If you’re running a sales team, you know the pain: endless vendor pitches, buzzwords galore, and “demo fatigue.” You just want to pick a dialer that actually helps your reps talk to more prospects, keep things organized, and not break the bank as your team grows. This guide is for you—no fluff, just a clear process for comparing Phoneburner to other B2B sales dialers. Whether you’re scaling from two reps to twenty or just tired of spreadsheets and sticky notes, this will help you cut through the noise.
1. Get Clear on What Matters (And Ignore the Rest)
Before you even look at product websites, grab a notepad. Write down three things your team actually needs from a dialer. Here’s what usually matters:
- Call volume: Does the tool let reps efficiently dial through your lead lists without glitchy delays?
- CRM sync: Will it play nice with your existing CRM, or will you need to hire a Zapier wizard?
- Ease of use: Can a new rep get the hang of it in a day, or will you need a week of training videos?
- Compliance: Does it keep you out of TCPA/robocall trouble, especially if you call cell phones?
- Reporting: Are the reports actionable, or just pretty charts for your boss?
Ignore features that sound cool but you’ll never use—think “AI-powered call summaries” or “emoji leaderboards.” If your team isn’t asking for it now, don’t pay extra for it.
Pro tip: Get your reps in a room (or a Slack channel) and ask what slows them down the most. That’s your checklist. Not the vendor’s.
2. Shortlist: Who’s Actually in the Running?
Let’s be real: there are dozens of dialers, but only a handful get used by real B2B sales teams. Here are the most common options teams compare against Phoneburner:
- Phoneburner (cloud dialer, CRM add-on, power dialer)
- VanillaSoft (multi-channel, strong lead routing)
- Kixie (focuses on integration and automation)
- Salesloft Dialer (part of broader sales engagement)
- Aircall (call center with some sales features)
- RingCentral (old-school, but flexible)
Don’t waste time on tools that aren’t built for B2B sales teams, or that only do cold-calling for call centers. If the vendor’s homepage screams “call center,” move on.
3. Compare the Core: How Do They Handle the Basics?
Each dialer claims to “10x” your outbound calls. Here’s how to actually compare:
a. Dialing Speed & Workflow
- Phoneburner: Fast power dialer—queues up calls so reps aren’t wasting time between dials. No awkward “telemarketer pause.”
- VanillaSoft & Kixie: Similar dialing speeds, but check for any extra clicks between calls.
- Aircall & RingCentral: More call center-focused. Can be slower if you’re not running a big phone bank.
Ask for a live demo with YOUR leads. If the dialer can’t handle your list volume in real time, you’ll know fast.
b. CRM Integration
- Phoneburner: Built-in light CRM; integrates with Salesforce, HubSpot, Zoho, etc. Not every field syncs, so test real workflows.
- Kixie: Deep integrations, but setup can get technical.
- Salesloft: Great integration if you already use their platform.
- Aircall/RingCentral: Integrate, but sometimes require third-party connectors.
Warning: “Integrates with Salesforce” can mean anything from “nice and tight” to “Frankenstein’s monster of fields.” Always test syncing contacts both ways.
c. Call Recording, Notes, and Automation
- Phoneburner: Logs calls, records (if legal in your state), pre-recorded voicemails, email/SMS follow-up.
- Kixie/VanillaSoft: Similar, sometimes more automation triggers.
- Salesloft: Strong automation, but pricier and more complex.
- Aircall/RingCentral: More general—they cover the basics, but not tailored to B2B sales follow-up.
If your team isn’t going to use advanced automations, don’t overpay for them. Focus on “can my reps follow up fast with a human touch?”
4. Pricing: What Are You Actually Paying For?
Dialer pricing is all over the map. Here’s how to compare apples-to-apples:
- Per-seat pricing: Most tools charge per user per month. Watch for “minimum seats” buried in the fine print.
- Minutes/usage fees: Some charge extra per minute or call. If your team dials a lot, this adds up fast.
- Setup/onboarding: A few charge one-time onboarding fees (sometimes hidden until late in the sales process).
- Feature gating: Some features (like call recording or advanced reporting) may be “tiered”—so the price you see isn’t always the price you pay.
Phoneburner is straightforward: one flat fee per user, unlimited minutes. No per-minute charges. That’s rare. Some competitors look cheaper but nickel-and-dime you on usage.
Pro tip: Ask for a sample invoice for your team size and call volume. Get it in writing. Don’t just take “starts at $X/month” at face value.
5. Support, Onboarding, and Scalability
Stuff breaks, reps quit, you hire fast—how does the vendor handle it?
- Phoneburner: US-based support, email/chat/phone, onboarding included. Not enterprise-level, but solid for growing teams.
- VanillaSoft/Kixie: Good support, but onboarding may be extra.
- Salesloft: Strong support, but more focused on larger orgs.
- Aircall/RingCentral: Support experience varies, especially if you’re not a big account.
If you’re growing fast, ask: How easy is it to add (or remove) seats? Do you get a dedicated rep, or just an FAQ?
6. Compliance and Call Quality
Nobody wants a lawsuit—or to sound like a robot.
- TCPA/robocall compliance: Ask how the tool helps you avoid auto-dialing rules. Phoneburner doesn’t use “predictive dialing,” so it’s less risky for compliance.
- Caller ID/spam: Some dialers rotate numbers or offer “local presence.” Sounds great, but can backfire if numbers get flagged as spam. Don’t assume it’s a magic bullet.
- Call recording: Legal in some states, not others. Make sure the tool lets you toggle this per user or per call.
Pro tip: Call your own cell phone from the dialer. If it shows “Spam Likely,” you’ve got a problem.
7. Test Drive: The Only Way to Know
Don’t buy based on features lists. Get a trial, load up your own leads, and have your reps use it in the wild for a week.
- Onboarding: Did your reps get up and running fast, or are they already grumbling?
- Adoption: Are people actually using the tool, or “forgetting” to log calls?
- Reporting: Can you see who’s calling, who’s getting meetings, and what’s falling through the cracks?
Vendors love to show you canned demos. Push for hands-on access. If they balk, that’s a red flag.
8. The “Would I Switch?” Gut Check
After your trial, ask yourself:
- If I had to switch off this tool tomorrow, would my team revolt—or throw a party?
- Did the vendor oversell features, or deliver what they promised?
- What’s the real cost (money and headache) of switching, scaling, or canceling?
You want a tool your team will actually use, not one you picked because it looked shiny in a webinar.
Wrapping Up: Don’t Overthink It
There are a lot of sales dialers out there, and most of them do 80% of the same stuff. Focus on:
- What slows your reps down now?
- Which tool fits into your actual workflows (not an imaginary “future state”)?
- Is the pricing clear, or are there hidden fees?
- Can you get support when you need it?
Pick the one that fits your team today, knowing you can always reevaluate if your needs change. Don’t chase features you won’t use. Keep it simple, get your reps calling, and iterate from there.