Inarguably, no field is as competitive as sales, fuelling a shift from the outdated manual dialing to automated dialer options. For those managing a sales team or leading outbound campaigns, a critical question remains as to how to catch more leads without overstretching your team’s capabilities. Well, smart technology has an answer to this in the form of a progressive dialer that has practically changed the old ways of cold calling.
Progressive dialers have emerged as an efficient alternative to manual dialing or automated systems by automating the dialing process, but in a cautious way. It’s as if your call process is in autopilot mode, so that the next lead is automatically called without the need for manual input.Â
In this article, we delve into the ins and outs of a progressive dialer, what makes it different from other dialers, as well as what teams can gain from it. You will learn how this tool can add to your team’s outbound sales performance and how ScaleSupport can help you integrate it seamlessly.
What Is a Progressive Dialer?
A progressive dialer is one of the dialer options available alongside predictive and preview for outbound sales and lead generation. Basically, a progressive dialer refers to a sales call software that automatically dials the next number on a database, similar to the predictive dialer. Progressive dialers help maintain a one-to-one connection between an agent and the lead, hence keeping up the quality of customer interactions.
Let’s understand how a progressive dialer works.
- The dialer extracts the next number from a contact list and automatically dials it once the agent is free.
- Â The system holds the call until a live person answers before routing it to an agent.
- Â If the call does not get an immediate response, it moves on to the next number in line.
Progressive vs. Predictive vs. Preview: Key Distinctions
A crucial difference between progressive and preview dialling is that while preview dialling requires the agent to initiate the call manually, progressive dialing relies on an automated process for dialing numbers and connecting agents to the call. However, it gives agents only a fixed amount of time to review customer records before automatically initiating the call.
This automated limit on review helps call centers continue to dial leads at a higher rate. In contrast, with a preview dialer, there is no set time, and agents can review all necessary information about a potential lead before initiating the call.
Predictive dialing is another widely used dialing mode in today’s outbound contact centres. Predictive dialers are based on an advanced automation system that makes it possible for an agent to make multiple calls at a time. However, it carries the risk that the call may be dropped or unanswered in case an agent is not available when the dialer connects with a customer.
Maintaining Balance: Automation and Personalization
A Progressive dialer stands out for striking a balance between speed and personalization; it dials numbers in a sequence one by one as long as the agent is there to take the call. It further filters out busy signals and unanswered calls, which means agents can devote themselves to prospects that truly matter. Not only that, it ensures that a live agent is well-prepared to engage with a live prospect right away, paving the way for more productive and positive interactions than unnecessary delays.
The fact that progressive dialers allow agents to work more efficiently and get more value out of each interaction. This has made them a go-to option for outbound call centers and B2B sales teams in a bid to maximize call quality and compliance. The result is that agents are able to engage with clients meaningfully without going after a mindless pursuit of a higher call volume that serves no purpose.
Elevate Your Sales: Key Progressive Dialer Advantages
Introducing a progressive dialer in your sales operations is set to transform how your sales teams have traditionally worked. Here’s how a progressive dialler is likely to benefit sales at your centre.
1. Minimal Agent Downtime
It’s well-known how agents have to arduously search for the right numbers, or users have to wait in line to speak with a free agent. This results in a high downtime or rate of call abandonment, and negatively affects the productivity of agents.
A progressive dialer counters that by helping build a stream of continuous connectivity with target leads. This keeps the team focused on their goals and boosts engagement.
2. Increased Call Volume & Contact Rate
Progressive dialing is distinguished from predictive dialing in that it waits for an agent to complete a call before switching to the next number. Agents get an opportunity to spend more time with live prospects while minimizing idle periods, which eventually translates into a higher contact rate.
3. Boost in Agent Morale & Focus
Progressive dialers eliminate the need for agents to go through a drill of repetitive and tedious actions, as happens in the case of cold calling. Instead, it reviews the calling statistics, such as how readily a call connects or is abandoned, to determine the correct pace for making calls.
Since agents can engage in meaningful conversations rather than rushing calls, they stay motivated to give their best for each call. This, in turn, contributes to greater job satisfaction.
4. Consistent Follow-upsÂ
By automating the call process, progressive dialers enable agents to follow up consistently and in a timely manner so that no important lead ends up getting lost or neglected. AÂ higher call connection ratio ensures a lead is properly nurtured, thereby leading to a higher conversion rate.
5. Effortless Compliance
Communications are subject to certain globally enforced regulations, like TCPA in the U.S. and Ofcom in the U.K., in order to protect consumers from unsolicited calls. Progressive systems are aligned with TCPA compliant practices, as agents can make calls at a regular pace with a lower probability of dropped calls.
By integrating progressive dialers into outbound dialing systems, the overall process becomes a smoother, glitch-free, and compliant experience that is equally beneficial for your teams and prospects. If you’re exploring additional strategies to enhance outbound sales operations, combining a progressive dialer with well-established sales tactics can multiply your results
Progressive Dialers vs Preview and Predictive Dialers
Now that you know the basics of a progressive dialing system, you might be curious to know how it compares to other common dialers out there.
| Feature | Preview Dialer | Predictive Dialer | Progressive dialer |
| Agent Control | High | Low | Moderate |
| Call Volume | Low | Very high | High |
| Personalization | High | Low | Moderate to High |
| Compliance risk | Low | High | Low |
| Automation level | Low | High | Medium |
When making outbound calls through a progressive dialer, businesses can take advantage of an inbuilt List Scrubber to remove numbers specified on DNC lists. This helps prevent fines and legal issues due to non-compliance.
The predictive dialing mode is more suited for lengthy and generalized campaigns, while progressive dialing allows for a more personalized customer experience. This makes it more suitable for capturing high-intent leads without worrying too much about call volume.
Progressive dialers provide an efficient calling mode with a 1:1 calling ratio, meaning each agent is assigned to one number. This system automatically connects a free agent to a live contact as soon as one becomes available. If there is a delay in response, the system quickly moves to another agent to maintain the call flow.
Why Fast-Scaling Teams Opt for Progressive Dialers?
- Enables agents to achieve cold calling efficiency while retaining a personal pitch for each prospect.
- Â It offers an optimal balance of automation and agent control- they automatically dial numbers and filter out busy lines while allowing agents to attend to calls one-on-one.
- It offers an easier way to train new agents without overwhelming them with many calls. Agents don’t waste time manually dialing numbers and making failed calls.
The Smart Way to Scale: With ScaleSupport
When you choose ScaleSupport, you are not only outsourcing your SDR but getting a dedicated growth partner. We aim to become an extension of your team while leveraging advanced call center automation options like sales dialer tools to promote outreach effectiveness and efficiency.
Here’s the secret to our exceptional results;
- Tech Integration: We seamlessly integrate into your CRM and existing sales call software to facilitate smooth, unimpeded workflows.
- Â Expert Talent: Our SDRs are well-trained in the dynamics of outbound calls and cutting-edge tools to drive your ROI.
- Cost-Efficiency: Escape the overhead costs of hiring an in-house sales team and get started with a team of dynamic outbound sales representatives.
- Â Data-Driven Strategy: We employ a data-first approach to refine our sales tactics to determine the best way to reach and engage with your potential customers.
We are here to help you lay a solid foundation for your sales teams, whether you’re a startup building your first outbound team or an enterprise looking to expand.
Conclusion
A progressive dialer holds the key to unlocking greater output from your sales team without sacrificing quality. No wonder, they are an essential tool in the realm of modern outbound call automation, where they help call centres to connect with desired prospects in an orderly manner with reduced agent downtime.
When scaling sales, technology alone cannot get you far unless it is paired with the right people to harness its true potential.
At Scale Support, we provide outsourced SDR teams that enhance your outbound capabilities and help you make the most of your prospects. Equipped with the right team and the right dialing software, you can expect your team to deliver results that speak for themselves.
Explore our services to see what features we offer and how we can support your growth plans. Are you ready to grow smarter, not just faster? Book a free consultation to see how our platform can scale your sales operations to fuel long-term growth.
Dianne has extensive experience as a Content Writer, she creates engaging content that captivates readers and ranks well online. She stays on top of industry trends to keep her work fresh and impactful. She has a talent for turning complex ideas into relatable stories. When she’s not writing, you’ll probably find her with a crochet hook in hand or working on a fun craft project. She loves bringing creativity to life, whether it’s through words or handmade creations.
