Not every rep is an artist

It is 4:52pm and the call went well. Probably. Dana laughed in the right places, said “this is really interesting” twice, and asked you to send something over. You put the phone down with the warm glow of someone who has just been liked by a stranger.

By Friday the deal is marked as qualified in the CRM, mostly on the strength of the laughing.

Three weeks later, someone asks who signs the contract. Nobody knows. It never came up, and Dana seemed so keen that asking felt a bit rude.

Talking on calls is an art, and not every rep is an artist. Most teams have one or two people who make it look easy, and if you watch them closely, a surprising amount of what they do well happens outside the conversation. They know why they are calling this person this week. They have the next question ready when the call wanders somewhere unexpected. And they write it all down before the next dial, while it is still fresh.

You can’t hire a whole team of naturals, so we built Otto Dialer to give every rep those three habits, before, during and after the call.

Before the call

Add a Call step to any campaign, alongside your email and LinkedIn steps. When a lead reaches it, they land in the dialer’s To call list with their role, company, a direct number and why now: the reason they are worth calling this week. You open the call with that reason.

During the call

Call from your browser, on your own number or one from Otto. While you talk, Otto writes a live transcript beside the call. Your talking points tick off as you cover them, and a point lights up when the buyer says its trigger, like ‘send me an email’. (Which, as every rep eventually learns, is rarely a request for an email.)

After the call

The call is logged on the lead with its outcome, recording and transcript. Otto writes it up with a summary, key points, objections and next steps, so the write-up is done before the next dial.

Qualify from what the buyer said

Qualification usually gets filled in from memory, a day after the call, by the person who most wants the deal to close. The fields fill up with what the rep hopes is true, and the forecast is built on those fields.

Otto scores the deal from evidence instead: what was said on your calls and what’s in your deal notes. It works with MEDDPICC, MEDDIC, BANT, CHAMP, SPICED, GAP Selling or a framework built for your company. Each element is marked Confirmed, Partly or Missing. If nobody has asked about something yet, it stays Missing, however keen the buyer sounded, and Otto suggests the question to ask.

Here is Dana’s deal after that first call. Dana and Northwind are made up; they are from our launch film.

Element	What the buyer said	Status
Champion	Dana Ruiz, Head of Sales	Confirmed
Identified pain	New reps are slow to book meetings	Confirmed
Paper process	Security review before any contract	Partly
Economic buyer	Not named yet	Missing
Decision process	Not known yet	Missing

Two elements confirmed, one partly, and two missing, including the person who signs. Otto’s suggested next step is to ask Dana who signs off on new tools before Thursday.

What the whole team learns

Every call adds to Calls › Insights. It shows each rep’s dials, pick-ups, conversations, meetings booked and talk time, and how their calls ended. It also shows when people pick up, by weekday and hour in the prospect’s own time zone, so reps can call when each time zone tends to answer.

Try it

Otto Dialer is part of Otto Pilot. Book a demo and we’ll walk your team through it.