How a Power Dialer Streamlines Your Sales Process and Improves Productivity Power dialers improve your sales process and productivity. As a salesperson, have you given this any thought? Listen to this episode to help you decide if a power dialer will help you in your business. Sean Leonard is the founder of FunnelFLARE and the CEO of Jump Demand. One of their products is FunnelFLARE and the other is a marketing automation platform. Sean has a background in long sales cycle sales, specifically in the process automation where they are selling automation software. Interestingly, it didn’t start in sales and marketing but in manufacturing. In his early days, he was selling industrial software for manufacturing mainly in process control. Automation really played a huge part to help scale the marketing cycle. They started Jump Demand with the goal of helping people automate customer acquisition. They use FunnelFLARE for sales enablement. The issue in sales Sales is about the highest paid hard work and the lowest paid easy work. All salespeople want to sell more and they are highly motivated to do that. The reality is 80% of the salesperson’s revenue comes from 20% of their activities. This means that 80% of the time sales reps are not doing revenue-generating tasks. Sales is a contact sport so we have to become proficient in making calls. Every sales organization wants its staff to talk to people and be helpful. The idea behind Sean’s products is to help salespeople reduce the effort in making calls. The second issue Sean was looking at is the CRM. He thinks that it’s purposely built to help salespeople succeed. There are so many CRMs out there and the evolution of the tool has been advantageous for everyone on the sales team as it helps them manage their projects and opportunities. Sean and his team found that many salespeople were spending so much time trying to add to the CRM that they were also spending more time outside of the CRM. They were having to bounce from one app to the other. These tasks included logging the calls, putting together a strategy throughout the day, updating the CRM, and integrating the information into the calls that the salespeople make. Sean’s efforts enable sales reps to do their work in the CRM and reduce the effort that’s spent in using the CRM. The goal is to keep members of the organization have lots of documented opportunities while still being able to maintain a relationship with people. Defining power dialer Power Dialer for Sean is basically what he is doing with the CRM. It’s a list of people that he has bulk edited and flagged for his calling session. They use a Chrome extension where a dialog box appears when they click the extension. The dialog box has a pre-loaded name of the person from the flagged list. The idea behind the power dialer is that it allows you to make calls efficiently and with greater speed. With Power Dialer the numbers are automatically selected when you make a call. The numbers are local numbers from the region because that typically gets a better hit rate. You can put a tracking script on the website. These are prospect insights and account insights, tabs that sales reps can quickly check. This gives them the idea of what their prospects have been up to. While the call is going on, Sean’s system records the call and builds a transcript of the call. When the call has ended, your next move is to do a follow-up email. Sean’s team has a pop-up email template that their teams can use. They also add commentary relating to the recent call to personalize the emails. When you’re ready to make the next call, you can also drop an automated voicemail if the call isn’t picked up. The good thing about the system is that sales reps can make changes to the metadata. You can add notes that are applied when reloaded and the notes are

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