Outbound sales teams face an uphill battle. Every day, reps struggle with inefficiencies that drain their productivity and prevent them from focusing on what really matters: connecting with prospects and closing deals. The challenges are significant:<ul><li>Spam-likely numbers make it harder than ever to get prospects to answer calls. Sales teams often scramble to provision new numbers and rotate them manually to avoid being flagged.</li><li>Bad lead data wastes an estimated 27.3% of reps' time, resulting in misdials, disconnected calls, and missed opportunities.</li><li>Voicemail limbo eats up another 15% of their day, leaving messages that 80% of the time will never be returned.</li><li>Metrics-driven stress puts pressure on reps to hit arbitrary quotas, leading to burnout without meaningful results. For example, it takes an average of three cold calls just to connect with a single lead.</li></ul>Despite these obstacles, SDRs and AEs in sales organizations are constantly under pressure to deliver more high quality pipeline every quarter.This is because outbound sales remains essential for revenue generation. Revenue targets increase every year and the demand for quality pipeline increases exponentially in accordance with them. According to Crunchbase, 82% of buyers accept meetings after a series of cold calls.Sales Development Representatives (SDRs) are expected to contribute significantly to pipeline generation, with some companies anticipating SDRs to generate between 41% and 50% of the pipeline.The challenge isn’t whether outbound sales works—it’s about how to make it efficient and scalable. Enter GlenX, the revolutionary AI Copilot designed to transform outbound sales<h2>Why GlenX Matters for Outbound Sales</h2>Outbound sales is a high-impact channel for pipeline generation, but only when executed correctly and at scale. Traditional tools and processes often create more problems than they solve, making it difficult to unlock the full potential of this channel. That’s where GlenX comes in.GlenX redefines outbound sales by automating the most time-consuming tasks and optimizing workflows with cutting-edge AI. Whether it’s dialing, emailing, or tracking activity, GlenX ensures your team spends less time on busy work and more time on high-value conversations. Here’s why GlenX is the solution outbound sales teams have been waiting for:<ul><li>Eliminate inefficiencies: Automate manual tasks like voicemail detection, email follow-ups, and CRM updates.</li><li>Optimize connect rates: Achieve an industry-leading 18% connect rate through advanced dialing technology.</li><li>Scale seamlessly: Enable your team to handle more accounts and conversations without additional overhead.</li></ul><h2>Meet GlenX: The AI Copilot for Outbound Sales</h2>GlenX isn’t just a tool; it’s an AI Copilot that transforms the way sales teams work. By automating workflows and providing intelligent insights, GlenX empowers reps to focus on what they do best: selling. Here’s how GlenX sets a new standard for outbound sales:<h3>Parallel Dialing for Maximum Efficiency</h3><figure class="image image-style-side"><img style="aspect-ratio:1340/1048;" src="https://prepared-actor-750539f6a6.media.strapiapp.com/parallel_dialer_cedab85648.png" alt="parallel dialer .png" width="1340" height="1048"></figure>GlenX’s parallel dialing technology calls multiple numbers at once, ensuring reps spend less time waiting and more time connecting. With AI voicemail detection, the system skips unresponsive numbers automatically, saving an estimated 15% of reps’ daily time. The result? Reps can handle more calls in less time, boosting productivity without additional effort.<h3>Spam-Likely Prevention</h3>One of the biggest obstacles in outbound sales is overcoming spam-likely flags, which can tank connect rates. GlenX leverages AI-powered number provisioning and rotation as well as smart lead cooldown times to keep numbers fresh and ensure that prospects do not feel spammed. This innovation helps maintain high connect rates and ensures your calls are answered more often and not reported as spam nearly as often.<h3>AI-Optimized Emailing</h3><img src="https://prepared-actor-750539f6a6.media.strapiapp.com/Glencoco_24_January2025_ezgif_com_video_to_gif_converter_bb0a81758e.gif" alt="AI Email Co-Pilot" width="800" height="456">GlenX goes beyond dialing with an intelligent email assistant that simplifies and enhances email follow ups. Key features include:<ul><li>Email Provisioning and Warming: Automatically provision and warm email inboxes using look-alike domains to improve deliverability.</li><li>Personalized Email Drafts: Train AI on outbound sales training material to craft on-brand, relevant follow-ups based on call data and lead insights.</li><li>Real-Time Tracking: Monitor email opens, clicks, and responses to refine outreach strategies and improve engagement.</li></ul><h3>Comprehensive Activity Tracking and CRM Integration</h3>With GlenX, sales teams have full visibility into their outbound activities. Every call, email, and interaction is meticulously logged, and all data syncs seamlessly with any existing CRM. This ensures no lead falls through the cracks and enables better decision-making based on real-time insights.GlenX also provides robust AI account summaries that let reps quickly refresh context on all the activity on a specific lead or account.<h3>Connect to Conversation Excellence</h3><figure class="image image-style-side"><img style="aspect-ratio:2712/3087;" src="https://prepared-actor-750539f6a6.media.strapiapp.com/account_details_30344e57fe.png" alt="GlenX AI Copilot for Outbound Sales" width="2712" height="3087"></figure>GlenX doesn’t just focus on connecting calls—it ensures those connections turn into meaningful conversations. Across campaigns, GlenX has achieved a 27% connect-to-conversation rate, far surpassing industry averages. This means your team isn’t just dialing more; they’re engaging more effectively.<h2>Proven Results: Why GlenX Outperforms Traditional Tools</h2>GlenX isn’t just theory—it’s the distillation of AI sales tech that has been rigorously battle tested by SDRs on the Glencoco marketplace to achieve exponential outcomes. Over two years of development and iteration, GlenX has delivered measurable improvements in key metrics:<ul><li>18% Connect Rate: Significantly higher than traditional dialers, ensuring more live conversations with prospects.</li><li>27% Connect-to-Conversation Rate: Demonstrating the effectiveness of GlenX’s approach to engaging prospects.</li><li>Thousands of Hours Saved: By automating manual tasks like dialing, voicemail handling, and email drafting, GlenX frees up reps to focus on selling.</li></ul>These results highlight how GlenX transforms outbound sales from a labor-intensive process into a streamlined, high-impact strategy.<h2>GlenX: More Quality Conversations, Less Time Wasted</h2>The ultimate measure of any sales tool is how well it connects reps with high-quality prospects. GlenX excels in this area, outperforming competitors by delivering more live connections and meaningful conversations in less time. Here’s how:<ul><li>Parallel Dialing: Calls multiple numbers simultaneously, skipping voicemails and disconnected lines to maximize efficiency.</li><li>AI Insights: Leverages advanced analytics to prioritize the best leads and provide actionable follow-up suggestions.</li><li>Personalized Outreach: Combines call data and lead insights to craft tailored follow-ups that resonate with prospects.</li></ul>With GlenX, sales reps can achieve more in an hour of dialing than they can with any other solution on the market. It’s not just about working harder; it’s about working smarter.<h2>Ready to Turbocharge Your Outbound Sales?</h2>Outbound sales teams can’t afford inefficiencies in today’s competitive market. GlenX’s AI Copilot is the solution you’ve been waiting for. By automating manual tasks, optimizing connect rates, and enhancing email outreach, GlenX empowers your team to perform at its absolute best.Don’t just adapt to the future of outbound sales—lead it. <a href="https://www.glenx.ai/?utm_source=launch_ai_copilot">Book a demo today</a> to see how GlenX can transform your team’s performance!The future of outbound sales efficiency is here. Join us and discover how GlenX can redefine what’s possible for your team.

Introducing GlenX: The AI Copilot Redefining Outbound Sales

GlenX is the best AI Copilot for sales on the market today! GlenX outperforms industry standard connect rates 350%!

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GlenX AI Sales Co-Pilot | The Best Outbound Sales Tool

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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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

The real challenge in sales doesn't always lie in the meeting itself but often in what comes after. Despite a perfect outbound sales call, the absence of a structured, insightful, and persistent follow-up process can lead to lost sales and decreased ROI.

Research indicates that even the most [well-conducted cold call](https://www.glencoco.com/top-strategies-for-every-remote-sales-call) can result in a lost opportunity if the subsequent follow-up strategy is inadequate. According to a study, [only 2% of sales are made on the first contact](https://growthlist.co/sales-follow-up-statistics/), and a staggering 80% of sales require five follow-up calls after the meeting. Yet, 44% of salespeople give up after just one follow-up.

For fractional SDRs, who often manage multiple clients and projects, making a follow-up can define their success. Follow-ups represent a strategic opportunity to deepen the initial connection made during the sales meeting and to reiterate the value proposition in a way that resonates with the prospect’s needs and decision timelines.

Here's how you can ensure your follow-ups are as effective as the initial pitch.

## 1. Start Before You Start
Preparation is paramount in sales, especially when it comes to cold calling.

Sales reps who enter cold calls well-prepared are [69% more likely to close a deal](https://blog.hubspot.com/sales/how-to-cold-call) compared to those who don't prepare as thoroughly. This statistic highlights the significant impact that preparation can have on your sales success.

For fractional SDRs, who often manage multiple clients remotely, it's vital to tailor communications for each prospect. By using data analytics and CRM (Customer Relationship Management) tools, SDRs can develop a deep understanding of each prospect’s business environment, challenges, and needs.

These tools help uncover valuable insights such as past purchasing behavior, [industry-specific pain points](https://www.glencoco.com/5-pain-point-discovery-questions-for-remote-sales-reps-in-outbound-sales), and even competitor information, which can be used to personalize pitches and demonstrate a genuine interest in addressing the prospect’s specific challenges.

With the insights gained from thorough preparation, you can craft messages that resonate more deeply with your prospects. Personalization in cold calling goes beyond using the prospect's name but also to referencing specific business challenges, recent industry events, or even common connections.

This level of personalization shows that you’re not just selling a product or service but are genuinely interested in providing a solution that aligns with their business needs.


## 2. Show Immediate Value
For fractional SDRs, every call must quickly and clearly communicate the tangible benefits of a product or service to capture the prospect's interest and drive action. Time is of the essence.

During your call, focus on the tangible benefits your product or service offers. Use data-driven results, case studies, and testimonials to paint a compelling picture of what the prospect stands to gain—or lose by delaying a decision.

This approach not only builds credibility but also creates a sense of urgency, motivating the prospect to act swiftly.

For example, data from LinkedIn suggests tailored conversations based on prior research can [increase success rates in cold calls by up to 12%](https://www.outsourceaccelerator.com/articles/cold-calling-statistics/).

When engaging in cold calling as a fractional SDR or in a [remote sales job](https://www.glencoco.com/7-signs-a-remote-sales-job-might-be-the-perfect-fit-for-you), cite specific metrics that illustrate how your service or product has boosted efficiency or profitability for similar companies. This could include increased lead generation rates, higher conversion percentages, or notable revenue growth.

Case studies are particularly powerful in outbound sales strategies, as they provide a narrative that prospects can relate to. According to a report from Hubspot, buyers are more likely to consider [a solution credible if it is backed by case studies](https://blog.hubspot.com/marketing/case-studies-marketing).

Highlight case studies where your solutions have led to verifiable improvements in sales outcomes or operational efficiencies. Ensure these stories are relevant to the industry and specific challenges faced by the prospect, making the case that your offering is not just beneficial but necessary.

![fractional SDr](https://prepared-actor-750539f6a6.media.strapiapp.com/christina_wocintechchat_com_U_Tw3j_ao_IKM_unsplash_7a9fec4d9e.jpg)

## 3. Set Clear Expectations
larity is crucial when it comes to next steps. In outbound sales, every call counts. A study by Salesforce indicated that [72% of companies with less clearly defined sales processes generate low conversion rates](https://www.salesforce.com/blog/b2b-sales-benchmark-research-finds-some-pipeline-surprises-infographic/?bc=HA). This highlights the importance of a well-structured approach, particularly in cold calling where first impressions determine the future of business relationships.

When fractional SDRs establish clear expectations during their initial interaction, they set a foundation for accountability and success. Specifying a timeline of deliverables during the initial sales call ensures that both parties are aware of the milestones and deadlines.

Apply this strategy by clearly outlining when the prospect can expect a proposal, a product demo, or a follow-up call, thereby keeping the sales process moving forward without unnecessary delays.

## 4. Personalize Communication Preferences
Understanding and respecting how your prospect prefers to communicate is vital for effective follow-ups. Knowing whether a prospect prefers follow-ups via phone, email, or another medium can dramatically enhance the prospect's experience and your success rates.

Calls are still a preferred method in many industries, with a [21% higher chance of qualifying a lead](https://www.ruleranalytics.com/blog/insight/conversion-rate-by-industry/) if called within five minutes after an inquiry. This highlights the need for immediacy in cold calling but also the need to understand and respect the prospect’s preferred timing for such calls.

Before concluding your meeting, inquire about their preferred communication method—be it email, phone calls, or another medium. Ask directly about their preferred time for a callback or the type of information they would find most useful in an email.

Such tailored approaches not only show respect for the prospect’s time but also position you as a thoughtful and attentive seller, qualities that are highly valued in today’s market.


## 5. Timing is Crucial
Choosing the right time to follow up can be as crucial as the follow-up itself. Research indicates that the best times to [make cold calls are Wednesday and Thursday](https://www.uplead.com/best-times-for-cold-calling/), especially during the late morning before lunch and late afternoon before the end of the workday.

A study by CallHippo found that calls made between 4 PM to 5 PM had the [highest success rate](https://www.uplead.com/best-times-for-cold-calling/), followed by calls between 11 AM and 12 PM. Leveraging this data, fractional SDRs can strategically schedule their calls to increase the likelihood of reaching prospects during their most receptive hours.

Sometimes, knowing when to pause or stop following up is as important as knowing when to start.

According to Marketing Donut, [50% of sales go to the first salesperson](https://www.marketingdonut.co.uk/sales/sales-strategy/why-you-must-follow-up-leads) to contact a prospect, emphasizing the importance of timely engagement. However, it’s crucial to differentiate between being the first to make contact and making contact at the right moment.

For instance, reaching out too early in the buyer’s journey when the prospect is not yet aware of their needs or too late when they have already considered competitors can be equally ineffective.

Knowing when to pause or cease follow-up is as critical as knowing when to initiate contact. A study shows that it often takes [an average of eight cold call attempts](https://leadsatscale.com/insights/cold-calling-statistics/) to reach a prospect, but many salespeople give up after just two attempts. This persistence is necessary, but so is the ability to read signs of disinterest or rejection.

Effective sales professionals, especially those in remote sales roles or as fractional SDRs, need to develop the ability to [discern whether a prospect is simply not ready or fundamentally uninterested](https://www.glencoco.com/how-to-respond-to-top-5-sales-objections-for-better-results), to avoid wasting resources and potentially damaging future relationship opportunities.

Trust your instincts and read the signals your prospect sends to gauge their interest levels.

![Woman typing to do call cold outbound sales](https://prepared-actor-750539f6a6.media.strapiapp.com/latina_woman_entrepreneur_in_her_business_looking_2023_11_27_05_09_50_utc_be5f559b2e.jpg)

## How Glencoco Solves Follow-Up Challenges
While traditional techniques hold their value, leveraging a specialized platform like [Glencoco](https://www.glencoco.com/) can significantly enhance these efforts. Glencoco is tailored for fractional SDRs, offering [advanced tools and features](https://www.glencoco.com/top-6-essential-remote-sales-tools-for-success) to streamline and optimize the cold calling and follow-up process.

- **Streamlined Communication Tool**: The platform features a sophisticated smart auto-dialer that evolves to enhance the efficiency of making follow-up calls. This tool facilitates timely and effective follow-up communications, ensuring users can reach out to prospects at optimal times without manual hassles.

- **Performance Tracking and Improvement**: The platform also allows users to [track their stats and performance](https://www.glencoco.com/top-5-hacks-to-a-high-performing-remote-sales-job-role) rigorously. This feature is crucial for assessing the impact of follow-up strategies and making informed adjustments. By participating in competitions and reviewing best-in-class sales calls, users can continuously enhance their skills and strategies.

- **Transparent Commission Structure**: Glencoco motivates users with a clear and transparent commission structure, rewarding them for each qualified meeting booked. This [incentive promotes a more diligent and strategic approach](https://www.glencoco.com/how-to-increase-your-earnings-in-a-commission-based-remote-sales-job) to follow-ups, encouraging users to maximize every post-meeting interaction.


Sign up at Glencoco to work as a fractional SDR who is a well-equipped remote sales professional. With Glencoco, you can be assured that your follow-up efforts are as impactful as your initial cold call.


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

- **[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)**
- **[How to Increase Your Earnings in A Commission-Based Remote Sales Job](https://www.glencoco.com/how-to-increase-your-earnings-in-a-commission-based-remote-sales-job)**
- **[7 Signs A Remote Sales Job Might Be the Perfect Fit for You](https://www.glencoco.com/7-signs-a-remote-sales-job-might-be-the-perfect-fit-for-you)**
- **[Outbound Sales Tips & Tech To Guarantee Fractional SDR Success](https://www.glencoco.com/outbound-sales-strategies-tools-fractional-sdrs-guide)**
- **[Building Outbound Sales Strategy: Cutting Inefficiencies to Boost Your Revenue in 2024](https://www.glencoco.com/outbound-sales-strategy-to-cut-inefficiencies)**

The real challenge in sales doesn’t always lie in the meeting itself but often in what comes after. Despite a perfect outbound sales call, the absence of a structured, insightful, and persistent follow-up process can lead to lost sales and decreased ROI.Research indicates that even the most <a href="https://www.glencoco.com/top-strategies-for-every-remote-sales-call">well-conducted cold call</a> can result in a lost opportunity if the subsequent follow-up strategy is inadequate. According to a study, <a href="https://growthlist.co/sales-follow-up-statistics/">only 2% of sales are made on the first contact</a>, and a staggering 80% of sales require five follow-up calls after the meeting. Yet, 44% of salespeople give up after just one follow-up.For fractional SDRs, who often manage multiple clients and projects, making a follow-up can define their success. Follow-ups represent a strategic opportunity to deepen the initial connection made during the sales meeting and to reiterate the value proposition in a way that resonates with the prospect’s needs and decision timelines.Here’s how you can ensure your follow-ups are as effective as the initial pitch.<h2>1. Start Before You Start</h2>Preparation is paramount in sales, especially when it comes to cold calling.Sales reps who enter cold calls well-prepared are <a href="https://blog.hubspot.com/sales/how-to-cold-call">69% more likely to close a deal</a> compared to those who don’t prepare as thoroughly. This statistic highlights the significant impact that preparation can have on your sales success.For fractional SDRs, who often manage multiple clients remotely, it’s vital to tailor communications for each prospect. By using data analytics and CRM (Customer Relationship Management) tools, SDRs can develop a deep understanding of each prospect’s business environment, challenges, and needs.These tools help uncover valuable insights such as past purchasing behavior, <a href="https://www.glencoco.com/5-pain-point-discovery-questions-for-remote-sales-reps-in-outbound-sales">industry-specific pain points</a>, and even competitor information, which can be used to personalize pitches and demonstrate a genuine interest in addressing the prospect’s specific challenges.With the insights gained from thorough preparation, you can craft messages that resonate more deeply with your prospects. Personalization in cold calling goes beyond using the prospect’s name but also to referencing specific business challenges, recent industry events, or even common connections.This level of personalization shows that you’re not just selling a product or service but are genuinely interested in providing a solution that aligns with their business needs.<h2>2. Show Immediate Value</h2>For fractional SDRs, every call must quickly and clearly communicate the tangible benefits of a product or service to capture the prospect’s interest and drive action. Time is of the essence.During your call, focus on the tangible benefits your product or service offers. Use data-driven results, case studies, and testimonials to paint a compelling picture of what the prospect stands to gain—or lose by delaying a decision.This approach not only builds credibility but also creates a sense of urgency, motivating the prospect to act swiftly.For example, data from LinkedIn suggests tailored conversations based on prior research can <a href="https://www.outsourceaccelerator.com/articles/cold-calling-statistics/">increase success rates in cold calls by up to 12%</a>.When engaging in cold calling as a fractional SDR or in a <a href="https://www.glencoco.com/7-signs-a-remote-sales-job-might-be-the-perfect-fit-for-you">remote sales job</a>, cite specific metrics that illustrate how your service or product has boosted efficiency or profitability for similar companies. This could include increased lead generation rates, higher conversion percentages, or notable revenue growth.Case studies are particularly powerful in outbound sales strategies, as they provide a narrative that prospects can relate to. According to a report from Hubspot, buyers are more likely to consider <a href="https://blog.hubspot.com/marketing/case-studies-marketing">a solution credible if it is backed by case studies</a>.Highlight case studies where your solutions have led to verifiable improvements in sales outcomes or operational efficiencies. Ensure these stories are relevant to the industry and specific challenges faced by the prospect, making the case that your offering is not just beneficial but necessary.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/christina_wocintechchat_com_U_Tw3j_ao_IKM_unsplash_7a9fec4d9e.jpg" alt="fractional SDr" width="6016" height="4016"><h2>3. Set Clear Expectations</h2>larity is crucial when it comes to next steps. In outbound sales, every call counts. A study by Salesforce indicated that <a href="https://www.salesforce.com/blog/b2b-sales-benchmark-research-finds-some-pipeline-surprises-infographic/?bc=HA">72% of companies with less clearly defined sales processes generate low conversion rates</a>. This highlights the importance of a well-structured approach, particularly in cold calling where first impressions determine the future of business relationships.When fractional SDRs establish clear expectations during their initial interaction, they set a foundation for accountability and success. Specifying a timeline of deliverables during the initial sales call ensures that both parties are aware of the milestones and deadlines.Apply this strategy by clearly outlining when the prospect can expect a proposal, a product demo, or a follow-up call, thereby keeping the sales process moving forward without unnecessary delays.<h2>4. Personalize Communication Preferences</h2>Understanding and respecting how your prospect prefers to communicate is vital for effective follow-ups. Knowing whether a prospect prefers follow-ups via phone, email, or another medium can dramatically enhance the prospect’s experience and your success rates.Calls are still a preferred method in many industries, with a <a href="https://www.ruleranalytics.com/blog/insight/conversion-rate-by-industry/">21% higher chance of qualifying a lead</a> if called within five minutes after an inquiry. This highlights the need for immediacy in cold calling but also the need to understand and respect the prospect’s preferred timing for such calls.Before concluding your meeting, inquire about their preferred communication method—be it email, phone calls, or another medium. Ask directly about their preferred time for a callback or the type of information they would find most useful in an email.Such tailored approaches not only show respect for the prospect’s time but also position you as a thoughtful and attentive seller, qualities that are highly valued in today’s market.<h2>5. Timing is Crucial</h2>Choosing the right time to follow up can be as crucial as the follow-up itself. Research indicates that the best times to <a href="https://www.uplead.com/best-times-for-cold-calling/">make cold calls are Wednesday and Thursday</a>, especially during the late morning before lunch and late afternoon before the end of the workday.A study by CallHippo found that calls made between 4 PM to 5 PM had the <a href="https://www.uplead.com/best-times-for-cold-calling/">highest success rate</a>, followed by calls between 11 AM and 12 PM. Leveraging this data, fractional SDRs can strategically schedule their calls to increase the likelihood of reaching prospects during their most receptive hours.Sometimes, knowing when to pause or stop following up is as important as knowing when to start.According to Marketing Donut, <a href="https://www.marketingdonut.co.uk/sales/sales-strategy/why-you-must-follow-up-leads">50% of sales go to the first salesperson</a> to contact a prospect, emphasizing the importance of timely engagement. However, it’s crucial to differentiate between being the first to make contact and making contact at the right moment.For instance, reaching out too early in the buyer’s journey when the prospect is not yet aware of their needs or too late when they have already considered competitors can be equally ineffective.Knowing when to pause or cease follow-up is as critical as knowing when to initiate contact. A study shows that it often takes <a href="https://leadsatscale.com/insights/cold-calling-statistics/">an average of eight cold call attempts</a> to reach a prospect, but many salespeople give up after just two attempts. This persistence is necessary, but so is the ability to read signs of disinterest or rejection.Effective sales professionals, especially those in remote sales roles or as fractional SDRs, need to develop the ability to <a href="https://www.glencoco.com/how-to-respond-to-top-5-sales-objections-for-better-results">discern whether a prospect is simply not ready or fundamentally uninterested</a>, to avoid wasting resources and potentially damaging future relationship opportunities.Trust your instincts and read the signals your prospect sends to gauge their interest levels.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/latina_woman_entrepreneur_in_her_business_looking_2023_11_27_05_09_50_utc_be5f559b2e.jpg" alt="Woman typing to do call cold outbound sales" width="6000" height="4000"><h2>How Glencoco Solves Follow-Up Challenges</h2>While traditional techniques hold their value, leveraging a specialized platform like <a href="https://www.glencoco.com/">Glencoco</a> can significantly enhance these efforts. Glencoco is tailored for fractional SDRs, offering <a href="https://www.glencoco.com/top-6-essential-remote-sales-tools-for-success">advanced tools and features</a> to streamline and optimize the cold calling and follow-up process.<ul><li>Streamlined Communication Tool: The platform features a sophisticated smart auto-dialer that evolves to enhance the efficiency of making follow-up calls. This tool facilitates timely and effective follow-up communications, ensuring users can reach out to prospects at optimal times without manual hassles.</li><li>Performance Tracking and Improvement: The platform also allows users to <a href="https://www.glencoco.com/top-5-hacks-to-a-high-performing-remote-sales-job-role">track their stats and performance</a> rigorously. This feature is crucial for assessing the impact of follow-up strategies and making informed adjustments. By participating in competitions and reviewing best-in-class sales calls, users can continuously enhance their skills and strategies.</li><li>Transparent Commission Structure: Glencoco motivates users with a clear and transparent commission structure, rewarding them for each qualified meeting booked. This <a href="https://www.glencoco.com/how-to-increase-your-earnings-in-a-commission-based-remote-sales-job">incentive promotes a more diligent and strategic approach</a> to follow-ups, encouraging users to maximize every post-meeting interaction.</li></ul>Sign up at Glencoco to work as a fractional SDR who is a well-equipped remote sales professional. With Glencoco, you can be assured that your follow-up efforts are as impactful as your initial cold call.<h2>Discover Deeper Insights on Our Blog:</h2><ul><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><li><a href="https://www.glencoco.com/how-to-increase-your-earnings-in-a-commission-based-remote-sales-job">How to Increase Your Earnings in A Commission-Based Remote Sales Job</a></li><li><a href="https://www.glencoco.com/7-signs-a-remote-sales-job-might-be-the-perfect-fit-for-you">7 Signs A Remote Sales Job Might Be the Perfect Fit for You</a></li><li><a href="https://www.glencoco.com/outbound-sales-strategies-tools-fractional-sdrs-guide">Outbound Sales Tips &amp; Tech To Guarantee Fractional SDR Success</a></li><li><a href="https://www.glencoco.com/outbound-sales-strategy-to-cut-inefficiencies">Building Outbound Sales Strategy: Cutting Inefficiencies to Boost Your Revenue in 2024</a></li></ul>

The Fractional SDR’s Playbook for Winning Post-Cold Call Follow-Ups

Master remote selling with our guide to post-sales follow-ups. Learn how fractional SDRs can leverage these techniques to enhance outbound sales results

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