Sales Engagement & Enterprise Outreach: Key Findings
CRM systems can boost revenue by 29% and increase productivity by 34%, according to Salesforce.
The reality is, when calls don’t connect, revenue stalls. And that’s why high-growth sales teams are changing tack.
Chris Sorensen is the CEO of PhoneBurner, a sales engagement platform built to improve live answer rates at scale.
Despite the scale or complexity of an organization, Sorensen believes the core need remains the same.
“At the end of the day, every customer, from a single insurance agent to a Fortune 500 enterprise, wants the same thing: a reliable way to connect with people, start conversations, and close business,” Sorensen says.
He explains that working with larger, more complex clients hasn’t changed PhoneBurner’s core direction, which is to help customers:
- Get more calls answered
- Have better, more engaging conversations
- Protect the integrity of their numbers and outreach
This may sound basic, but many outreach tools lose sight of their real purpose: delivering real conversations by focusing on connection and deliverability.
That focus is working.
According to PhoneBurner, enterprise teams using its Tier 1 carrier routing have seen answer rates improve by up to 30%.
Keep reading to see how PhoneBurner helps sales teams actually get their calls answered, and why that one fix changes everything.
Who Is Chris Sorensen?
Chris Sorensen is the CEO of PhoneBurner, where he leads efforts to help businesses grow through smarter, more responsible outreach. He has held executive roles in revenue and partnerships at both startups and enterprise companies, including call analytics providers.
He is widely recognized for his focus on trust, compliance, and transparency in sales outreach. Sorensen champions tools like PhoneBurner’s ARMOR® service to help teams reduce risk, improve call deliverability, and drive consistent performance.
Want to see how it works in a real tech stack?
Here's how PhoneBurner integrates with Outreach to launch dial sessions, sync Salesforce activity, and support high-volume calling:
Why Call Connection Matters More Than Features
Outbound sales teams at large organizations face growing obstacles to reaching live prospects.
Spam labels, flagged numbers, and low answer rates limit rep productivity and strain revenue targets.
At the same time, new telecom regulations and carrier standards make it harder to scale calling operations without risking legal trouble or brand damage.
These aren’t hypothetical issues.
For organizations with dozens or hundreds of reps, a small drop in answer rates can mean thousands of missed conversations and a pipeline that never takes shape.
“Most of our large customers share that mindset,” Sorensen says.
“They want more conversations, not shortcuts.”
That’s why more enterprise teams are shifting their attention to platforms that solve the real bottleneck: connection.
What Enterprise Buyers Really Ask First
When large companies evaluate a sales dialer, they don’t start with product tours or features.
They start with questions like:
- Can you improve our answer rates?
- Will this reduce call flagging?
- How fast can we see performance lift?
“Larger customers tend to prioritize three things: how much revenue PhoneBurner can help them generate, how quickly they’ll see results, and the total cost of ownership,” Sorensen explains.
“It usually starts with, ‘How much will this move the needle?’”
Deliverability is the first metric that proves those promises.
“If we can help them have more live conversations from the same effort, every downstream metric improves: appointments, opportunities, closed deals, and revenue.”
The foundation?
A Tier 1 carrier relationship that improves routing and trust, plus Answer Rate Monitoring, Optimization, and Remediation (ARMOR®), a proprietary service that monitors and protects phone number reputation.
“As the only dialer partnered with a Tier 1 carrier, we’re able to provide better routing, stronger deliverability, and greater carrier trust,” Sorensen says.
Compliance is often the next concern for enterprise buyers.
PhoneBurner’s Responsible Communications™ initiative helps larger organizations stay ahead of telecom regulations.
Meanwhile, its dedicated Trust & Safety team provides the tools and support needed to improve performance and maintain compliance.
How a 50-Rep Team Unlocked More Conversations
One enterprise client came to PhoneBurner with 50 sales reps underperforming against appointment goals.
The issue wasn’t effort or pitch quality. It was call connection.
“They simply weren’t having enough live conversations,” Sorensen recalls.
Within weeks of implementation, the client saw sharp improvements in answer rates, driven by PhoneBurner’s clean number rotation, carrier trust, and ARMOR® protections.
Those live connections translated directly into more appointments and higher close rates.
“They want more conversations, not shortcuts.”
The takeaway? Sustainable dialing is what drives repeatable performance.
What Enterprise Clients Actually Want From a Dialer
According to Sorensen, three expectations define enterprise dialer evaluations:
- Connection: Will this improve our live answer rate?
- Consistency: Can we scale without quality drops or blocked numbers?
- Confidence: Is the system built to handle compliance and protect our brand?
Scale Sales Outreach With Strategic Focus
Serving complex, high-volume clients has shaped PhoneBurner’s onboarding and client engagement strategy.
But its core approach hasn’t changed.
“The tactics may differ, such as how we sell, onboard, or support, but the value proposition remains constant,” Sorensen says.
That value?
“Helping customers get more calls answered, have better conversations, and protect the integrity of their numbers and their outreach.”
As he told his sales team, “Greatness can be boring.”
While it may seem mundane, Sorensen says the single most important thing his team can do is help clients get phone calls answered.
“You can have all the bells and whistles in the world, but if your calls aren’t connecting or are getting flagged as spam, none of it matters,” he adds.
While some competitors race to build faster dialers, PhoneBurner remains focused on what truly moves the needle.
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