TitanX launches Precision Dialer to boost cold-call rates

TitanX has launched Precision Dialer, a single-line sales dialler designed to improve cold-call connect rates.

The launch is backed by TitanX analysis of more than 3 million cold calls across 42 companies. It found connect rates of 23% to 29% for calls scored by its system, compared with an industry average of about 6%.

The Knoxville-based sales technology company is positioning the product against parallel diallers, which place multiple calls at once to raise activity levels. Its approach focuses instead on identifying which prospects are most likely to answer before a representative calls.

According to TitanX, single-line dialing achieved a 10.6% connect rate, versus 5.0% for parallel dialing. Representatives using single-line and power dialing also booked meetings at 3.5 times the rate of those using parallel diallers. Representatives dialing individually reached 17.3% of unique prospects, compared with 10.7% for those using parallel systems.

TitanX said the product combines three parts of its existing platform: Phone Intent, which scores a prospect's likelihood of answering; Titan Defence, which monitors outbound numbers and addresses spam flags; and Smart Stream, which prioritises leads and resurfaces follow-up activity based on call outcomes.

The median representative using single-line dialing needed about 17 dials for each conversation, compared with about 25 for the median parallel-dialing representative. Teams using TitanX's system typically reach connect rates above 20%, or roughly one conversation every three to four dials, it added.

Challenge to volume

The launch also challenges a sales technology market that has largely favoured call volume as a measure of productivity. TitanX said 14 of the 15 diallers brought to market in the past seven years have been parallel diallers.

Joey Gilkey, Chief Executive Officer at TitanX, said outbound sales teams have focused too heavily on raising activity rather than improving outcomes.

"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," said Joey Gilkey, Chief Executive Officer at TitanX.

"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.

The company holds 16 outstanding patents, according to information released alongside the launch. TitanX said the biggest change in results came from narrowing contact lists and calling only prospects its scoring model identified as more likely to answer.

On that measure, teams that moved from calling every number on a list to using Phone Intent scores saw connect rates rise from around 6% to between 23% and 29%, which TitanX described as an increase of 3.5 to 4 times.

Beta users

TitanX also cited early customer feedback from beta users. Elijah Awoke, Founder of HTC Consulting, said the new dialler differed from others he had used over the past five 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.

Justin Middleton, Chief Operating Officer at TitanX, took a stronger line on parallel dialing, linking it to the risk of outbound numbers being marked as spam 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," said Justin Middleton, Chief Operating Officer at TitanX.

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

TitanX said it has offered customers a guarantee of a threefold improvement in connect rates for the past two years and has not received a claim against that commitment. The company said the guarantee reflects its confidence in the performance of its prospect scoring and number management system.