Jaime Ruiz is no stranger to hard work. From doing DoorDash and Uber Eats to breaking into the competitive world of tech sales, his journey is a testament to resilience and adaptability. Today, Jaime is one of Glencoco’s top callers, known for his relentless drive and ability to secure meetings with ease. But his path to success wasn’t a straightforward one—it was paved with curiosity, persistence, and a strategic approach to learning the ropes in a new industry.

Jaime’s journey with Glencoco began when he was searching for a new venture after years in various sales roles. He discovered tech sales and, after some research, decided to dive in. Through LinkedIn connections and a bit of luck, he found Glencoco. Since then, Jaime has not only mastered the platform but has also become an inspiration for others looking to break into the industry. 

[Discover Jaime’s experiences, insights, and tips](https://youtu.be/cdMxBC6jFj4) for making the most of Glencoco’s platform.

**Q: What were you up to career-wise before joining Glencoco, and how did you find out about the platform?**

**Jaime Ruiz:** I was doing a medical courier job and working with DoorDash and Uber Eats as fillers. I was looking to switch to a different venture and got curious about tech sales after seeing it on Facebook and hearing about it from a few friends. I started researching on LinkedIn and found a club called The Key Club, where I learned about Course Careers. After completing that, I discovered Glencoco through a connection with Christina, who was already on the platform. I decided to give it a shot, and now, I just want to be there all the time.

**Q: Did you have any prior sales experience before joining Glencoco?**

**Jaime Ruiz:** The actual part of calling on the phone was completely new to me. However, I did have some sales experience before joining Glencoco. I’ve done vacation sales, door-to-door sales, and retail, where I sold niche-specific items for over 12 years. While I had a solid background in sales, cold calling was something I had to learn from scratch.

**Q: How was your experience onboarding and ramping up on Glencoco?**

**Jaime Ruiz:** Onboarding was pretty straightforward, though it took me a bit longer because I was balancing other jobs at the time. Once I got approved on a campaign, I spent about two to four hours on training. I like to review information thoroughly, so I took my time to understand the product and the campaign. After getting approved, it took me about a week to book my first meeting. It was really exciting to see the results, but finding the time to keep dialing was a challenge since I was always on the move.

**Q: How do you measure your success on the platform? What’s your strategy for maximizing ROI?**

**Jaime Ruiz:** Initially, I was aiming for an hourly rate of around $30, but after doing smaller campaigns and getting a feel for the platform, I realized I could push that up to $45 or $65 per hour. Now, my goal is to set at least three meetings a day. I’ve learned that some campaigns perform better at certain times of the day, so I adjust my strategy accordingly. Consistency is key—I try to make the most of every hour I spend on the platform, whether it’s setting meetings or following up with leads.

**Q: How has Glencoco impacted your day-to-day routine?**

**Jaime Ruiz:** Glencoco has made my day-to-day routine much more structured. Before, I was always on the go, juggling different jobs with no clear direction. Now, I start my day with a clear goal—setting meetings and following up on leads. The flexibility of the platform allows me to work at my own pace, but it’s also given me a sense of responsibility to consistently perform. I plan my days around the peak times for certain campaigns, which has made a huge difference in my productivity and earnings.

**Q: What has been your experience using Glencoco’s auto dialer?**

**Jaime Ruiz:** The auto dialer blew my mind. It’s my first time using a dialer, but based on conversations I’ve had with others, Glencoco’s dialer is top-notch. It’s very easy to use—you just hit the button, and it starts dialing. The connections happen quickly, and the delay is minimal, which makes the whole process smooth. I’ve dialed manually before, and the auto dialer is a game-changer. I can easily spend an hour dialing and get a few connections right away.

**Q: How do you handle rejections or no-shows, and what advice do you have for others?**

**Jaime Ruiz:** Rejections are just part of the game. I’ve learned not to take them personally. The key is to stay persistent and not get discouraged. If someone doesn’t show up for a meeting, I follow up with a polite email or call. I find that giving them a bit of space and then reaching out again works best. For others, I’d say, don’t be afraid of the ‘no’s’—they’re inevitable. Just focus on the next opportunity and keep moving forward.

**Q: Has Glencoco helped you become a better salesperson?**

**Jaime Ruiz:** Absolutely. I’ve not only learned a lot from the platform itself but also from the community around it. I’m big on connecting with top performers and asking them questions. The ability to work on different campaigns and pitch various products has been invaluable. It’s a unique opportunity that I haven’t seen anywhere else. The platform is easy to use, and the speed at which you can cycle through calls is amazing. It has definitely made me a better salesperson.

**Q: What role does the Glencoco community play in your success?**

**Jaime Ruiz:** The Glencoco community is incredible. It’s not just about competing—there’s a lot of collaboration. I’ve reached out to top performers to learn from their techniques, and in turn, I’ve shared my insights with others. This kind of mutual support is rare, and it’s one of the things that has helped me grow so quickly on the platform. I feel like I’ve built a network of peers who are all pushing each other to succeed.

**Q: What’s your plan for the future with Glencoco?**

**Jaime Ruiz:** I’m planning to go full-time on the platform and aim for an annual income of around $70,000. I think it’s very doable, even for someone who’s new to the platform. My goal is to consistently hit $1,500 to $2,000 per week. I see a lot of potential here, and I’m excited to see where it takes me.

**Q: What advice would you give to someone new to the platform?**

**Jaime Ruiz:** For anyone new to Glencoco, I’d say don’t underestimate the importance of consistency. Show up every day, put in the work, and you’ll see results. If you have experience in any customer-facing roles, whether it’s customer service or sales, you’ll likely find the transition to cold calling easier. The key is to focus on setting meetings, not selling the entire product on the call. Persistence is crucial—don’t get discouraged by rejections. They’re part of the game, and you just have to keep going.

**Q: How do you stay motivated and continuously improve on Glencoco?**

**Jaime Ruiz:** Staying motivated comes naturally when you see the results. But I also keep pushing myself by setting new goals. For example, after consistently hitting one meeting a day, I challenged myself to aim for three. I also believe in learning from every call—whether it’s a successful meeting or a rejection, there’s always something to take away. Continuous improvement is key, and I try to refine my pitch and approach with every interaction.

**Q: How do you see Glencoco fitting into your long-term career plans?**

**Jaime Ruiz:** I see Glencoco as a crucial part of my long-term career. It’s not just a platform to make money; it’s a place where I’m honing my skills and building a network. Whether I continue full-time on Glencoco or use the experience to move into another role, the skills I’m gaining here are invaluable. I’m also excited about the potential to grow with the platform as it evolves.**Closing Thought**

Jaime’s journey from delivering food to mastering the art of cold calling with [Glencoco](https://www.glencoco.com/) is inspiring. His story shows that with the right mindset, dedication, and the right platform, anyone can achieve success in tech sales. If you’re considering a career shift or looking for a platform that can help you hone your sales skills, [Glencoco might just be the opportunity you’ve been searching](https://www.glencoco.com/individual) for.

## **Discover Deeper Insights on Our Blog:**

- [4 Aspects That Truly Matter in Cold Calling](https://www.glencoco.com/4-aspects-that-truly-matter-in-cold-calling)
- [**Glencoco Top Caller of the Week: Dana Cannon**](https://www.glencoco.com/glencoco-top-caller-of-the-week-dana-cannon)
- [**6 Common Traps SDRs Shouldn’t Fall Into**](https://www.glencoco.com/6-common-traps-sdrs-shouldnt-fall-into)
- [**Glencoco Top Caller of the Week: Jack Press**](https://www.glencoco.com/glencoco-top-caller-of-the-week-jack-press)
- [**7 Rules SDRs Need to Succeed and Lead**](https://www.glencoco.com/7-rules-sdrs-need-to-succeed-and-lead)
- [**Glencoco Top Caller of the Week: Dave S.**](https://www.glencoco.com/glencoco-top-caller-of-the-week-dave-s)
- [**4 Tips To Increase Show Rate of Your Demos**](https://www.glencoco.com/4-tips-to-increase-show-rate-of-your-demos)
- [**Glencoco Top Caller of the Wee: Paul W.**](https://www.glencoco.com/glencoco-top-caller-of-the-week-paul-w)

Jaime Ruiz is no stranger to hard work. From doing DoorDash and Uber Eats to breaking into the competitive world of tech sales, his journey is a testament to resilience and adaptability. Today, Jaime is one of Glencoco’s top callers, known for his relentless drive and ability to secure meetings with ease. But his path to success wasn’t a straightforward one—it was paved with curiosity, persistence, and a strategic approach to learning the ropes in a new industry.Jaime’s journey with Glencoco began when he was searching for a new venture after years in various sales roles. He discovered tech sales and, after some research, decided to dive in. Through LinkedIn connections and a bit of luck, he found Glencoco. Since then, Jaime has not only mastered the platform but has also become an inspiration for others looking to break into the industry.<a href="https://youtu.be/cdMxBC6jFj4">Discover Jaime’s experiences, insights, and tips</a> for making the most of Glencoco’s platform.Q: What were you up to career-wise before joining Glencoco, and how did you find out about the platform?Jaime Ruiz: I was doing a medical courier job and working with DoorDash and Uber Eats as fillers. I was looking to switch to a different venture and got curious about tech sales after seeing it on Facebook and hearing about it from a few friends. I started researching on LinkedIn and found a club called The Key Club, where I learned about Course Careers. After completing that, I discovered Glencoco through a connection with Christina, who was already on the platform. I decided to give it a shot, and now, I just want to be there all the time.Q: Did you have any prior sales experience before joining Glencoco?Jaime Ruiz: The actual part of calling on the phone was completely new to me. However, I did have some sales experience before joining Glencoco. I’ve done vacation sales, door-to-door sales, and retail, where I sold niche-specific items for over 12 years. While I had a solid background in sales, cold calling was something I had to learn from scratch.Q: How was your experience onboarding and ramping up on Glencoco?Jaime Ruiz: Onboarding was pretty straightforward, though it took me a bit longer because I was balancing other jobs at the time. Once I got approved on a campaign, I spent about two to four hours on training. I like to review information thoroughly, so I took my time to understand the product and the campaign. After getting approved, it took me about a week to book my first meeting. It was really exciting to see the results, but finding the time to keep dialing was a challenge since I was always on the move.Q: How do you measure your success on the platform? What’s your strategy for maximizing ROI?Jaime Ruiz: Initially, I was aiming for an hourly rate of around $30, but after doing smaller campaigns and getting a feel for the platform, I realized I could push that up to $45 or $65 per hour. Now, my goal is to set at least three meetings a day. I’ve learned that some campaigns perform better at certain times of the day, so I adjust my strategy accordingly. Consistency is key—I try to make the most of every hour I spend on the platform, whether it’s setting meetings or following up with leads.Q: How has Glencoco impacted your day-to-day routine?Jaime Ruiz: Glencoco has made my day-to-day routine much more structured. Before, I was always on the go, juggling different jobs with no clear direction. Now, I start my day with a clear goal—setting meetings and following up on leads. The flexibility of the platform allows me to work at my own pace, but it’s also given me a sense of responsibility to consistently perform. I plan my days around the peak times for certain campaigns, which has made a huge difference in my productivity and earnings.Q: What has been your experience using Glencoco’s auto dialer?Jaime Ruiz: The auto dialer blew my mind. It’s my first time using a dialer, but based on conversations I’ve had with others, Glencoco’s dialer is top-notch. It’s very easy to use—you just hit the button, and it starts dialing. The connections happen quickly, and the delay is minimal, which makes the whole process smooth. I’ve dialed manually before, and the auto dialer is a game-changer. I can easily spend an hour dialing and get a few connections right away.Q: How do you handle rejections or no-shows, and what advice do you have for others?Jaime Ruiz: Rejections are just part of the game. I’ve learned not to take them personally. The key is to stay persistent and not get discouraged. If someone doesn’t show up for a meeting, I follow up with a polite email or call. I find that giving them a bit of space and then reaching out again works best. For others, I’d say, don’t be afraid of the ‘no’s’—they’re inevitable. Just focus on the next opportunity and keep moving forward.Q: Has Glencoco helped you become a better salesperson?Jaime Ruiz: Absolutely. I’ve not only learned a lot from the platform itself but also from the community around it. I’m big on connecting with top performers and asking them questions. The ability to work on different campaigns and pitch various products has been invaluable. It’s a unique opportunity that I haven’t seen anywhere else. The platform is easy to use, and the speed at which you can cycle through calls is amazing. It has definitely made me a better salesperson.Q: What role does the Glencoco community play in your success?Jaime Ruiz: The Glencoco community is incredible. It’s not just about competing—there’s a lot of collaboration. I’ve reached out to top performers to learn from their techniques, and in turn, I’ve shared my insights with others. This kind of mutual support is rare, and it’s one of the things that has helped me grow so quickly on the platform. I feel like I’ve built a network of peers who are all pushing each other to succeed.Q: What’s your plan for the future with Glencoco?Jaime Ruiz: I’m planning to go full-time on the platform and aim for an annual income of around $70,000. I think it’s very doable, even for someone who’s new to the platform. My goal is to consistently hit $1,500 to $2,000 per week. I see a lot of potential here, and I’m excited to see where it takes me.Q: What advice would you give to someone new to the platform?Jaime Ruiz: For anyone new to Glencoco, I’d say don’t underestimate the importance of consistency. Show up every day, put in the work, and you’ll see results. If you have experience in any customer-facing roles, whether it’s customer service or sales, you’ll likely find the transition to cold calling easier. The key is to focus on setting meetings, not selling the entire product on the call. Persistence is crucial—don’t get discouraged by rejections. They’re part of the game, and you just have to keep going.Q: How do you stay motivated and continuously improve on Glencoco?Jaime Ruiz: Staying motivated comes naturally when you see the results. But I also keep pushing myself by setting new goals. For example, after consistently hitting one meeting a day, I challenged myself to aim for three. I also believe in learning from every call—whether it’s a successful meeting or a rejection, there’s always something to take away. Continuous improvement is key, and I try to refine my pitch and approach with every interaction.Q: How do you see Glencoco fitting into your long-term career plans?Jaime Ruiz: I see Glencoco as a crucial part of my long-term career. It’s not just a platform to make money; it’s a place where I’m honing my skills and building a network. Whether I continue full-time on Glencoco or use the experience to move into another role, the skills I’m gaining here are invaluable. I’m also excited about the potential to grow with the platform as it evolves.Closing ThoughtJaime’s journey from delivering food to mastering the art of cold calling with <a href="https://www.glencoco.com/">Glencoco</a> is inspiring. His story shows that with the right mindset, dedication, and the right platform, anyone can achieve success in tech sales. If you’re considering a career shift or looking for a platform that can help you hone your sales skills, <a href="https://www.glencoco.com/individual">Glencoco might just be the opportunity you’ve been searching</a> for.<h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/4-aspects-that-truly-matter-in-cold-calling">4 Aspects That Truly Matter in Cold Calling</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-dana-cannon">Glencoco Top Caller of the Week: Dana Cannon</a></li><li><a href="https://www.glencoco.com/6-common-traps-sdrs-shouldnt-fall-into">6 Common Traps SDRs Shouldn’t Fall Into</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-jack-press">Glencoco Top Caller of the Week: Jack Press</a></li><li><a href="https://www.glencoco.com/7-rules-sdrs-need-to-succeed-and-lead">7 Rules SDRs Need to Succeed and Lead</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-dave-s">Glencoco Top Caller of the Week: Dave S.</a></li><li><a href="https://www.glencoco.com/4-tips-to-increase-show-rate-of-your-demos">4 Tips To Increase Show Rate of Your Demos</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-paul-w">Glencoco Top Caller of the Wee: Paul W.</a></li></ul>

Glencoco Top Caller of the Week: Jamie Ruiz

Discover how Jaime Ruiz transformed his side hustle into a $70K income with Glencoco. Learn about his journey, tips for success, and how you can start earning with Glencoco’s sales platform today.

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glencoco.jpg

This Person Turned Side Hustle into a Six-Figure Part-Time Work

Cold calling is tough. Many SDRs spend countless hours perfecting their scripts, believing the right opener will make or break their success.

However, studies have shown that the specific words you use might not be as critical as you think. According to [research](https://www.gong.io/blog/sales-stats/), the tone, energy, and confidence of a salesperson have a significantly greater impact on the success of a call than the actual script.

Given this, it's essential to focus on developing the right skills that go beyond just crafting the perfect opener. Let’s explore the key elements that truly make a difference in cold calling.

## Deeply Understand Your Persona

To [resonate with your prospects](https://www.richardson.com/blog/how-to-tailor-insight-to-resonate-with-your-prospects-and-drive-action/), you need to know them inside and out. This means going beyond surface-level demographics and diving into their world.

Read books and blogs they read, understand the memes and jokes they enjoy, and learn how they communicate. Know what they are measured on, where they hang out, and how they think.

Obsess over these details because the more you understand your persona, the more naturally you can connect with them. This deep understanding will enhance your tone and energy, making your calls feel more genuine and engaging.

## Repetition

[Repetition is key] (https://www.nasp.com/blog/repetition-is-the-key-to-sales-success/) to success in sales. Malcolm Gladwell popularized the idea that 10,000 hours of practice can make you an expert in any field.

Cold calling is no different. You need to make thousands of calls to refine your approach and develop your confidence. Each call is a learning opportunity.

The more you practice, the better you get at reading your prospect’s reactions and adjusting your tone and energy accordingly. It’s a grind, but it’s necessary.

![young-beautiful-woman-casual-clothes-wearing-headset-with-microphone-looking-confident-smiling-sitting-table-with-laptop-blue-background-working-office_141793-127770.jpg](https://prepared-actor-750539f6a6.media.strapiapp.com/young_beautiful_woman_casual_clothes_wearing_headset_with_microphone_looking_confident_smiling_sitting_table_with_laptop_blue_background_working_office_141793_127770_c7fb5a88f7.jpg)

## Rightful Resources

Knowing where to [gather the right information](https://www.prosymmetry.com/resources/resource-management-in-sales-4-ways-to-ensure-your-business-benefits/) for your clients is crucial. This involves leveraging tools like LinkedIn, industry reports, and social media to gain insights into your prospects.

Use these resources to tailor your approach, showing prospects that you understand their unique challenges and needs.

When you come prepared with relevant information, it boosts your confidence and helps maintain a positive tone throughout the call.


## Handling Objections

[Objections are inevitable] https://www.cognism.com/blog/objection-handling#:~:text=Objection%20handling%20is%20when%20a,and%20fills%20customer%20knowledge%20gaps.) in sales, but how you deal with them can make a significant difference.(

The key is to remain calm and composed. When you encounter an objection, don’t panic. Instead, view it as an opportunity to demonstrate your expertise and build trust.

A relaxed, confident response to objections shows prospects that you are knowledgeable and trustworthy. Practice handling common objections so that your responses become second nature.

## Strategize Effectively at Glencoco
![pexels-photo-6549858.webp](https://prepared-actor-750539f6a6.media.strapiapp.com/pexels_photo_6549858_4dad96e96c.webp)

Consider exploring more flexible alternatives that can better accommodate your needs with Glencoco. With its versatile features, designed to provide solutions tailored to your unique requirements, discover how Glencoco can adapt to support and enhance your sales experience, offering customizable tools and resources to help you achieve your goals effectively.

### **Tracking Stats and Earnings**

Glencoco provides a clear way for you to monitor your sales performance, helping you analyze your progress and identify areas for improvement. This tracking capability can motivate you by showing measurable results and milestones achieved.

### **Personal Sales Profile**

Similar to LinkedIn, your Glencoco profile allows you to showcase your sales achievements publicly. This visibility can set you apart when applying for sales roles, demonstrating your track record and commitment to success.

### **Supportive Community**

Joining Glencoco connects you with a supportive sales community where you can share experiences, seek advice, and gain encouragement during challenging times. This network fosters collaboration and camaraderie among sales professionals, enhancing motivation and resilience.

Ready to transform your cold calling approach? [Join Glencoco today](https://www.glencoco.com/) and discover how we can help you excel in your sales career.

## **Discover Deeper Insights on Our Blog:**

- [**Glencoco Top Caller of the Week: Dana Cannon**](https://www.glencoco.com/glencoco-top-caller-of-the-week-dana-cannon)
- [**6 Common Traps SDRs Shouldn’t Fall Into**](https://www.glencoco.com/6-common-traps-sdrs-shouldnt-fall-into)
- [**Glencoco Top Caller of the Week: Jack Press**](https://www.glencoco.com/glencoco-top-caller-of-the-week-jack-press)
- [**7 Rules SDRs Need to Succeed and Lead**](https://www.glencoco.com/7-rules-sdrs-need-to-succeed-and-lead)
- [**Glencoco Top Caller of the Week: Dave S.**](https://www.glencoco.com/glencoco-top-caller-of-the-week-dave-s)
- [**4 Tips To Increase Show Rate of Your Demos**](https://www.glencoco.com/4-tips-to-increase-show-rate-of-your-demos)
- [**Glencoco Top Caller of the Wee: Paul W.**](https://www.glencoco.com/glencoco-top-caller-of-the-week-paul-w)
- [**7 Peculiar Opening Cold Call Lines that Actually Work**](https://www.glencoco.com/7-peculiar-opening-cold-call-lines-that-actually-work)
- [**Top 6 Questions That Kill Your Sale in Cold Calls**](https://www.glencoco.com/top-6-questions-that-kill-your-sale-in-cold-call)

Cold calling is tough. Many SDRs spend countless hours perfecting their scripts, believing the right opener will make or break their success.However, studies have shown that the specific words you use might not be as critical as you think. According to <a href="https://www.gong.io/blog/sales-stats/">research</a>, the tone, energy, and confidence of a salesperson have a significantly greater impact on the success of a call than the actual script.Given this, it's essential to focus on developing the right skills that go beyond just crafting the perfect opener. Let’s explore the key elements that truly make a difference in cold calling.<h2>Deeply Understand Your Persona</h2>To <a href="https://www.richardson.com/blog/how-to-tailor-insight-to-resonate-with-your-prospects-and-drive-action/">resonate with your prospects</a>, you need to know them inside and out. This means going beyond surface-level demographics and diving into their world.Read books and blogs they read, understand the memes and jokes they enjoy, and learn how they communicate. Know what they are measured on, where they hang out, and how they think.Obsess over these details because the more you understand your persona, the more naturally you can connect with them. This deep understanding will enhance your tone and energy, making your calls feel more genuine and engaging.<h2>Repetition</h2><a href="https://www.nasp.com/blog/repetition-is-the-key-to-sales-success/">Repetition is key to success</a> in sales. Malcolm Gladwell popularized the idea that 10,000 hours of practice can make you an expert in any field.Cold calling is no different. You need to make thousands of calls to refine your approach and develop your confidence. Each call is a learning opportunity.The more you practice, the better you get at reading your prospect’s reactions and adjusting your tone and energy accordingly. It’s a grind, but it’s necessary.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/young_beautiful_woman_casual_clothes_wearing_headset_with_microphone_looking_confident_smiling_sitting_table_with_laptop_blue_background_working_office_141793_127770_c7fb5a88f7.jpg" alt="young-beautiful-woman-casual-clothes-wearing-headset-with-microphone-looking-confident-smiling-sitting-table-with-laptop-blue-background-working-office_141793-127770.jpg"><h2>Rightful Resources</h2>Knowing <a href="https://www.prosymmetry.com/resources/resource-management-in-sales-4-ways-to-ensure-your-business-benefits/">where to gather the right information</a> for your clients is crucial. This involves leveraging tools like LinkedIn, industry reports, and social media to gain insights into your prospects.Use these resources to tailor your approach, showing prospects that you understand their unique challenges and needs.When you come prepared with relevant information, it boosts your confidence and helps maintain a positive tone throughout the call.<h2>Handling Objections</h2>[<a href="https://www.cognism.com/blog/objection-handling#:~:text=Objection%20handling%20is%20when%20a,and%20fills%20customer%20knowledge%20gaps.)">Objections are inevitable in sales</a>], but how you deal with them can make a significant difference.The key is to remain calm and composed. When you encounter an objection, don’t panic. Instead, view it as an opportunity to demonstrate your expertise and build trust.A relaxed, confident response to objections shows prospects that you are knowledgeable and trustworthy. Practice handling common objections so that your responses become second nature.<h2>Strategize Effectively at Glencoco</h2><img src="https://prepared-actor-750539f6a6.media.strapiapp.com/pexels_photo_6549858_4dad96e96c.webp" alt="pexels-photo-6549858.webp">Consider exploring more flexible alternatives with Glencoco that can better accommodate your needs. With its versatile features, designed to provide solutions tailored to your unique requirements, discover how Glencoco can adapt to support and enhance your sales experience, offering customizable tools and resources to help you achieve your goals effectively.<h3>Tracking Stats and Earnings</h3>Glencoco provides a clear way for you to monitor your sales performance, helping you analyze your progress and identify areas for improvement. This tracking capability can motivate you by showing measurable results and milestones achieved.<h3>Personal Sales Profile</h3>Similar to LinkedIn, your Glencoco profile allows you to showcase your sales achievements publicly. This visibility can set you apart when applying for sales roles, demonstrating your track record and commitment to success.<h3>Supportive Community</h3>Joining Glencoco connects you with a supportive sales community where you can share experiences, seek advice, and gain encouragement during challenging times. This network fosters collaboration and camaraderie among sales professionals, enhancing motivation and resilience. <a href="https://www.glencoco.com/">Join Glencoco today</a> and discover how we can help you excel in your sales career.<h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-dana-cannon">Glencoco Top Caller of the Week: Dana Cannon</a></li><li><a href="https://www.glencoco.com/6-common-traps-sdrs-shouldnt-fall-into">6 Common Traps SDRs Shouldn’t Fall Into</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-jack-press">Glencoco Top Caller of the Week: Jack Press</a></li><li><a href="https://www.glencoco.com/7-rules-sdrs-need-to-succeed-and-lead">7 Rules SDRs Need to Succeed and Lead</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-dave-s">Glencoco Top Caller of the Week: Dave S.</a></li><li><a href="https://www.glencoco.com/4-tips-to-increase-show-rate-of-your-demos">4 Tips To Increase Show Rate of Your Demos</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-paul-w">Glencoco Top Caller of the Wee: Paul W.</a></li><li><a href="https://www.glencoco.com/7-peculiar-opening-cold-call-lines-that-actually-work">7 Peculiar Opening Cold Call Lines that Actually Work</a></li><li><a href="https://www.glencoco.com/top-6-questions-that-kill-your-sale-in-cold-call">Top 6 Questions That Kill Your Sale in Cold Calls</a></li></ul>

4 Aspects That Truly Matter in Cold Calling

Discover how tone, energy, and confidence can elevate your cold-calling success. Learn key strategies like deep persona understanding, repetition, and effective objection handling to boost sales results. 

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Mastering Cold Calling: Beyond Scripts - Essential Skills for SDR Success

Dana Cannon, a dedicated mother and accomplished Sales Development Representative (SDR), has transformed her career through the opportunities provided by Glencoco. 

From her roots in real estate to excelling in the tech industry, Dana’s story is one of resilience, hard work, and the power of a supportive community. Her journey highlights how Glencoco can empower individuals to achieve significant financial rewards and professional growth, even amidst the challenges of balancing family and career.

[Discover how she leverage her sales experience](https://youtu.be/NNNKKUdfUx4), gain new skills, and achieve impressive financial results with Glencoco.

**What have you been up to lately?**

I’ve been working as an SDR in two different roles—one with a language company and another with an assistive technology company, both in the ed-tech realm.

**How did you come across Glencoco, and what made you decide to give it a shot?**

I came from a real estate background of 12 years and had recently started a family, which made the demanding nature of real estate challenging. I was looking for other options to use my sales background and transition into the tech industry. I found a platform that suggested Glencoco as a great way to gain SDR experience while making money. Initially, I was intimidated by the training involved, but needing extra money and experience motivated me to give it a try.

**Can you describe your experience from signing up to making your first call on Glencoco?**

The process was smooth and efficient. After signing up and completing the training, I was approved to start calling within 24 hours. My first day on the platform, I booked an appointment, which was encouraging. The training and onboarding process was straightforward and made it easy to get started.

**What was your strategy for choosing which campaigns to call on?**

I considered several factors: the payout per appointment, the number of leads available, and the success rate of other callers. I also chose campaigns that aligned with my interests and background, making the calls feel more natural and convincing. Additionally, listening to successful calls from other top callers helped me refine my approach and scripts.

**How did your previous cold-calling experience compare to using Glencoco’s platform?**

 I’ve done cold calling before, both in a corporate setting and as a real estate agent. However, the Glencoco dialer made the process much easier. The dialer connects you to multiple leads quickly, reducing the downtime between calls. This efficiency was a game-changer, allowing me to focus more on pitching and less on dialing.

**How did you ensure your appointments showed up, and why is that important?**

Follow-up is crucial. After booking an appointment, I always made sure to follow up to confirm their attendance. Ensuring that appointments show up is vital because it’s how you get paid on Glencoco. It’s not just about setting the appointments but making sure they convert into actual meetings.

**How did your experience with the Glencoco community contribute to your success?**

The community was incredibly supportive. I received guidance from other successful callers and shared my own tips and experiences. This collaborative environment helped me learn and improve continuously. Building relationships with other callers created a sense of camaraderie, which was motivating and encouraging. I even made friends through the platform, and we would often discuss strategies and share advice.

**How did you maximize your ROI on Glencoco?**

I set clear goals for myself, aiming to book at least one appointment per day. I tracked my progress and adjusted my approach based on the results. Consistency was key. Even if I had a rough day, I knew there were plenty of leads to call, and persistence would pay off. This strategy helped me earn nearly $8,000 in a relatively short amount of time, with an average of about $242 per hour on the phone.

**What was your internal process for managing your time and tracking success on Glencoco?**

Once I made a few appointments and understood the rhythm, I set personal goals and KPIs. For example, I aimed to spend a solid hour making calls each day with the goal of booking at least one appointment. Tracking my appointments and the compensation per appointment helped me stay motivated and efficient. Knowing that some appointments could earn me up to $400 in just one hour of work was a huge motivator.

**How did learning from other callers contribute to your success?**

Observing and learning from successful pitches by other top callers was incredibly valuable. Glencoco allows you to listen to recordings of successful calls, which helped me refine my approach. It’s important to internalize that it’s not a competition against other callers but rather an opportunity to learn from the best. Emulating successful strategies and making them my own played a crucial role in my success.

**What aspects of Glencoco’s technology did you find most helpful?**

The AI-powered dialer was a game-changer. It minimized downtime between calls and ensured I was always connected to potential leads. The dialer’s efficiency allowed me to focus on pitching rather than dialing, significantly boosting my productivity. Additionally, the ability to see successful appointments and access high-quality leads streamlined my calling process.

**How did your experience with Glencoco help in your subsequent roles?**

Adding my Glencoco experience to my resume was a significant boost. It showcased my success and skills in B2B sales, which helped me secure my current SDR roles. The structured approach and skills I honed at Glencoco, such as efficient time management and effective pitching, have been invaluable in my career growth. The platform taught me to set up my day efficiently and attack calls methodically, which translated well into my current roles.

**What advice would you give to someone considering Glencoco?**

Have fortitude and don’t get discouraged by initial rejections. Push through the training and start making calls. Follow up diligently to ensure your appointments show up, as that’s crucial for getting paid. Use all the tools and resources Glencoco offers to maximize your success. Lastly, engage with the community to learn and grow—there’s plenty of room for everyone to be successful.

**Can you share any specific tips for new callers on Glencoco?**

Start with campaigns that interest you or align with your background. This makes it easier to be convincing and passionate during calls. Utilize the scripts provided, but don’t be afraid to personalize them to fit your style. Consistent follow-up is key to ensuring your appointments show up. Engage with the community for support and advice, and always be open to learning and adapting.

Dana Cannon’s journey with [Glencoco](https://www.glencoco.com/) is a powerful example of how leveraging existing sales skills on a flexible platform can lead to significant financial rewards. Her success story demonstrates that with dedication, effective use of technology, and a supportive community, it’s possible to transition into the tech industry and thrive. 

Inspired by Dana’s success? [Sign up for Glencoco today](https://www.glencoco.com/individual) and start turning your part-time hours into substantial income. Take control of your time and earnings with Glencoco and see what achievements await you.

## **Discover Deeper Insights on Our Blog:**

- [**6 Common Traps SDRs Shouldn’t Fall Into**](https://www.notion.so/https-www-glencoco-com-outbound-sales-strategies-tools-fractional-sdrs-guide-9f373809cba1458cad98f2bfb2d7c9ab?pvs=21)
- [**Glencoco Top Caller of the Week: Jack Press**](https://www.glencoco.com/glencoco-top-caller-of-the-week-jack-press)
- [**7 Rules SDRs Need to Succeed and Lead**](https://www.glencoco.com/7-rules-sdrs-need-to-succeed-and-lead)
- [**Glencoco Top Caller of the Week: Dave S.**](https://www.glencoco.com/glencoco-top-caller-of-the-week-dave-s)
- [**4 Tips To Increase Show Rate of Your Demos**](https://www.glencoco.com/4-tips-to-increase-show-rate-of-your-demos)
- [**Glencoco Top Caller of the Wee: Paul W.**](https://www.glencoco.com/glencoco-top-caller-of-the-week-paul-w)
- [**7 Peculiar Opening Cold Call Lines that Actually Work**](https://www.glencoco.com/7-peculiar-opening-cold-call-lines-that-actually-work)

Dana Cannon, a dedicated mother and accomplished Sales Development Representative (SDR), has transformed her career through the opportunities provided by Glencoco.From her roots in real estate to excelling in the tech industry, Dana’s story is one of resilience, hard work, and the power of a supportive community. Her journey highlights how Glencoco can empower individuals to achieve significant financial rewards and professional growth, even amidst the challenges of balancing family and career.<a href="https://youtu.be/NNNKKUdfUx4">Discover how she leverage her sales experience</a>, gain new skills, and achieve impressive financial results with Glencoco.What have you been up to lately?I’ve been working as an SDR in two different roles—one with a language company and another with an assistive technology company, both in the ed-tech realm.How did you come across Glencoco, and what made you decide to give it a shot?I came from a real estate background of 12 years and had recently started a family, which made the demanding nature of real estate challenging. I was looking for other options to use my sales background and transition into the tech industry. I found a platform that suggested Glencoco as a great way to gain SDR experience while making money. Initially, I was intimidated by the training involved, but needing extra money and experience motivated me to give it a try.Can you describe your experience from signing up to making your first call on Glencoco?The process was smooth and efficient. After signing up and completing the training, I was approved to start calling within 24 hours. My first day on the platform, I booked an appointment, which was encouraging. The training and onboarding process was straightforward and made it easy to get started.What was your strategy for choosing which campaigns to call on?I considered several factors: the payout per appointment, the number of leads available, and the success rate of other callers. I also chose campaigns that aligned with my interests and background, making the calls feel more natural and convincing. Additionally, listening to successful calls from other top callers helped me refine my approach and scripts.How did your previous cold-calling experience compare to using Glencoco’s platform?I’ve done cold calling before, both in a corporate setting and as a real estate agent. However, the Glencoco dialer made the process much easier. The dialer connects you to multiple leads quickly, reducing the downtime between calls. This efficiency was a game-changer, allowing me to focus more on pitching and less on dialing.How did you ensure your appointments showed up, and why is that important?Follow-up is crucial. After booking an appointment, I always made sure to follow up to confirm their attendance. Ensuring that appointments show up is vital because it’s how you get paid on Glencoco. It’s not just about setting the appointments but making sure they convert into actual meetings.How did your experience with the Glencoco community contribute to your success?The community was incredibly supportive. I received guidance from other successful callers and shared my own tips and experiences. This collaborative environment helped me learn and improve continuously. Building relationships with other callers created a sense of camaraderie, which was motivating and encouraging. I even made friends through the platform, and we would often discuss strategies and share advice.How did you maximize your ROI on Glencoco?I set clear goals for myself, aiming to book at least one appointment per day. I tracked my progress and adjusted my approach based on the results. Consistency was key. Even if I had a rough day, I knew there were plenty of leads to call, and persistence would pay off. This strategy helped me earn nearly $8,000 in a relatively short amount of time, with an average of about $242 per hour on the phone.What was your internal process for managing your time and tracking success on Glencoco?Once I made a few appointments and understood the rhythm, I set personal goals and KPIs. For example, I aimed to spend a solid hour making calls each day with the goal of booking at least one appointment. Tracking my appointments and the compensation per appointment helped me stay motivated and efficient. Knowing that some appointments could earn me up to $400 in just one hour of work was a huge motivator.How did learning from other callers contribute to your success?Observing and learning from successful pitches by other top callers was incredibly valuable. Glencoco allows you to listen to recordings of successful calls, which helped me refine my approach. It’s important to internalize that it’s not a competition against other callers but rather an opportunity to learn from the best. Emulating successful strategies and making them my own played a crucial role in my success.What aspects of Glencoco’s technology did you find most helpful?The AI-powered dialer was a game-changer. It minimized downtime between calls and ensured I was always connected to potential leads. The dialer’s efficiency allowed me to focus on pitching rather than dialing, significantly boosting my productivity. Additionally, the ability to see successful appointments and access high-quality leads streamlined my calling process.How did your experience with Glencoco help in your subsequent roles?Adding my Glencoco experience to my resume was a significant boost. It showcased my success and skills in B2B sales, which helped me secure my current SDR roles. The structured approach and skills I honed at Glencoco, such as efficient time management and effective pitching, have been invaluable in my career growth. The platform taught me to set up my day efficiently and attack calls methodically, which translated well into my current roles.What advice would you give to someone considering Glencoco?Have fortitude and don’t get discouraged by initial rejections. Push through the training and start making calls. Follow up diligently to ensure your appointments show up, as that’s crucial for getting paid. Use all the tools and resources Glencoco offers to maximize your success. Lastly, engage with the community to learn and grow—there’s plenty of room for everyone to be successful.Can you share any specific tips for new callers on Glencoco?Start with campaigns that interest you or align with your background. This makes it easier to be convincing and passionate during calls. Utilize the scripts provided, but don’t be afraid to personalize them to fit your style. Consistent follow-up is key to ensuring your appointments show up. Engage with the community for support and advice, and always be open to learning and adapting.Dana Cannon’s journey with <a href="https://www.glencoco.com/">Glencoco</a> is a powerful example of how leveraging existing sales skills on a flexible platform can lead to significant financial rewards. Her success story demonstrates that with dedication, effective use of technology, and a supportive community, it’s possible to transition into the tech industry and thrive.Inspired by Dana’s success? <a href="https://www.glencoco.com/individual">Sign up for Glencoco today</a> and start turning your part-time hours into substantial income. Take control of your time and earnings with Glencoco and see what achievements await you.<h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.notion.so/https-www-glencoco-com-outbound-sales-strategies-tools-fractional-sdrs-guide-9f373809cba1458cad98f2bfb2d7c9ab?pvs=21">6 Common Traps SDRs Shouldn’t Fall Into</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-jack-press">Glencoco Top Caller of the Week: Jack Press</a></li><li><a href="https://www.glencoco.com/7-rules-sdrs-need-to-succeed-and-lead">7 Rules SDRs Need to Succeed and Lead</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-dave-s">Glencoco Top Caller of the Week: Dave S.</a></li><li><a href="https://www.glencoco.com/4-tips-to-increase-show-rate-of-your-demos">4 Tips To Increase Show Rate of Your Demos</a></li><li><a href="https://www.glencoco.com/glencoco-top-caller-of-the-week-paul-w">Glencoco Top Caller of the Wee: Paul W.</a></li><li><a href="https://www.glencoco.com/7-peculiar-opening-cold-call-lines-that-actually-work">7 Peculiar Opening Cold Call Lines that Actually Work</a></li></ul>

Glencoco Top Caller of the Week: Dana Cannon

Discover how Dana Cannon leveraged Glencoco to transition from real estate to tech, achieving significant financial rewards and career growth. 

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This Part-time SD Transformed Her Career with Glencoco

Cold calling gets a bad rap, but the truth is that it remains one of the most effective lead-generation tactics when done right.

In fact, studies show that cold calls are more effective at generating conversations and positive responses, as they allow for more personal interaction and immediate solutions. Most email recipients don't open cold emails, making them [5 to 10 times less effective than cold calls](https://www.myphoner.com/blog/cold-calling-statistics-to-consider/).

Therefore, mastering cold-calling fundamentals is a must for fractional SDRs aiming to generate more pipelines. Understanding the most important metrics to track, which indicate cold-calling success, is also paramount.

By focusing on these key numbers and benchmarks, fractional SDRs can continually refine their approach and maximize results. Here are the top cold-calling metrics you should watch out for to become a top-performing fractional SDR in remote sales:

## Dials-to-Connects Ratio

The dials-to-connects ratio is one of the most important metrics for fractional SDRs and remote sales professionals to track. This ratio shows how many calls you need to make in order to get a live conversation with a prospect.

The typical dials-to-connects ratio for an [average SDR is around 28:1](https://www.linkedin.com/pulse/prospecting-fundamentals-gregory-banning/). This means they need to make 28 dials in order to get 1 live conversation. However, top-performing fractional SDRs often achieve much [better ratios closer to 20:1 or 15:1](https://www.linkedin.com/pulse/prospecting-fundamentals-gregory-banning/).

A low dials-to-connects ratio indicates you are very efficient at reaching live prospects. You don't waste time leaving tons of voicemails and playing phone tag. Instead, your dials are targeted and you have a knack for catching people live on the phone.

Striving for a low dials-to-connects ratio should be a priority. Here are some tips to improve this ratio:

- Call at different times of the day to increase your chances of catching the prospect live. Early morning, late afternoon, and even evening can work.
- Research prospects beforehand to identify the best numbers to call them on. Call work phones over cell phones when possible.
- Use a power dialer to dial through a list rapidly and automatically detect voicemails.
- Leave effective voicemails that convince prospects to call you back.
- Follow up consistently with prospects who don't answer to catch them on a subsequent attempt.
- Optimize your call pacing so you don't waste time between calls.
- Prioritize prospects that are more likely to answer based on factors like job title, company, location, etc.

By mastering your dials-to-connects ratio as a fractional SDR, you will be far more productive, have more conversations, and ultimately generate more pipelines.

## Connects-to-Conversations Rate

A "connect" represents any initial outreach, whether it's an email, LinkedIn message, phone call, etc. A "conversation" is when you actually get the prospect on the phone or exchanging messages back and forth.

This metric measures how many meaningful conversations you're having compared to the total number of connections or outreaches you make.

The benchmark for top fractional SDRs is around [10% for the connect-to-conversation rate.](https://capturly.com/blog/average-conversion-rate/) This means for every 100 connections, they're having 10 conversations. However, its [average conversion rate across all industries is around 2.9%](https://www.ruleranalytics.com/blog/insight/conversion-rate-by-industry/).

There are a few key ways to improve your connect-to-conversation rate:

- **Personalize your outreach messages** Make sure you reference something specific about the prospect's role, company, interests, etc. Generic outreach is much easier to ignore.
- **Vary your outreach cadence** - Try different sequences for follow-ups, varying between email, phone, LinkedIn, etc. Persistence pays off.
- **Refine your compelling hooks** Lead with value focused on their pain points versus just pitching your product. Curiosity is key.
- **Expand your prospect profile** Look for additional contacts beyond just decision-makers who may be more receptive.

By relentlessly focusing on having more conversations, you'll be having more booked meetings and opportunities in no time.

## Conversations-to-Booked Meetings

The book rate, also known as the set rate, measures the percentage of conversations that convert into booked meetings. This metric indicates how effective your pitches are at piquing prospects' interest enough to commit time on their calendar.

The [average book rate for experienced fractional SDRs is around 30-33%.](https://fiveringsmarketing.com/blog/sales/saas-sales-metrics-top-of-funnel/) However, for new fractional SDRs, it's common to see a [book rate of around 25%](https://www.walnut.io/blog/sales-tips/saas-and-b2b-sales-benchmarks-what-to-measure-and-how/) as you refine your skills. With experience, you'll learn how to better qualify prospects and tailor your messaging to improve conversion.

There are a few key ways to boost your book rate over time:

- **Get to the pain points quickly.** Don't spend too long building rapport. Identify the prospect's challenges in the first minute and explain how you can help.
- **Localize your outreach.** Research the prospect's role and company ahead of time to personalize your messaging. This shows you understand their specific needs.
- **Ask discovery questions.** Gain insight into what the prospect cares about before launching into a pitch. Then tie your solution to their priorities.
- **Suggest agenda topics.** Don't leave the meeting vague. Recommend 2-3 talking points that resonate with the prospect's role and interests.
- **Leverage social proof.** Mention logos of companies you've worked with in the same industry or impressive client outcomes.
- Fol**low up persistently.** It often takes [6-12 outreach attempts](https://smith.ai/blog/cold-calling-statistics) to get a meeting. Vary your outreach mediums and test different messages.

With consistency, creativity, and commitment to improving your book rate over time, you'll quickly exceed the benchmarks and maximize the return on your prospecting efforts.

## Booked Meetings-to-Show Meetings

The show rate, also known as the hold rate or qualification rate, refers to the percentage of booked meetings that actually show up and occur. This metric indicates your ability to confirm solid meetings and weed out tire kickers.

The average benchmark for the show rate in sales development is around 50-60%. However, top SDRs often achieve [90% or higher](https://landbot.io/blog/improve-show-rates-in-sales-meetings).

There are several strategies to improve your show rate:

- Confirm the meeting via email and phone call. Don't rely on calendar invites alone. Verify the prospect is committed to the meeting.
- Stress the value the prospect will receive and remind them of agreed upon talking points.
- For phone meetings, call the prospect 5-10 minutes before the scheduled time as a reminder.
- Follow up quickly if the prospect is late to reconfirm. Don't write them off too quickly.
- Track your show rate weekly. Analyze why meetings fell through - was the prospect not qualified properly? Refine your qualifying criteria.
- Review meeting confirmation and reminder processes for holes. Standardize protocols across your team.
- Build rapport with prospects during initial outreach. Vet them for interest level before booking meetings.

## Show Meetings-to-SQLs (Hold Rate/Qualification Rate)

The hold rate, also known as the qualification rate, refers to the percentage of sales qualified leads (SQLs) generated from initial sales meetings. This metric indicates how effectively sales reps are qualifying prospects during meetings to determine if they are a good fit.

The average hold rate can vary greatly by industry, but a good benchmark is around 25-30%. Top performing remote sales teams often achieve hold rates of 40% or higher. This means for outbound SDRs, the expected rate is to produce an average of 15 meetings a month, with a dropout rate of 20%, resulting in [12 meetings attained per month](https://www.operatix.net/blogs/sdr-metrics-outbound-inbound-teams/).

There are several strategies reps can use to improve hold rates:

- Ask probing questions to understand pain points and budget. Don't be afraid to dig deeper if responses seem vague.
- Set clear criteria for what constitutes an SQL before the meeting. Review requirements like budget, authority, need, and timeline.
- Take detailed notes during meetings and summarize key details afterward to accurately evaluate fit.
- Learn common objections and be prepared with rebuttals to overcome them.
- Follow a consistent qualification process for every prospect. Use a checklist to ensure nothing gets missed.
- Review lost deals to identify gaps in qualifying skills. Continuously refine your approach.
- Have a manager sit in on meetings to provide feedback on qualification strategy.

With a disciplined approach to qualifying, fractional SDRs in remote sales jobs can systematically improve their hold rates over time. Tracking this metric provides visibility into the health of the sales process.


![Cold Calling Metrics  SDR.jpeg](https://prepared-actor-750539f6a6.media.strapiapp.com/Cold_Calling_Metrics_SDR_a1d425ab4b.jpeg)


## Maximize Your Cold Calling Success with Glencoco

While understanding and implementing the essential metrics for cold calling is crucial, leveraging a platform like [Glencoco](https://www.glencoco.com/) can dramatically enhance your effectiveness as a fractional SDR.

Glencoco provides targeted tools and support designed to maximize your productivity and sales outcomes. Here's how it aligns with the needs of top-performing fractional SDRs:

- **Smart Auto-Dialer:** Reduce time spent on manual dialing and increase the number of calls you can handle with Glencoco’s smart auto-dialer. This tool gets smarter over time, optimizing your call schedule and maximizing your reach.
- **Comprehensive Training:** Access Glencoco's in-depth training modules to sharpen your skills. Each module is crafted to help you understand the best practices for cold calling in various industries, improving your ability to book more qualified appointments.
- **Flexible Scheduling:** Glencoco allows you to work on your own terms. This flexibility ensures you can call during the most effective times, thereby increasing your chances of [connecting with decision-makers](https://www.glencoco.com/how-to-win-over-any-csuite-executive-strategies-for-fractional-sdrs-in-remote-sales).
- **Performance Tracking:** Monitor your success with Glencoco’s analytics features. Tracking your call dispositions and appointment rates helps you adjust your strategies in real time for better results.
- **Community and Expertise:** Engage with a community of professionals and gain insights through live office hours and fireside chats. This continuous learning environment fosters growth and helps you stay ahead in the competitive field of sales.

Unlock your potential as a top fractional SDR by signing up with Glencoco today. Work on your terms, set your schedule, and connect with a thriving community of top-tier sales professionals.

Start transforming your metrics, hit your targets consistently, and push your career forward. [Sign up for Glencoco now](https://www.glencoco.com/individual) and become a top-performing fractional SDR!


## **Discover Deeper Insights on Our Blog:**

- **[Building Rapport on Cold Calls: 8 Techniques for Fractional SDRs That Really Work](https://www.glencoco.com/building-rapport-on-cold-calls-8-techniques-for-fractional-sdrs-that-really-work)**
- **[How Fractional SDRs Can Turn Every Sales Call into a Win](https://www.glencoco.com/how-fractional-sdrs-can-turn-every-sales-call-into-a-win)**
- **[The Fractional SDR’s Playbook for Winning Post-Cold Call Follow-Ups](https://www.glencoco.com/the-fractional-sdrs-playbook-for-winning-post-cold-call-follow-ups)**
- **[How to Win Over Any C-Suite Executive: Strategies for Fractional SDRs in Remote Sales](https://www.glencoco.com/how-to-win-over-any-csuite-executive-strategies-for-fractional-sdrs-in-remote-sales)**
- **[How to Respond to Top 5 Sales Objections for Better Results](https://www.glencoco.com/how-to-respond-to-top-5-sales-objections-for-better-results)**
- **[Top Strategies for Every Remote Sales Call](https://www.glencoco.com/top-strategies-for-every-remote-sales-call)**
- **[What’s in Your Remote Sales Tech Stack? Top 6 Essential Tools for Success](https://www.glencoco.com/top-6-essential-remote-sales-tools-for-success)**
- **[Turning Consistency into Cash in Remote Sales Jobs](https://www.glencoco.com/turning-consistency-into-cash-in-remote-sales-jobs)**
- **[Top 5 Hacks to A High Performing Remote Sales Job Role](https://www.glencoco.com/top-5-hacks-to-a-high-performing-remote-sales-job-role)**

Cold calling gets a bad rap, but the truth is that it remains one of the most effective lead-generation tactics when done right.In fact, studies show that cold calls are more effective at generating conversations and positive responses, as they allow for more personal interaction and immediate solutions. Most email recipients don’t open cold emails, making them <a href="https://www.myphoner.com/blog/cold-calling-statistics-to-consider/">5 to 10 times less effective than cold calls</a>.Therefore, mastering cold-calling fundamentals is a must for fractional SDRs aiming to generate more pipelines. Understanding the most important metrics to track, which indicate cold-calling success, is also paramount.By focusing on these key numbers and benchmarks, fractional SDRs can continually refine their approach and maximize results. Here are the top cold-calling metrics you should watch out for to become a top-performing fractional SDR in remote sales:<h2>Dials-to-Connects Ratio</h2>The dials-to-connects ratio is one of the most important metrics for fractional SDRs and remote sales professionals to track. This ratio shows how many calls you need to make in order to get a live conversation with a prospect.The typical dials-to-connects ratio for an <a href="https://www.linkedin.com/pulse/prospecting-fundamentals-gregory-banning/">average SDR is around 28:1</a>. This means they need to make 28 dials in order to get 1 live conversation. However, top-performing fractional SDRs often achieve much <a href="https://www.linkedin.com/pulse/prospecting-fundamentals-gregory-banning/">better ratios closer to 20:1 or 15:1</a>.A low dials-to-connects ratio indicates you are very efficient at reaching live prospects. You don’t waste time leaving tons of voicemails and playing phone tag. Instead, your dials are targeted and you have a knack for catching people live on the phone.Striving for a low dials-to-connects ratio should be a priority. Here are some tips to improve this ratio:<ul><li>Call at different times of the day to increase your chances of catching the prospect live. Early morning, late afternoon, and even evening can work.</li><li>Research prospects beforehand to identify the best numbers to call them on. Call work phones over cell phones when possible.</li><li>Use a power dialer to dial through a list rapidly and automatically detect voicemails.</li><li>Leave effective voicemails that convince prospects to call you back.</li><li>Follow up consistently with prospects who don’t answer to catch them on a subsequent attempt.</li><li>Optimize your call pacing so you don’t waste time between calls.</li><li>Prioritize prospects that are more likely to answer based on factors like job title, company, location, etc.</li></ul>By mastering your dials-to-connects ratio as a fractional SDR, you will be far more productive, have more conversations, and ultimately generate more pipelines.<h2>Connects-to-Conversations Rate</h2>A “connect” represents any initial outreach, whether it’s an email, LinkedIn message, phone call, etc. A “conversation” is when you actually get the prospect on the phone or exchanging messages back and forth.This metric measures how many meaningful conversations you’re having compared to the total number of connections or outreaches you make.The benchmark for top fractional SDRs is around <a href="https://capturly.com/blog/average-conversion-rate/">10% for the connect-to-conversation rate.</a> This means for every 100 connections, they’re having 10 conversations. However, its <a href="https://www.ruleranalytics.com/blog/insight/conversion-rate-by-industry/">average conversion rate across all industries is around 2.9%</a>.There are a few key ways to improve your connect-to-conversation rate:<ul><li>Personalize your outreach messages Make sure you reference something specific about the prospect’s role, company, interests, etc. Generic outreach is much easier to ignore.</li><li>Vary your outreach cadence - Try different sequences for follow-ups, varying between email, phone, LinkedIn, etc. Persistence pays off.</li><li>Refine your compelling hooks Lead with value focused on their pain points versus just pitching your product. Curiosity is key.</li><li>Expand your prospect profile Look for additional contacts beyond just decision-makers who may be more receptive.</li></ul>By relentlessly focusing on having more conversations, you’ll be having more booked meetings and opportunities in no time.<h2>Conversations-to-Booked Meetings</h2>The book rate, also known as the set rate, measures the percentage of conversations that convert into booked meetings. This metric indicates how effective your pitches are at piquing prospects’ interest enough to commit time on their calendar.The <a href="https://fiveringsmarketing.com/blog/sales/saas-sales-metrics-top-of-funnel/">average book rate for experienced fractional SDRs is around 30-33%.</a> However, for new fractional SDRs, it’s common to see a <a href="https://www.walnut.io/blog/sales-tips/saas-and-b2b-sales-benchmarks-what-to-measure-and-how/">book rate of around 25%</a> as you refine your skills. With experience, you’ll learn how to better qualify prospects and tailor your messaging to improve conversion.There are a few key ways to boost your book rate over time:<ul><li>Get to the pain points quickly. Don’t spend too long building rapport. Identify the prospect’s challenges in the first minute and explain how you can help.</li><li>Localize your outreach. Research the prospect’s role and company ahead of time to personalize your messaging. This shows you understand their specific needs.</li><li>Ask discovery questions. Gain insight into what the prospect cares about before launching into a pitch. Then tie your solution to their priorities.</li><li>Suggest agenda topics. Don’t leave the meeting vague. Recommend 2-3 talking points that resonate with the prospect’s role and interests.</li><li>Leverage social proof. Mention logos of companies you’ve worked with in the same industry or impressive client outcomes.</li><li>Follow up persistently. It often takes <a href="https://smith.ai/blog/cold-calling-statistics">6-12 outreach attempts</a> to get a meeting. Vary your outreach mediums and test different messages.</li></ul>With consistency, creativity, and commitment to improving your book rate over time, you’ll quickly exceed the benchmarks and maximize the return on your prospecting efforts.<h2>Booked Meetings-to-Show Meetings</h2>The show rate, also known as the hold rate or qualification rate, refers to the percentage of booked meetings that actually show up and occur. This metric indicates your ability to confirm solid meetings and weed out tire kickers.The average benchmark for the show rate in sales development is around 50-60%. However, top SDRs often achieve <a href="https://landbot.io/blog/improve-show-rates-in-sales-meetings">90% or higher</a>.There are several strategies to improve your show rate:<ul><li>Confirm the meeting via email and phone call. Don’t rely on calendar invites alone. Verify the prospect is committed to the meeting.</li><li>Stress the value the prospect will receive and remind them of agreed upon talking points.</li><li>For phone meetings, call the prospect 5-10 minutes before the scheduled time as a reminder.</li><li>Follow up quickly if the prospect is late to reconfirm. Don’t write them off too quickly.</li><li>Track your show rate weekly. Analyze why meetings fell through - was the prospect not qualified properly? Refine your qualifying criteria.</li><li>Review meeting confirmation and reminder processes for holes. Standardize protocols across your team.</li><li>Build rapport with prospects during initial outreach. Vet them for interest level before booking meetings.</li></ul><h2>Show Meetings-to-SQLs (Hold Rate/Qualification Rate)</h2>The hold rate, also known as the qualification rate, refers to the percentage of sales qualified leads (SQLs) generated from initial sales meetings. This metric indicates how effectively sales reps are qualifying prospects during meetings to determine if they are a good fit.The average hold rate can vary greatly by industry, but a good benchmark is around 25-30%. Top performing remote sales teams often achieve hold rates of 40% or higher. This means for outbound SDRs, the expected rate is to produce an average of 15 meetings a month, with a dropout rate of 20%, resulting in <a href="https://www.operatix.net/blogs/sdr-metrics-outbound-inbound-teams/">12 meetings attained per month</a>.There are several strategies reps can use to improve hold rates:<ul><li>Ask probing questions to understand pain points and budget. Don’t be afraid to dig deeper if responses seem vague.</li><li>Set clear criteria for what constitutes an SQL before the meeting. Review requirements like budget, authority, need, and timeline.</li><li>Take detailed notes during meetings and summarize key details afterward to accurately evaluate fit.</li><li>Learn common objections and be prepared with rebuttals to overcome them.</li><li>Follow a consistent qualification process for every prospect. Use a checklist to ensure nothing gets missed.</li><li>Review lost deals to identify gaps in qualifying skills. Continuously refine your approach.</li><li>Have a manager sit in on meetings to provide feedback on qualification strategy.</li></ul>With a disciplined approach to qualifying, fractional SDRs in remote sales jobs can systematically improve their hold rates over time. Tracking this metric provides visibility into the health of the sales process.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/Cold_Calling_Metrics_SDR_a1d425ab4b.jpeg" alt="Cold Calling Metrics SDR.jpeg" width="2000" height="3000"><h2>Maximize Your Cold Calling Success with Glencoco</h2>While understanding and implementing the essential metrics for cold calling is crucial, leveraging a platform like <a href="https://www.glencoco.com/">Glencoco</a> can dramatically enhance your effectiveness as a fractional SDR.Glencoco provides targeted tools and support designed to maximize your productivity and sales outcomes. Here’s how it aligns with the needs of top-performing fractional SDRs:<ul><li>Smart Auto-Dialer: Reduce time spent on manual dialing and increase the number of calls you can handle with Glencoco’s smart auto-dialer. This tool gets smarter over time, optimizing your call schedule and maximizing your reach.</li><li>Comprehensive Training: Access Glencoco’s in-depth training modules to sharpen your skills. Each module is crafted to help you understand the best practices for cold calling in various industries, improving your ability to book more qualified appointments.</li><li>Flexible Scheduling: Glencoco allows you to work on your own terms. This flexibility ensures you can call during the most effective times, thereby increasing your chances of <a href="https://www.glencoco.com/how-to-win-over-any-csuite-executive-strategies-for-fractional-sdrs-in-remote-sales">connecting with decision-makers</a>.</li><li>Performance Tracking: Monitor your success with Glencoco’s analytics features. Tracking your call dispositions and appointment rates helps you adjust your strategies in real time for better results.</li><li>Community and Expertise: Engage with a community of professionals and gain insights through live office hours and fireside chats. This continuous learning environment fosters growth and helps you stay ahead in the competitive field of sales.</li></ul>Unlock your potential as a top fractional SDR by signing up with Glencoco today. Work on your terms, set your schedule, and connect with a thriving community of top-tier sales professionals.Start transforming your metrics, hit your targets consistently, and push your career forward. <a href="https://www.glencoco.com/individual">Sign up for Glencoco now</a> and become a top-performing fractional SDR!<h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/building-rapport-on-cold-calls-8-techniques-for-fractional-sdrs-that-really-work">Building Rapport on Cold Calls: 8 Techniques for Fractional SDRs That Really Work</a></li><li><a href="https://www.glencoco.com/how-fractional-sdrs-can-turn-every-sales-call-into-a-win">How Fractional SDRs Can Turn Every Sales Call into a Win</a></li><li><a href="https://www.glencoco.com/the-fractional-sdrs-playbook-for-winning-post-cold-call-follow-ups">The Fractional SDR’s Playbook for Winning Post-Cold Call Follow-Ups</a></li><li><a href="https://www.glencoco.com/how-to-win-over-any-csuite-executive-strategies-for-fractional-sdrs-in-remote-sales">How to Win Over Any C-Suite Executive: Strategies for Fractional SDRs in Remote Sales</a></li><li><a href="https://www.glencoco.com/how-to-respond-to-top-5-sales-objections-for-better-results">How to Respond to Top 5 Sales Objections for Better Results</a></li><li><a href="https://www.glencoco.com/top-strategies-for-every-remote-sales-call">Top Strategies for Every Remote Sales Call</a></li><li><a href="https://www.glencoco.com/top-6-essential-remote-sales-tools-for-success">What’s in Your Remote Sales Tech Stack? Top 6 Essential Tools for Success</a></li><li><a href="https://www.glencoco.com/turning-consistency-into-cash-in-remote-sales-jobs">Turning Consistency into Cash in Remote Sales Jobs</a></li><li><a href="https://www.glencoco.com/top-5-hacks-to-a-high-performing-remote-sales-job-role">Top 5 Hacks to A High Performing Remote Sales Job Role</a></li></ul>

Cold Calling Metrics that Actually Matter for Top Fractional SDRs

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