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

Struggling to close deals? The issue might not be your product but your approach. Selling is all about people, and each buyer is unique, with distinct personalities, motivations, and communication styles. Failing to adapt your sales approach to these differences can quickly sink a deal.

As a fractional SDR, your [ability to quickly read personalities](https://xpotentialselling.com/3-indispensable-traits-successful-remote-sales-rep/) and adjust your approach is key to maximizing effectiveness. In a remote sales role, this skill becomes even more critical. Being able to swiftly identify a prospect’s personality type allows you to tailor your tactics accordingly.

Here are some tips for identifying personality types on the fly:

- **Listen for Cues**: Introverts tend to speak slowly and deliberately, while extroverts are more talkative and think out loud. Pay attention to the prospect’s communication style.
- **Note Their Interest in Details vs. the Big Picture**: Analytical types will ask detailed questions and dive deep into specifics. Empathetic types are more interested in the big picture and how something impacts people.
- **Watch for Emotions vs. Logic**: Empathetic personalities are more in tune with emotions and personal connections. Analytical types focus on data, stats, and logical arguments.
- **Observe Their Confidence**: Extroverts are usually assertive and self-assured, while introverts can be soft-spoken and humble. Note the prospect’s posture, tone, and choice of words.
- **Listen to How They Describe Problems**: Extroverts describe problems in broad strokes, while introverts get into nuances. Analytical types talk data; empathizers talk people.
- **Note Their Interest in Your Relationship**: Extroverts and empathizers enjoy personal connections, while introverts and analyticals focus more on tasks and goals.

Once you’ve identified your customer’s personality type, the next step is to adapt your remote sales tactics to match. Each personality type responds differently to various sales strategies, and customizing your approach can significantly increase your chances of closing the deal.

## Tailoring Cold Calls for Introverted Prospects

Introverts often prefer less social interaction and more solitary activities. They are inwardly focused, reserved, and reflective. When selling to introverts, it’s important to adapt your approach to ensure a comfortable and effective conversation. Here’s how:

**Create Comfort**

Avoid high-pressure tactics that can be off-putting. Instead, [create a relaxed and welcoming environment](https://www.mojo-nation.com/pitching-for-introverts-seven-ways-to-improve-your-pitch-energy/) where introverts feel at ease. This approach encourages a more natural and comfortable interaction.

**Listen First**
Allow introverts to share their thoughts and concerns before diving into your pitch. This shows respect for their reflective nature and helps build trust. Listening more than speaking demonstrates that you value their input and are interested in addressing their needs.

**Provide Detailed Info**
Introverts often appreciate detailed and well-thought-out information over small talk. Focus on providing clear, logical reasons why your product or service is beneficial. Highlight practical benefits and how they can enhance their work or personal life.

**Give Time to Process**
[Avoid pressuring introverts for immediate decisions](https://www.crystalknows.com/resource/selling-to-introverts). They may need time to process the information and make an informed choice. Follow up with an email or offer them the option to think it over and get back to you at their convenience. This shows respect for their decision-making process.

**Respect Their Nature**
Understand that their quietness or short responses are not a reflection of you or your pitch. It’s simply their nature. Speak slowly and calmly to maintain their comfort level. Offer written materials they can review at their own pace, allowing them to feel more informed and at ease.

## Tailoring Cold Calls for Extroverted Prospects

Extroverts are outgoing, energetic individuals who thrive in social situations. When making cold calls to extroverted prospects, it’s essential to adapt your approach to match their dynamic communication style. Here are some effective strategies:

**Let Them Talk** 
Extroverts enjoy talking and sharing their thoughts. Encourage this by asking open-ended questions that allow them to elaborate. This helps them feel engaged and valued in the conversation.

**Match Their Energy Level**
Reflect their enthusiasm in your tone and body language. Use animated expressions, lean forward, and maintain eye contact (even on video calls). This helps create a connection and keeps their interest.

**Get Straight to the Point**
Extroverts can [get bored with lengthy explanations](https://novocall.co/blog/cold-calling-guide/). Start with the key benefits of your product or service and use concise statements. This approach ensures you maintain their attention and convey your message effectively.

**Focus on the Big Picture**
Extroverts tend to think broadly and appreciate seeing the overall vision. Highlight the major benefits and overarching ideas without getting bogged down in details. This keeps the conversation exciting and relevant for them.

**Close with Action Steps**
Extroverts prefer to keep things moving. Conclude your pitch by summarizing the next steps and asking for the sale. Provide clear and easy options for them to move forward, such as scheduling a [follow-up meeting](https://www.glencoco.com/the-fractional-sdrs-playbook-for-winning-post-cold-call-follow-ups) or agreeing to a demo.

**Suggest Follow-Up Activities**
Propose follow-up activities that involve interaction, such as a product demo or a site visit. Extroverts enjoy collaborative experiences, and this gives you another opportunity to build rapport and demonstrate your product in action.

![tailoring cold calls.jpg](https://prepared-actor-750539f6a6.media.strapiapp.com/tailoring_cold_calls_a27fe4993a.jpg)


## Tailoring Cold Calls for Analytical Prospects

Analytical types are logical, data-driven, and detail-oriented. They value statistics, facts, and evidence to support claims about a product. Here are some tips for appealing to analytical prospects:

**Lead with Product Specs and Metrics**
Begin your conversation with specific details about your product’s specifications, capabilities, and measurable results. Highlight case studies and examples of ROI to showcase how your solution drives tangible outcomes.

**Use Logical Arguments**
Avoid emotional appeals and focus on logical reasoning. Use terms like “analyze,” “calculate,” “data,” and “results” to align with their thinking style.

**Provide Ample Data**
[Supply data sheets, trial versions, and demos](https://www.abstraktmg.com/cold-calling/) for them to scrutinize. Encourage questions and critical thinking to help them analyze and compare options.

**Emphasize Optimization**
Highlight how your product improves efficiency, productivity, and processes. Show how it makes their tasks easier and more efficient.

**Prepare Evidence** 
Anticipate their data needs and have reports, benchmarks, and studies ready. Providing this information upfront reinforces your claims and builds trust.

**Ask Probing Questions**
Engage them by [asking detailed questions about their current pain points and objectives](https://www.yesware.com/blog/cold-calling-tips/). Use this information to tailor your pitch around rational benefits.

**Avoid High-Pressure Tactics**
Give them time to review options and make calculated decisions. High-pressure tactics can be counterproductive with analytical prospects. Provide the space they need to analyze at their own pace.

## Tailoring Cold Calls for Empathetic Prospects

Empathetic personality types prioritize feelings, emotions, and relationships in their decision-making. When selling to these prospects, [focus on building rapport](https://www.glencoco.com/building-rapport-on-cold-calls-8-techniques-for-fractional-sdrs-that-really-work), understanding their needs, and establishing trust. Here are some tips for adapting your remote sales approach:

**Ask Open-Ended Questions**
Start by [understanding their problems](https://www.glencoco.com/5-pain-point-discovery-questions-for-remote-sales-reps-in-outbound-sales), values, and motivations. Avoid jumping straight into your pitch. Open-ended questions allow them to share more about their situation and concerns, helping you tailor your approach.

**Share Case Studies and Testimonials**
[Use stories that demonstrate](https://www.linkedin.com/advice/3/how-can-you-create-empathy-prospect-rishf) how your product or service has positively impacted people similar to the prospect. Emphasize the human impact and outcomes to create a connection.

**Use “You” Oriented Language**
[Focus on the benefits to the prospect](https://www.insightsalesglobal.com/blog/cold-calling) rather than the features of your offering. Connect these benefits to their emotions and needs. This makes the conversation more relevant and personal.

**Be an Attentive Listener**
Reflect back on what you’ve heard using their own words. Validate their concerns and show that you genuinely understand and care about their issues.

**Establish Common Ground**
Highlight shared values, interests, or experiences to build a rapport. This helps in creating a sense of familiarity and trust.

**Be Warm and Personable**
Aim for a [conversational flow rather than being overly formal](https://www.freshworks.com/cold-calling-tips/) or aggressive. A friendly tone helps in making the prospect feel comfortable and valued.

![remote sales tactics.jpg](https://prepared-actor-750539f6a6.media.strapiapp.com/remote_sales_tactics_105b47ae09.jpg)

## How Glencoco Can Help You Adapt Your Sales Tactics

While these steps provide a strong foundation for adapting your [remote sales tactics](https://www.glencoco.com/how-fractional-sdrs-can-turn-every-sales-call-into-a-win) to different personalities, Glencoco takes it a step further. As a platform designed for fractional SDRs, [Glencoco](https://www.glencoco.com/) equips you with the tools and support needed to excel in diverse sales environments.

Glencoco offers:

- **Flexible Scheduling**: Call on your schedule and never worry about getting laid off.
- **Comprehensive Training:** Access interactive training modules specific to each company and industry, complete with scripts, leads, and recordings.
- **Smart Dialer Cockpit:** Utilize our unique, algorithmic dialing system that streamlines calls and provides smart insights.
- **Transparent Earnings:** Review transparent commission rates and qualification criteria for every company on our platform.
- **Community Support**: Join live office hours and training sessions with a supportive community.

With Glencoco, you can earn commissions, grow your network, and become a standout in the sales marketplace. [Sign up as a fractional SDR on Glencoco](https://www.glencoco.com/individual) today and start your journey towards flexible, rewarding sales opportunities.



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

- [**8 Tips for Fractional SDRs to Book More Meetings**](https://www.glencoco.com/8-tips-for-fractional-sdrs-to-book-more-meetings)
- [**Cold Calling Metrics that Actually Matter for Top Fractional SDRs**](https://www.glencoco.com/cold-calling-metrics-that-actually-matter-for-top-fractional-sdrs)
- [**8 Time Management Hacks for High-Volume Fractional SDR Cold Callers**](https://www.glencoco.com/8-time-management-hacks-for-high-volume-fractional-sdr-cold-callers)
- [**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)

Struggling to close deals? The issue might not be your product but your approach. Selling is all about people, and each buyer is unique, with distinct personalities, motivations, and communication styles. Failing to adapt your sales approach to these differences can quickly sink a deal.As a fractional SDR, your <a href="https://xpotentialselling.com/3-indispensable-traits-successful-remote-sales-rep/">ability to quickly read personalities</a> and adjust your approach is key to maximizing effectiveness. In a remote sales role, this skill becomes even more critical. Being able to swiftly identify a prospect’s personality type allows you to tailor your tactics accordingly.Here are some tips for identifying personality types on the fly:<ul><li>Listen for Cues: Introverts tend to speak slowly and deliberately, while extroverts are more talkative and think out loud. Pay attention to the prospect’s communication style.</li><li>Note Their Interest in Details vs. the Big Picture: Analytical types will ask detailed questions and dive deep into specifics. Empathetic types are more interested in the big picture and how something impacts people.</li><li>Watch for Emotions vs. Logic: Empathetic personalities are more in tune with emotions and personal connections. Analytical types focus on data, stats, and logical arguments.</li><li>Observe Their Confidence: Extroverts are usually assertive and self-assured, while introverts can be soft-spoken and humble. Note the prospect’s posture, tone, and choice of words.</li><li>Listen to How They Describe Problems: Extroverts describe problems in broad strokes, while introverts get into nuances. Analytical types talk data; empathizers talk people.</li><li>Note Their Interest in Your Relationship: Extroverts and empathizers enjoy personal connections, while introverts and analyticals focus more on tasks and goals.</li></ul>Once you’ve identified your customer’s personality type, the next step is to adapt your remote sales tactics to match. Each personality type responds differently to various sales strategies, and customizing your approach can significantly increase your chances of closing the deal.<h2>Tailoring Cold Calls for Introverted Prospects</h2>Introverts often prefer less social interaction and more solitary activities. They are inwardly focused, reserved, and reflective. When selling to introverts, it’s important to adapt your approach to ensure a comfortable and effective conversation. Here’s how:Create ComfortAvoid high-pressure tactics that can be off-putting. Instead, <a href="https://www.mojo-nation.com/pitching-for-introverts-seven-ways-to-improve-your-pitch-energy/">create a relaxed and welcoming environment</a> where introverts feel at ease. This approach encourages a more natural and comfortable interaction.Listen First Allow introverts to share their thoughts and concerns before diving into your pitch. This shows respect for their reflective nature and helps build trust. Listening more than speaking demonstrates that you value their input and are interested in addressing their needs.Provide Detailed Info Introverts often appreciate detailed and well-thought-out information over small talk. Focus on providing clear, logical reasons why your product or service is beneficial. Highlight practical benefits and how they can enhance their work or personal life.Give Time to Process <a href="https://www.crystalknows.com/resource/selling-to-introverts">Avoid pressuring introverts for immediate decisions</a>. They may need time to process the information and make an informed choice. Follow up with an email or offer them the option to think it over and get back to you at their convenience. This shows respect for their decision-making process.Respect Their Nature Understand that their quietness or short responses are not a reflection of you or your pitch. It’s simply their nature. Speak slowly and calmly to maintain their comfort level. Offer written materials they can review at their own pace, allowing them to feel more informed and at ease.<h2>Tailoring Cold Calls for Extroverted Prospects</h2>Extroverts are outgoing, energetic individuals who thrive in social situations. When making cold calls to extroverted prospects, it’s essential to adapt your approach to match their dynamic communication style. Here are some effective strategies:Let Them Talk Extroverts enjoy talking and sharing their thoughts. Encourage this by asking open-ended questions that allow them to elaborate. This helps them feel engaged and valued in the conversation.Match Their Energy Level Reflect their enthusiasm in your tone and body language. Use animated expressions, lean forward, and maintain eye contact (even on video calls). This helps create a connection and keeps their interest.Get Straight to the Point Extroverts can <a href="https://novocall.co/blog/cold-calling-guide/">get bored with lengthy explanations</a>. Start with the key benefits of your product or service and use concise statements. This approach ensures you maintain their attention and convey your message effectively.Focus on the Big Picture Extroverts tend to think broadly and appreciate seeing the overall vision. Highlight the major benefits and overarching ideas without getting bogged down in details. This keeps the conversation exciting and relevant for them.Close with Action Steps Extroverts prefer to keep things moving. Conclude your pitch by summarizing the next steps and asking for the sale. Provide clear and easy options for them to move forward, such as scheduling a <a href="https://www.glencoco.com/the-fractional-sdrs-playbook-for-winning-post-cold-call-follow-ups">follow-up meeting</a> or agreeing to a demo.Suggest Follow-Up Activities Propose follow-up activities that involve interaction, such as a product demo or a site visit. Extroverts enjoy collaborative experiences, and this gives you another opportunity to build rapport and demonstrate your product in action.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/tailoring_cold_calls_a27fe4993a.jpg" alt="tailoring cold calls.jpg" width="4200" height="2800"><h2>Tailoring Cold Calls for Analytical Prospects</h2>Analytical types are logical, data-driven, and detail-oriented. They value statistics, facts, and evidence to support claims about a product. Here are some tips for appealing to analytical prospects:Lead with Product Specs and Metrics Begin your conversation with specific details about your product’s specifications, capabilities, and measurable results. Highlight case studies and examples of ROI to showcase how your solution drives tangible outcomes.Use Logical Arguments Avoid emotional appeals and focus on logical reasoning. Use terms like “analyze,” “calculate,” “data,” and “results” to align with their thinking style.Provide Ample Data <a href="https://www.abstraktmg.com/cold-calling/">Supply data sheets, trial versions, and demos</a> for them to scrutinize. Encourage questions and critical thinking to help them analyze and compare options.Emphasize Optimization Highlight how your product improves efficiency, productivity, and processes. Show how it makes their tasks easier and more efficient.Prepare Evidence Anticipate their data needs and have reports, benchmarks, and studies ready. Providing this information upfront reinforces your claims and builds trust.Ask Probing Questions Engage them by <a href="https://www.yesware.com/blog/cold-calling-tips/">asking detailed questions about their current pain points and objectives</a>. Use this information to tailor your pitch around rational benefits.Avoid High-Pressure Tactics Give them time to review options and make calculated decisions. High-pressure tactics can be counterproductive with analytical prospects. Provide the space they need to analyze at their own pace.<h2>Tailoring Cold Calls for Empathetic Prospects</h2>Empathetic personality types prioritize feelings, emotions, and relationships in their decision-making. When selling to these prospects, <a href="https://www.glencoco.com/building-rapport-on-cold-calls-8-techniques-for-fractional-sdrs-that-really-work">focus on building rapport</a>, understanding their needs, and establishing trust. Here are some tips for adapting your remote sales approach:Ask Open-Ended Questions Start by <a href="https://www.glencoco.com/5-pain-point-discovery-questions-for-remote-sales-reps-in-outbound-sales">understanding their problems</a>, values, and motivations. Avoid jumping straight into your pitch. Open-ended questions allow them to share more about their situation and concerns, helping you tailor your approach.Share Case Studies and Testimonials <a href="https://www.linkedin.com/advice/3/how-can-you-create-empathy-prospect-rishf">Use stories that demonstrate</a> how your product or service has positively impacted people similar to the prospect. Emphasize the human impact and outcomes to create a connection.Use “You” Oriented Language <a href="https://www.insightsalesglobal.com/blog/cold-calling">Focus on the benefits to the prospect</a> rather than the features of your offering. Connect these benefits to their emotions and needs. This makes the conversation more relevant and personal.Be an Attentive Listener Reflect back on what you’ve heard using their own words. Validate their concerns and show that you genuinely understand and care about their issues.Establish Common Ground Highlight shared values, interests, or experiences to build a rapport. This helps in creating a sense of familiarity and trust.Be Warm and Personable Aim for a <a href="https://www.freshworks.com/cold-calling-tips/">conversational flow rather than being overly formal</a> or aggressive. A friendly tone helps in making the prospect feel comfortable and valued.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/remote_sales_tactics_105b47ae09.jpg" alt="remote sales tactics.jpg" width="4491" height="2994"><h2>How Glencoco Can Help You Adapt Your Sales Tactics</h2>While these steps provide a strong foundation for adapting your <a href="https://www.glencoco.com/how-fractional-sdrs-can-turn-every-sales-call-into-a-win">remote sales tactics</a> to different personalities, Glencoco takes it a step further. As a platform designed for fractional SDRs, <a href="https://www.glencoco.com/">Glencoco</a> equips you with the tools and support needed to excel in diverse sales environments.Glencoco offers:<ul><li>Flexible Scheduling: Call on your schedule and never worry about getting laid off.</li><li>Comprehensive Training: Access interactive training modules specific to each company and industry, complete with scripts, leads, and recordings.</li><li>Smart Dialer Cockpit: Utilize our unique, algorithmic dialing system that streamlines calls and provides smart insights.</li><li>Transparent Earnings: Review transparent commission rates and qualification criteria for every company on our platform.</li><li>Community Support: Join live office hours and training sessions with a supportive community.</li></ul>With Glencoco, you can earn commissions, grow your network, and become a standout in the sales marketplace. <a href="https://www.glencoco.com/individual">Sign up as a fractional SDR on Glencoco</a> today and start your journey towards flexible, rewarding sales opportunities.<h2>Discover Deeper Insights on Our Blog:</h2><ul><li><a href="https://www.glencoco.com/8-tips-for-fractional-sdrs-to-book-more-meetings">8 Tips for Fractional SDRs to Book More Meetings</a></li><li><a href="https://www.glencoco.com/cold-calling-metrics-that-actually-matter-for-top-fractional-sdrs">Cold Calling Metrics that Actually Matter for Top Fractional SDRs</a></li><li><a href="https://www.glencoco.com/8-time-management-hacks-for-high-volume-fractional-sdr-cold-callers">8 Time Management Hacks for High-Volume Fractional SDR Cold Callers</a></li><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></ul>

How to Adapt Sales Tactics for Different Personality Types

Struggling to close deals? Learn how to adapt your sales tactics for different personality types to boost your success as a fractional SDR. Discover essential tips for remote sales and how Glencoco can help you excel.


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