Overview
Purchased internet leads need a fast first call and consistent follow-up. In SalesExec, you tag each purchased lead with its lead source, agents call leads back to back with the power dialer in the SalesExec Dialer (formerly RingResponse), and agents record every call outcome with an action in your Sales Workflow. Your workflow and Pull strategy then decide when an unreached lead comes up for another attempt.
This article covers the setup in order and links to the detailed article for each step. For a product overview, see the SalesExec power dialer software page.
Step 1: Tag purchased leads with their source
Go to More > Settings > Channels, Lead Sources, and Campaigns. The page has Marketing Channels, Lead Sources and Campaigns tabs.
On the Lead Sources tab, click Add Source. In the Create LeadSource window, enter a Name, choose an Owner, and click Save. Add one lead source for each provider, and add marketing channels and campaigns on their own tabs. See How to Create and Configure Lead Sources in SalesExec.
Click Generate Posting Instructions to create the posting instructions you give each provider. See How to Generate Lead Posting Instructions in SalesExec. If you buy leads through LeadExec, How to Set Up Call-Center Lead Management in SalesExec explains how they reach SalesExec.
To keep the same person from being worked twice, set up duplicate checks. See Editing Lead Fields - Duplicate Check.
Callouts: 1 – Marketing Channels, Lead Sources and Campaigns tabs. 2 – Add Source opens the Create LeadSource window (Name and Owner). 3 – Generate Posting Instructions creates the instructions you send each provider.
Tip
Give each provider its own lead source. The Detailed Performance Report can then break results down by lead source, so you can compare providers.
Step 2: Turn on the SalesExec Dialer
An administrator completes these steps once.
Go to More > Settings > RingResponse Configuration. Under Manage Features, make sure RingResponse Outbound ("Enables the features for dialing outbound with RingResponse") is enabled. Enable Outbound Call Recordings is a separate setting under it. Turn it on only if your business records calls.
Under Billable Options, turn on the add-ons you need: Call Recordings, Warm Transfer, Caller ID Lookup, Voicemail Drops or User Phone Connect. See Enable and Disable SalesExec Dialer Features.
Go to More > Settings > Phone Numbers and open a number's configuration. In Number Configuration, check Allow Outbound (can use this number for outbound calls). To use a number for specific states, select them under Use for the following states. Check Use this number as a "Default" for Outbound Calls on one number. See Configure a Number for Outbound Dialing, which explains how the dialer chooses between local, state and default numbers.
Give agents access to the dialer and have each agent complete their phone setup, as described in Enabling SalesExec Dialer and SalesExec Dialer: User Setup.
Callouts: 1 – RingResponse Outbound turns on outbound dialing. 2 – Enable Outbound Call Recordings is a separate setting. 3 – Billable Options, including Voicemail Drops.
Callouts: 1 – Allow Outbound lets agents call out on this number. 2 – Use for the following states assigns the number to states. 3 – Use this number as a "Default" for Outbound Calls.
Step 3: Build a Pull queue for purchased leads
Go to More > Settings > Lead Distribution and choose the lead type. Pull strategies are set up per lead type. Under Pull, add a strategy or click the pencil next to an existing one. See How to Configure "Pull" Lead Distribution.
Review Criteria. The demo Pest Control strategy uses DoNotPhone Equals 'False', a LeadStatus In list of statuses, and Max Age (days) Less Than '5000'. Choose the statuses and maximum lead age that fit your purchased leads.
To add a rule, click + Add on the Criteria panel. In Create Distribution Criteria, choose a Field and an Operator, then click OK.
To limit how many attempts a lead gets, add a criterion on the Calls or Pulls field with the limit your sales leader sets.
Set Priorities. Each strategy sorts by Pull Count (Lowest First or Highest First) and Date Added (Oldest First or Newest First). Drag the rows to change which one sorts first. See Configure Pull Priorities: Pull Count and Date Added.
Set State Hours and Shifts. See State Calling Hours and Configure Pull Distribution: Shift Hours.
Under Recipients, click + Add to choose the agents who can pull from this strategy, and click Save on each panel you change.
Callouts: 1 – Criteria decide which leads are in the queue. 2 – Priorities set the pull order (Pull Count, then Date Added in this demo). 3 – State Hours. 4 – Shifts, including the Time Zone. 5 – Recipients are the agents who can pull from this strategy
Callouts: 1 – Field: choose the lead field, such as Calls or Pulls. 2 – Operator: choose how the field is compared.
Step 4: Power dial the list
On the Lead Manager screen (My Leads), use Filters to show the leads you want to call, for example by lead source. See Filtering Your Leads in the Lead Manager Screen.
Select the leads (hold Shift and click to select more than one) and click Call.
As described in Using Click-To-Dial and Power Dial, SalesExec stores the selected leads as a Power Dial list, in the Lead Manager sort order, and opens the Pull screen in a new browser tab. Allow pop-ups for SalesExec the first time.
Agents work the list from the Pull screen toolbar:
Power Dial (N of N) shows the agent's place in the list. The demo shows Power Dial (48 of 105).
Clear Power Dial clears the list.
Pull Record pulls the next lead from the agent's queues, and queue(s) selected shows which queues are in use.
According to Using Click-To-Dial and Power Dial, choosing an action moves the agent to the next lead, and clicking Power Dial moves on without recording an action. SalesExec also keeps the agent's place in the list if they leave the page.
When a call reaches voicemail, agents can use a voicemail drop if Voicemail Drops is enabled. See Using Voicmail Drops.
Callouts: 1 – Select the leads to call. 2 – Call loads them into a Power Dial list. 3 – Filters narrow the list, for example by lead source.
Callouts: 1 – Pull Record pulls the next lead from your queues. 2 – Power Dial (48 of 105) shows your place in the Power Dial list. 3 – Clear Power Dial clears the list. 4 – 3 queue(s) selected shows which Pull queues are in use.
Tip
Have agents select an action after every call so each attempt is logged. Clicking Power Dial alone moves on without recording an outcome.
How SalesExec Checks Do Not Contact (DNC) Compliance for Calls, SMS, and Email says leads flagged Do Not Phone aren't called from the Power Dial screen. For more on the power dialer, see SalesExec Power Dialer: What It Is, How It Works, and How to Set It Up.
Step 5: Log attempts and recycle unreached leads
Go to More > Settings > Sales Workflow, open your workflow, and use a status's menu to Edit it. Each status lists its actions. Click the pencil next to an action to open Edit Action and turn on the operations it should run. See Configure Actions in a Sales Workflow.
Contact Attempted + Made: the UI help says "This Action Operation is used to denote that a Contact Attempt was made on a lead. This directly factors Response Time calculations when considering speed to contact on new leads within SalesExec. If this operation is disabled, the lead will not be marked as a contact being attempted." Set System Contact Type to Phone for call outcomes.
Contact Made: its tooltip says "Enable Contact Made if this action is used to denote contact with a lead. This is used to calculate Contact Rate percentages in reporting." Turn it on only for actions where the agent reached the lead.
Change Status or Workflow: moves the lead to the next status, for example from New Lead to Contact Attempt 1.
Release Pull: when you turn it on, it shows Days, Hours and Decrement Pull Count on Release. Configure Actions in a Sales Workflow says Release Pull "controls the minimum time before a lead can be pulled again through a distribution strategy," and that Decrement Pull Count on Release reduces the lead's pull count by one.
Send SMS Template, Send Email Template and Set Email Nurture Strategy: send a follow-up message after a missed call.
Return Lead flags a bad lead. Add to Do Not Contact List records an opt-out. See Compliance - Configure a Do Not Contact Action.
Callouts: 1 – System Contact Type: Phone for call outcomes. 2 – Contact Made tooltip: used to calculate Contact Rate percentages in reporting. 3 – Release Pull operation. 4 – Days and Hours before the lead can be pulled again. 5 – Decrement Pull Count on Release.
Max Allowed Assignment Time is on the Edit Status panel. The screen shows no units for this number. How to Configure "Pull" Lead Distribution says the Unworked Leads Queue Pull type uses it to decide when an unworked lead can be pulled from another user, branch or corporate.
Callouts: 1 – System Status for this workflow status. 2 – Max Allowed Assignment Time (the screen shows no units). 3 – Theactions agents can choose in this status.
Your sales leader sets the cadence, and SalesExec applies the rules you configure:
How many attempts: a Calls or Pulls criterion on the Pull strategy.
Time between attempts: the Days and Hours on each action's Release Pull operation.
Where unreached leads go: the status each action moves the lead to, such as a Nurture or Dead status.
Best practices
Load your Sales Scripts so agents have them while calling. See How to Create and Customize Sales Scripts in SalesExec.
Before going live, test with leads whose contact details you control.
Review results by lead source and adjust your criteria and cadence.
Important
SalesExec provides the calling and follow-up tools shown in this article. Your team and counsel decide your calling hours, cadence and consent rules.
FAQ
Is the SalesExec power dialer a predictive dialer?
No. SalesExec Power Dialer: What It Is, How It Works, and How to Set It Up explains that it dials one lead at a time for each agent. For predictive dialing, SalesExec can send leads to Five9.
Can agents add leads while a list is running?
Yes. According to Using Click-To-Dial and Power Dial, leads added from the Lead Manager screen go to the bottom of the list (first in, first out).
How do I stop a lead from being called too many times?
Add a Calls or Pulls criterion to the Pull strategy, and set Release Pull times on your no-contact actions. Your sales leader and counsel set the limits.
Where do agents see their place in the list?
On the Pull screen toolbar, for example Power Dial (48 of 105).