What is a predictive dialer?
A predictive dialer dials numbers ahead of agent availability, timing calls so that a live answer reaches an agent who is just becoming free.
How it works
A predictive dialer serves a pool of agents, usually in a call center. It looks at how often calls are answered and how long conversations last, then dials more numbers than there are free agents, expecting some to go unanswered. When a person answers, the call is passed to the next available agent.
The aim is to keep agents busy with as little idle time between calls as possible.
Why it matters for sales teams
Predictive dialing fits high-volume campaigns where any agent can take any call, such as collections, surveys or simple appointment setting. It fits less well when a rep owns a set of accounts and needs context before speaking.
The trade-off is risk. If more people answer than there are free agents, some calls are dropped or the prospect hears silence first. That shows up in abandon rate and dead air. In the US, both FCC rules and the FTC's Telemarketing Sales Rule restrict abandoned telemarketing calls; see the call abandonment rule.
Predictive dialer vs progressive dialer
A progressive dialer dials one number per agent, and only when that agent is free. It is slower, but because it never dials ahead, it does not create abandoned calls in the same way.
This is a general definition, not legal advice.