TitanX launches precision dialer to boost sales calls

TitanX has launched its Precision Dialer, which it says is based on an analysis of more than 3 million cold calls.

The sales technology provider said the new dialler uses a single-line approach rather than parallel dialling, which places multiple calls at once. According to TitanX, its data showed higher connect rates, stronger meeting-booking performance and broader prospect reach for single-line and power dialling than for parallel dialling.

TitanX-scored dialling produced connect rates of 23% to 29%, compared with an industry average of about 6%, the company said. It said that equated to a 3.5 to 4 times increase.

TitanX also said representatives using single-line and power dialling booked meetings at 3.5 times the rate of those using parallel diallers. In the same benchmark, single-line dialling recorded a 10.6% connect rate, compared with 5.0% for parallel dialling, while individual dialling reached 17.3% of unique prospects, against 10.7% for parallel dialling.

The findings are drawn from an analysis of 42 companies and 1,208 sales representatives. TitanX said the data showed the top 20% of representatives generated 55% to 61% of all meetings, while the highest-volume diallers often ranked among the lowest performers on their teams.

Single-line approach

Precision Dialer combines three parts of TitanX's existing platform, the company said: Phone Intent, which scores a prospect's likelihood of answering a cold call; Titan Defence, which monitors and seeks to protect outbound number reputation; and Smart Stream, which prioritises leads and follow-up activity based on call outcomes.

TitanX said that combination allows representatives to spend the same amount of time dialling while having three times as many conversations and making 50% fewer dials. In its benchmark, the median single-line representative needed about 17 dials for each conversation, compared with about 25 for the median parallel-dialling representative.

TitanX says it has 16 outstanding patents. It said the dialler is intended to shift sales teams away from measuring productivity mainly by call volume.

Joey Gilkey, Chief Executive Officer of TitanX, said pressure from boards had pushed revenue leaders to find ways to increase output with fewer resources.

"The board has handed down the same mandate for years to revenue leaders: 'Do more with less.' In response, they've cranked up the volume somewhere else in their models. First with parallel dialers and now with AI that sends more of what nobody answers," Gilkey said.

"We built the Precision Dialer to fulfill that very mandate. Through precise conversations that feed a continuously improving flywheel, we knew we could simultaneously multiply rep outcomes while cutting activity volume in half and, in turn, drive costs down without compromising attaining more ambitious targets. The next era of sales tech will be judged not on the inputs that go in, but on the outcomes it creates with less effort and resources," Gilkey said.

Criticism of parallel dialling

TitanX is positioning the launch against the widespread use of parallel diallers in the sales software market. According to the company, 14 of the 15 diallers brought to market in the past seven years have been parallel diallers.

Justin Middleton, Chief Operating Officer at TitanX, linked that practice to spam labelling by carriers.

"Parallel dialing is spamming your market, full stop. Your prospects know it, you know it, and carriers know it, which is why it gets your numbers flagged as spam," Middleton said.

"TitanX will never offer a parallel dialer, and neither should anybody else," Middleton said.

Customer response

TitanX said the biggest performance improvement came from deciding who to call rather than simply increasing volume. It said teams using its Phone Intent scoring to target prospects more likely to answer improved average connect rates from roughly 6% to between 23% and 29%, or from reaching a live prospect once every 14 dials to once every three to four.

TitanX said it backs the technology with a guarantee of a threefold improvement in connect rates and has offered that guarantee to every customer for two years without a claim.

One beta customer described the new product as distinct from other diallers used in recent years.

"I've used more than 10 dialers over the past five years, and the Precision Dialer stands apart," said Elijah Awoke, Founder of HTC Consulting.

"It's built by people who understand what outbound teams actually need, allowing us to focus on reaching the right prospects rather than burning through our market. I'm betting my entire agency on it," Awoke said.