dialers that prioritize volume, Intelligent Dialers combine speed with insight. They surface contact history, sales context, and social data to personalize outreach—resulting in higher-quality conversations and better lead conversion rates.

3. What are the key benefits of using an Intelligent Dialer?

Key benefits include reduced call prep time, improved call quality, automatic logging into Salesforce, access to social and marketing insights, and the ability to prioritize and transfer calls in real time—all leading to increased productivity and closed deals.

4. Can Intelligent Dialers integrate with marketing automation platforms like Pardot?

Yes. Revenue.io’s Intelligent Dialer integrates with platforms like Pardot to surface marketing emails, lead scores, and engagement data. This helps reps prioritize leads and tailor conversations based on where prospects are in their buying journey.