Using call results & scheduling events

How they’re used

Call Results are used to prioritize your Active Queue in the Dialer and help you manage your schedule. For example, if you schedule callbacks or demos at certain times, the call results will make sure that those events are added to your schedule appropriately and they appear in your Next Action section as those events approach.

The call results also inform the “Predicted Dial Value ” (PDV) which impacts two things: (1) Sellfire Suggested Actions (which allows you to choose to dial the lead that Sellfire values the highest) and (2) lead stack ranking to help you prioritize your Active Queue, including any filters you’ve applied to sort them.

Note that every call result that you select applies to the entire lead (not only the specific phone number that you just dialed), so if want to dial another phone number on the lead or the same lead again, do not select call results that will put leads in Resting or Retired phases. Prior to confirming a call result, you will be presented with a warning that details what will happen with the lead after you have confirmed a call result.

Why they’re important

Every call result that you select directly impacts the leads that you receive and order of those leads in your Active Queue. They do this by influencing the Predicted Dial Value (PDV), moving leads to different phases in the sales cycle, and triggering follow up actions that help you determine the most-opportune times to contact leads again.

Call results also directly impact the reporting that allows you and your leaders to monitor statuses and performance, strategize, and coach effectively. Because of this, to maximize your sales productivity, it is critical for both you and your organization that you are selecting the correct call results at the correct times.

Selecting call results

Call result buttons are presented to you in the right pane of the current call screen (shown below) and can be selected during a call or once a call has been ended. Every selection that you make helps determine the sales phase, the lead value, the next action, and the timing of that next action for that lead. These selection options may vary slightly depending on where a lead is in the sales funnel to ensure the lead continues to progress through the expected next steps in the funnel.

Call results are organized into three steps:

Select with whom you spoke.
Select if you have an immediate action, scheduled action, or nonaction call result.
Select and confirm the specific call result.

Select with whom you spoke	Immediate, scheduled, or nonaction	Confirm call result

Immediate actions

In the second step of the call results flow, the immediate action buttons (AE view shown above) are Make Sale (if AE) and Transfer Demo. After completing the Make Sale flow, a sale is processed in Sellfire and any associated reporting is updated and third party integrations are triggered. When clicking the Transfer Demo button, depending on your organization's settings, a demo is either automatically transferred to an AE or a demo is transferred to an AE that the SDR selects.

Transfer live demo or decision call

Transfer a live demo or decision call from an SDR (or AE if configured by an Enablement user in System Configuration > Transfer Rules > Settings) to an AE to run the demo.

Use case: A prospect tells an SDR that they would like to see a product demo now.

1. In the right pane of the current call screen, select with whom you are speaking (DM or NDM).
2. Click the Transfer Demo button.
  - Once you click this button, the prospect will be put on hold.
3. Select the AE to whom to transfer the demo.
  - If your organization has configured automated AE selection for live demo transfers, Sellfire will select the rep for you. You will see the specific reps that are being attempted as Sellfire cycles through the list of reps that your organization has configured.
4. Once connected to the AE, share pertinent information about the prospect with the AE.
  - At this point, it will only be you (the SDR) and the AE on the call. The prospect will still be on hold.
5. Click the Merge in Lead button to bring the prospect into the call.
6. Complete an introduction and transfer from the SDR to AE.
7. You (the SDR) hang up the call and select the applicable call result.
8. The AE and the prospect remain on the line for the demo.
9. Once the call between the AE and the prospect is finished, the AE selects the applicable call result that determines how the attempt at running the demo appears in reporting (hold or no hold, future events, sale).

Scheduled actions

In the second step of the call results flow, the scheduled action buttons (shown above) under Schedule Next Event determine when those leads will be presented to you in the future and move leads through different phases in the sales funnel.

Specific time callback

Select a specific time* (shown below) that you would like to call a lead back, and Sellfire will tell you to call this lead at the specific time that you selected.

Use case: This is best used if you confirm with a prospect that you will call on a specific day at a specific time.

*If another event is already scheduled during a specific time, Sellfire will only allow you to schedule another event at that time if your organization has enabled the ability for you to schedule multiple events during a single time period through System Configuration > Scheduling Details. If you are able to schedule multiple events at the same time, you will see a parenthesis with the number of events already scheduled at that time in the time selection boxes to the right of the applicable time(s).

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General time callback

Select a general range of time (shown below) that you would like to call a lead back, and Sellfire will consider the window that you have selected when suggesting your next actions in that timeframe.

Use case: This is best used if a prospect asks you to call them back in a general timeframe (ex: “tomorrow between 2:00 and 4:00”).

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Schedule demo

Schedule a specific time to walk a prospect through a demonstration of your product, and Sellfire will alert you when the demo is approaching.

Use case: If a prospect needs to see a demonstration of your product prior to buying.

1. 1. Click the SCHEDULE DEMO action button in the upper right pane of the current call screen.
  2. Select with whom you spoke (Decision Maker [DM], DM via Non Decision Maker [NDM], or NDM).
  3. Select with whom you want to schedule the demo.
  4. Click CONFIRM CALL ACTION.

5. Select the date, timezone, and time* (the Select Time modal scrolls to reveal time selections later in the afternoon), and click CONTINUE.

6. Toggle Enable Calendar Invite On/Off depending upon whether or not you want to send the prospect a calendar invite.

7. If Enable Calendar Invite is toggled on, fill out all necessary information, and add the email addresses for the guests that the prospect would like to attend by clicking ADD GUEST.

8. Click CONFIRM SCHEDULE DEMO

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Reschedule or cancel demo

Reschedule a demo for a specific time, and Sellfire will alert you when the demo is approaching.

Use case: A prospect tells you that they can no longer attend at the previously scheduled product demo time, but another specific time will work for them.

1. Find the demo through My Schedule in the center pane of the Dialer or by clicking the Manage Schedule icon in the left-hand navigation bar.
2. Open the Event Detail by clicking into the scheduled demo, and if in My Schedule, then clicking Edit Event at the bottom of the lead card.
3. Click on the reschedule icon or the delete icon in the upper right of the Event Detail page.
4. If rescheduling, select a new date and time*, and click Save Changes.
5. If cancelling, select with whom you spoke, the call result, and click Delete Event.

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Nonaction call results (Log other call result)

In the second step of the call results flow, the nonaction buttons (shown below) under Log Other Call Result help determine the best time for you to re-dial that lead, if that lead will go into a “resting” phase for a period of time, if that lead will be “retired” and no longer available, and/or if that lead will be sent to your organization’s lead pool and reassigned. These call results are used in scenarios where you have not agreed upon a specific future scheduled event with the prospect.

Selections will populate based on who you spoke with and the sales phase that the lead is in, and what will happen next with that lead will populate under the selection itself as well as immediately above the Confirm Call Option button at the bottom of that list.

Log non-call activities

If you need to log activities and/or schedule events without making a dial,

Search for the lead in the search bar at the top left of the Dialer section.
- This searches all of your currently owned and assigned leads.
Expand the Lead Card of the applicable lead.
Click Log Non-Call Activity.
Click the applicable event or result in the modal that populates on the right side of your screen (shown below).

Lead recycling in the Active Queue

Leads that are in Sequences configured by your organization will recycle into your Active Queue based on those Sequence configurations. If leads are not in Sequences, they will be recycled into your Active Queue based on the sales phase in which that lead is in, the call results that you previously selected, the appropriate business hours / time zones in which it is available to be called (8:00am - 5:00pm lead's time)*, and the current Predicted Dial Value (PDV) of that lead compared to the other leads in your Active Queue. The timing of this recycling is based on the Scheduled Actions that you select and data that has shown what timing will give you the best possible opportunity to progress leads to the next steps in the sales funnel.

Recycle timing for common call results:

Current Sales Phase	Spoke With	Nonaction Call Result Selected	Earliest Recycle Time**
All Sales Phases	Skipped Lead	N/A	24 hours
Cold Call (not yet contacted OR after initial contact with no demo set)	No Contact	No Message Left OR Left Voicemail	36 hours
Cold Call (not yet contacted OR after initial contact with no demo set)	NDM OR DM	Prospect Reached OR Prospect Dropped	36 hours
Cold Call (not yet contacted OR after initial contact with no demo set)	NDM OR DM OR DM via NDM	Not Interested	Regular Resting Set by Your Organization***
Demo Set (first attempt)	No Contact	No Message Left OR Left Voicemail OR Missed Scheduled Demo	1 hour
Post-Demo Held OR Post-Demo Unsuccessfully Attempted (2nd+ attempts)	No Contact OR DM OR NDM OR DM via NDM	Prospect Dropped OR No Message Left OR Left Voicemail OR Missed Scheduled Demo OR Missed Scheduled Follow Up Call	12 hours

* You can force leads that are outside of these time zone constraints into your Active queue by selecting time zone filters in the queue for the time zones that you would like to call.

** Earliest that a lead will reappear in your Active Queue IF its PDV is higher than other leads in your Active Queue AND it falls within the appropriate business hours / time zones (8:00am - 5:00pm lead's time).

*** Default earliest recycle time for regular resting is 60 days. Confirming call results that put leads in resting, retired, or customer phases removes lead ownership.