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

With prospects constantly bombarded by outreach from countless vendors, fractional SDRs are faced with the need to maximize the impact of each outbound sales call to stand out from the crowd.

The hard truth is that most initial sales calls end without progressing the deal. According to Salesforce, [less than 2% of cold calls result in follow-up meetings](https://gitnux.org/cold-call-statistics/). This means over half of fractional SDR's time and effort goes to waste.

To beat the odds and move more deals forward, fractional SDRs need to execute each call flawlessly. The smallest details can make or break your chances of winning over a prospect.

In this article, we will explore the 5 key things fractional SDRs must do on every remote sales call to engage prospects and advance opportunities.

## Research and Customize

Before making any outbound sales call, it's crucial that you do your homework on the prospect and account.

According to research, [72% of customers say they only engage with personalized messages](https://www.superoffice.com/blog/personalization/). Fractional SDRs who wing it without preparation are doing themselves a major disservice. Take the time to research who you'll be speaking with and what their needs are.

Look up the prospect on LinkedIn and social media to learn about their role, background, and interests. Review the company's website to understand its business, challenges, and goals.

Check press releases for any recent news or developments. This context will allow you to customize your pitch and show that you truly understand their situation.

With research in hand, you can tailor your messaging and solutions specifically to that prospect and account. Highlight how your offering solves their pain points.

Ask intelligent questions that demonstrate your knowledge of their needs. This level of personalization and relevance will impress the prospect and make you stand out from the competition.

The extra effort to research and customize pays off tremendously in building rapport quickly on sales calls. Don't take shortcuts here—do your homework.

## Start with a Strong Opening

Grabbing your prospect's attention in the first 30 seconds of a remote sales call is crucial. You want to hook them in right away and pique their interest before launching into your pitch.

One effective way to start strong is by asking an intriguing question or making a compelling statement that relates to their business. For example, you could say something like:

"Are you looking for new ways to increase pipeline generation this quarter?"

Or

“I noticed on your website that you're rapidly expanding into new markets. That must be an exciting time for your sales team!”

Starting the call by showing you've done research on their company and understand their challenges makes your prospect feel understood. It gets them engaged and primes them to listen to your pitch.

You could also share an interesting statistic or make a thought-provoking statement about their industry. Surprising facts grab people's attention.

No matter your opening line, be sure to practice it until it sounds natural. A robotic, over-rehearsed introduction won't make a great first impression. You want to come across as authentic yet captivating.

With a compelling opening statement, you can maximize your valuable first 30 seconds on a sales call to capture interest and set yourself up for success.

## Ask Quality Questions

Asking the right questions during a sales call is crucial for understanding your prospect's needs and goals. According to a study, top-performing salespeople are making [54% more conversation switches](https://salesinsightslab.com/sales-research/), meaning they are asking more questions during discovery and presentations.

You want to go beyond surface-level questions and dig deeper into their challenges, motivations, and vision.

Start by asking open-ended questions that encourage thoughtful responses instead of one-word answers.

For example, ask, "What are your top priorities for your sales team this year?" rather than "Are you looking to increase sales?" Follow up with probing questions to get more details. If they mention improving lead generation, ask, "What specific issues are you running into with lead gen right now?"

Make sure to listen closely to their responses. Don't just wait for your turn to pitch. Use active listening skills like summarizing what you heard and asking clarifying questions. This shows the prospect that you are making an effort to understand their unique situation.

The goal is to [identify pain points you can address and uncover opportunities](https://www.glencoco.com/5-pain-point-discovery-questions-for-remote-sales-reps-in-outbound-sales) to position your solution as the answer to their needs.

Skilled questioning helps you gain crucial insights so you can tailor your pitch accordingly. It also builds rapport and gets the prospect engaged in the conversation.

## Make Your Pitch Relevant

Making your sales pitch relevant to the prospect's specific needs and interests is crucial for connecting with them and moving the deal forward.

After asking probing questions earlier in the call, you should have a good understanding of the prospect's pain points and goals. Use this intel to [tailor your pitch](https://www.glencoco.com/top-strategies-for-every-remote-sales-call) accordingly.

For example, if the prospect said they needed to generate more leads in the healthcare industry, your pitch could sound like:

"Based on what you shared about your goals to expand into healthcare, I think my lead generation services would be a great fit. I specialize in targeted outreach to healthcare professionals and have helped similar companies generate over 500 leads per month.

With my proven cold calling and email strategies tailored for your niche, I know I could help you quickly build a strong pipeline of prospects in the healthcare space."

The key is to take what you learned from your discovery questions and connect the dots for them, explaining exactly how your offering solves their needs. According to research, 6[6% of customers expect companies to understand their unique needs and expectations](https://www.salesforce.com/uk/resources/articles/customer-expectations/).

Use specific examples of how you've helped similar prospects accomplish the same goals. This shows the relevance of your solution and builds credibility through social proof. With a customized pitch focused on their unique situation, you're much more likely to pique their interest.

![DALL·E 2024-04-28 18.11.10 - Photo of a professional, diverse team of fractional SDRs in a modern office environment, engaging in remote sales calls. The team is focused, using la.webp](https://prepared-actor-750539f6a6.media.strapiapp.com/DALL_E_2024_04_28_18_11_10_Photo_of_a_professional_diverse_team_of_fractional_SD_Rs_in_a_modern_office_environment_engaging_in_remote_sales_calls_The_team_is_focused_using_la_d69e2cee8d.webp)

## Address Concerns Head-On

When prospects raise objections or concerns during a sales call, it's crucial to address them professionally and directly.

Avoid being defensive or dismissing their issues outright. Instead, acknowledge the concern sincerely and ask follow-up questions to better understand it.

Research indicates that understanding and addressing customer objections effectively can [increase the chances of making a sale by up to 80%](https://blog.hubspot.com/sales/handling-common-sales-objections). This is because handling objections well demonstrates your commitment to the prospect’s needs and builds trust.

Once you fully grasp the prospect's worries, calmly explain how your product or service can alleviate them.

Provide examples of how you've resolved similar concerns for other clients. Frame the issue as an opportunity to educate the prospect on your capabilities.

With patience and empathy, you can often [turn objections into openings](https://www.glencoco.com/how-to-respond-to-top-5-sales-objections-for-better-results) to highlight your product's strengths. The key is listening carefully, validating the prospect's perspective, and responding with solution-focused language.

Handled well, addressing concerns builds trust and shows the prospect you're invested in solving their problems, not just making a sale.

## Confirm Next Steps

Agreeing on clear next steps before ending the call is crucial for moving the deal forward. You don't want to end the call with vague promises of follow-up. Clearly defined next steps [increase the likelihood of a sale moving forward by over 40%](https://www.perplexity.ai/search/clearly-defined-next-5rj92Z5SSRq1u_aFjeEOlA). Make sure you and the prospect are aligned on concrete actions.

For example, you might say, "Based on our discussion today, I'd like to schedule a demo next Tuesday at 2pm to walk through our platform's capabilities in more detail. Does next Tuesday work for you?"

Get the prospect's verbal commitment to the next step, whether it's a demo, sending over a proposal, or providing pricing information.

Also, set expectations for the timeline if appropriate. For instance, if you are sending over a proposal, give a timeframe: "I'll send the proposal over today and plan to follow up on Friday once you've had a chance to review it."

Getting a clear agreement on the next steps instills accountability and keeps the sales process moving forward.

Don't let the prospect off the hook with a vague "Sounds good, let's connect soon." Wrap up the call by confirming the specifics.

## Express Appreciation

Always thank the prospect for their time and consideration at the end of the call. Studies have shown that expressing gratitude can [increase customer retention rates by up to 5%](https://www.emazzanti.net/business-benefits-of-gratitude/). It also leaves a positive last impression, crucial in a sales context where every interaction can influence the decision-making process.

Say something like, "I really appreciate you taking the time to speak with me today and learn more about our services. I know your time is valuable."

You can also reiterate your interest in working with them. For example, "I'm very excited about the possibility of partnering together. I think we could accomplish great things for your sales team."

Make sure your tone is warm, sincere, and professional. Don't rush through the appreciation or make it sound insincere.

Taking a moment to express gratitude and acknowledge the prospect's time investment demonstrates that you are thoughtful and respectful. This thoughtful gesture can go a long way in building rapport and leaving them with a great impression of you.

## Follow Up

Following up after a sales call is critical to moving the deal forward. Don't let the momentum from the call slip away by failing to follow through.

Send any notes, links, or resources that were discussed during the call right away. Getting that information to the prospect quickly reinforces your reliability and professionalism. It also keeps their interest piqued in your solution.

Be sure to schedule any promised follow-up, whether it's sending additional information or setting up another call.

Calendaring the next steps provides visibility into the sales pipeline and ensures tasks don't fall through the cracks.

Following up not only progresses the deal, but also continues building the relationship with the prospect. Ongoing communication and fulfillment of commitments lead to trust and credibility.

This is crucial, as [92% of buyers say they would be more likely to purchase again](https://www.integritysolutions.com/blog/what-is-the-role-of-trust-in-sales/) from a salesperson who was deemed "trustworthy." This trust makes prospects much more likely to ultimately become customers, demonstrating the powerful impact of effective follow-up in the sales process.

![DALL·E 2024-04-28 18.11.30 - Image of a young, African American female fractional SDR conducting a sales call. She is sitting at a stylish, modern home office, wearing casual busi.webp](https://prepared-actor-750539f6a6.media.strapiapp.com/DALL_E_2024_04_28_18_11_30_Image_of_a_young_African_American_female_fractional_SDR_conducting_a_sales_call_She_is_sitting_at_a_stylish_modern_home_office_wearing_casual_busi_ffa5a3d025.webp)

## How Glencoco Empowers Fractional SDRs to Excel in Every Sales Call

While the tips outlined above are foundational for turning each sales call into a win, [Glencoco](https://www.glencoco.com/) provides the essential tools and support that fractional SDRs need to implement these strategies effectively in remote and outbound sales environments.

### Tailored Resources and Training

Glencoco offers a robust platform where fractional SDRs can access [customized training modules tailored to specific industries and companies](https://www.glencoco.com/how-to-increase-your-earnings-in-a-commission-based-remote-sales-job). This is critical as detailed preparation is a key factor in engaging prospects successfully. Each training session is designed to equip you with in-depth knowledge of your target market, ensuring you can approach each call with confidence and relevant insights.

### Streamlined Scheduling and Communication

With Glencoco, you can manage your calls and follow-ups effortlessly. The platform’s smart auto-dialer not only optimizes call times to increase your chances of making successful contact but also keeps track of your call history and notes. This feature is essential for ensuring that no follow-up task falls through the cracks, maintaining the momentum of each sales interaction.

### Enhanced Lead Generation and Booking

The platform provides SDRs with leads and the necessary tools to book qualified meetings efficiently. With [transparent commission structures and criteria,](https://www.glencoco.com/turning-consistency-into-cash-in-remote-sales-jobs) you are rewarded for your success in real time. This incentivizes performance and aligns perfectly with the goal of advancing each sales opportunity to its fullest potential.

### Continuous Learning and Networking

Glencoco offers ongoing live office hours, training sessions, and fireside chats with industry experts. This [continuous learning environment](https://www.glencoco.com/top-5-hacks-to-a-high-performing-remote-sales-job-role) helps you stay at the forefront of sales techniques and industry trends, ensuring you’re always ready to adapt and excel.

By integrating Glencoco into your sales strategy, you transform how you prepare for, execute, and follow up on each sales call. This comprehensive support system not only boosts your individual performance but also enhances your overall career growth as a fractional SDR in remote sales.

## **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)**

With prospects constantly bombarded by outreach from countless vendors, fractional SDRs are faced with the need to maximize the impact of each outbound sales call to stand out from the crowd.The hard truth is that most initial sales calls end without progressing the deal. According to Salesforce, <a href="https://gitnux.org/cold-call-statistics/">less than 2% of cold calls result in follow-up meetings</a>. This means over half of fractional SDR’s time and effort goes to waste.To beat the odds and move more deals forward, fractional SDRs need to execute each call flawlessly. The smallest details can make or break your chances of winning over a prospect.In this article, we will explore the 5 key things fractional SDRs must do on every remote sales call to engage prospects and advance opportunities.<h2>Research and Customize</h2>Before making any outbound sales call, it’s crucial that you do your homework on the prospect and account.According to research, <a href="https://www.superoffice.com/blog/personalization/">72% of customers say they only engage with personalized messages</a>. Fractional SDRs who wing it without preparation are doing themselves a major disservice. Take the time to research who you’ll be speaking with and what their needs are.Look up the prospect on LinkedIn and social media to learn about their role, background, and interests. Review the company’s website to understand its business, challenges, and goals.Check press releases for any recent news or developments. This context will allow you to customize your pitch and show that you truly understand their situation.With research in hand, you can tailor your messaging and solutions specifically to that prospect and account. Highlight how your offering solves their pain points.Ask intelligent questions that demonstrate your knowledge of their needs. This level of personalization and relevance will impress the prospect and make you stand out from the competition.The extra effort to research and customize pays off tremendously in building rapport quickly on sales calls. Don’t take shortcuts here—do your homework.<h2>Start with a Strong Opening</h2>Grabbing your prospect’s attention in the first 30 seconds of a remote sales call is crucial. You want to hook them in right away and pique their interest before launching into your pitch.One effective way to start strong is by asking an intriguing question or making a compelling statement that relates to their business. For example, you could say something like:“Are you looking for new ways to increase pipeline generation this quarter?”Or“I noticed on your website that you’re rapidly expanding into new markets. That must be an exciting time for your sales team!”Starting the call by showing you’ve done research on their company and understand their challenges makes your prospect feel understood. It gets them engaged and primes them to listen to your pitch.You could also share an interesting statistic or make a thought-provoking statement about their industry. Surprising facts grab people’s attention.No matter your opening line, be sure to practice it until it sounds natural. A robotic, over-rehearsed introduction won’t make a great first impression. You want to come across as authentic yet captivating.With a compelling opening statement, you can maximize your valuable first 30 seconds on a sales call to capture interest and set yourself up for success.<h2>Ask Quality Questions</h2>Asking the right questions during a sales call is crucial for understanding your prospect’s needs and goals. According to a study, top-performing salespeople are making <a href="https://salesinsightslab.com/sales-research/">54% more conversation switches</a>, meaning they are asking more questions during discovery and presentations.You want to go beyond surface-level questions and dig deeper into their challenges, motivations, and vision.Start by asking open-ended questions that encourage thoughtful responses instead of one-word answers.For example, ask, “What are your top priorities for your sales team this year?” rather than “Are you looking to increase sales?” Follow up with probing questions to get more details. If they mention improving lead generation, ask, “What specific issues are you running into with lead gen right now?”Make sure to listen closely to their responses. Don’t just wait for your turn to pitch. Use active listening skills like summarizing what you heard and asking clarifying questions. This shows the prospect that you are making an effort to understand their unique situation.The goal is to <a href="https://www.glencoco.com/5-pain-point-discovery-questions-for-remote-sales-reps-in-outbound-sales">identify pain points you can address and uncover opportunities</a> to position your solution as the answer to their needs.Skilled questioning helps you gain crucial insights so you can tailor your pitch accordingly. It also builds rapport and gets the prospect engaged in the conversation.<h2>Make Your Pitch Relevant</h2>Making your sales pitch relevant to the prospect’s specific needs and interests is crucial for connecting with them and moving the deal forward.After asking probing questions earlier in the call, you should have a good understanding of the prospect’s pain points and goals. Use this intel to <a href="https://www.glencoco.com/top-strategies-for-every-remote-sales-call">tailor your pitch</a> accordingly.For example, if the prospect said they needed to generate more leads in the healthcare industry, your pitch could sound like:"Based on what you shared about your goals to expand into healthcare, I think my lead generation services would be a great fit. I specialize in targeted outreach to healthcare professionals and have helped similar companies generate over 500 leads per month.With my proven cold calling and email strategies tailored for your niche, I know I could help you quickly build a strong pipeline of prospects in the healthcare space."The key is to take what you learned from your discovery questions and connect the dots for them, explaining exactly how your offering solves their needs. According to research, 6<a href="https://www.salesforce.com/uk/resources/articles/customer-expectations/">6% of customers expect companies to understand their unique needs and expectations</a>.Use specific examples of how you’ve helped similar prospects accomplish the same goals. This shows the relevance of your solution and builds credibility through social proof. With a customized pitch focused on their unique situation, you’re much more likely to pique their interest.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/DALL_E_2024_04_28_18_11_10_Photo_of_a_professional_diverse_team_of_fractional_SD_Rs_in_a_modern_office_environment_engaging_in_remote_sales_calls_The_team_is_focused_using_la_d69e2cee8d.webp" alt="DALL·E 2024-04-28 18.11.10 - Photo of a professional, diverse team of fractional SDRs in a modern office environment, engaging in remote sales calls. The team is focused, using la.webp" width="1024" height="1024"><h2>Address Concerns Head-On</h2>When prospects raise objections or concerns during a sales call, it’s crucial to address them professionally and directly.Avoid being defensive or dismissing their issues outright. Instead, acknowledge the concern sincerely and ask follow-up questions to better understand it.Research indicates that understanding and addressing customer objections effectively can <a href="https://blog.hubspot.com/sales/handling-common-sales-objections">increase the chances of making a sale by up to 80%</a>. This is because handling objections well demonstrates your commitment to the prospect’s needs and builds trust.Once you fully grasp the prospect’s worries, calmly explain how your product or service can alleviate them.Provide examples of how you’ve resolved similar concerns for other clients. Frame the issue as an opportunity to educate the prospect on your capabilities.With patience and empathy, you can often <a href="https://www.glencoco.com/how-to-respond-to-top-5-sales-objections-for-better-results">turn objections into openings</a> to highlight your product’s strengths. The key is listening carefully, validating the prospect’s perspective, and responding with solution-focused language.Handled well, addressing concerns builds trust and shows the prospect you’re invested in solving their problems, not just making a sale.<h2>Confirm Next Steps</h2>Agreeing on clear next steps before ending the call is crucial for moving the deal forward. You don’t want to end the call with vague promises of follow-up. Clearly defined next steps <a href="https://www.perplexity.ai/search/clearly-defined-next-5rj92Z5SSRq1u_aFjeEOlA">increase the likelihood of a sale moving forward by over 40%</a>. Make sure you and the prospect are aligned on concrete actions.For example, you might say, “Based on our discussion today, I’d like to schedule a demo next Tuesday at 2pm to walk through our platform’s capabilities in more detail. Does next Tuesday work for you?”Get the prospect’s verbal commitment to the next step, whether it’s a demo, sending over a proposal, or providing pricing information.Also, set expectations for the timeline if appropriate. For instance, if you are sending over a proposal, give a timeframe: “I’ll send the proposal over today and plan to follow up on Friday once you’ve had a chance to review it.”Getting a clear agreement on the next steps instills accountability and keeps the sales process moving forward.Don’t let the prospect off the hook with a vague “Sounds good, let’s connect soon.” Wrap up the call by confirming the specifics.<h2>Express Appreciation</h2>Always thank the prospect for their time and consideration at the end of the call. Studies have shown that expressing gratitude can <a href="https://www.emazzanti.net/business-benefits-of-gratitude/">increase customer retention rates by up to 5%</a>. It also leaves a positive last impression, crucial in a sales context where every interaction can influence the decision-making process.Say something like, “I really appreciate you taking the time to speak with me today and learn more about our services. I know your time is valuable.”You can also reiterate your interest in working with them. For example, “I’m very excited about the possibility of partnering together. I think we could accomplish great things for your sales team.”Make sure your tone is warm, sincere, and professional. Don’t rush through the appreciation or make it sound insincere.Taking a moment to express gratitude and acknowledge the prospect’s time investment demonstrates that you are thoughtful and respectful. This thoughtful gesture can go a long way in building rapport and leaving them with a great impression of you.<h2>Follow Up</h2>Following up after a sales call is critical to moving the deal forward. Don’t let the momentum from the call slip away by failing to follow through.Send any notes, links, or resources that were discussed during the call right away. Getting that information to the prospect quickly reinforces your reliability and professionalism. It also keeps their interest piqued in your solution.Be sure to schedule any promised follow-up, whether it’s sending additional information or setting up another call.Calendaring the next steps provides visibility into the sales pipeline and ensures tasks don’t fall through the cracks.Following up not only progresses the deal, but also continues building the relationship with the prospect. Ongoing communication and fulfillment of commitments lead to trust and credibility.This is crucial, as <a href="https://www.integritysolutions.com/blog/what-is-the-role-of-trust-in-sales/">92% of buyers say they would be more likely to purchase again</a> from a salesperson who was deemed “trustworthy.” This trust makes prospects much more likely to ultimately become customers, demonstrating the powerful impact of effective follow-up in the sales process.<img src="https://prepared-actor-750539f6a6.media.strapiapp.com/DALL_E_2024_04_28_18_11_30_Image_of_a_young_African_American_female_fractional_SDR_conducting_a_sales_call_She_is_sitting_at_a_stylish_modern_home_office_wearing_casual_busi_ffa5a3d025.webp" alt="DALL·E 2024-04-28 18.11.30 - Image of a young, African American female fractional SDR conducting a sales call. She is sitting at a stylish, modern home office, wearing casual busi.webp" width="1024" height="1024"><h2>How Glencoco Empowers Fractional SDRs to Excel in Every Sales Call</h2>While the tips outlined above are foundational for turning each sales call into a win, <a href="https://www.glencoco.com/">Glencoco</a> provides the essential tools and support that fractional SDRs need to implement these strategies effectively in remote and outbound sales environments.<h3>Tailored Resources and Training</h3>Glencoco offers a robust platform where fractional SDRs can access <a href="https://www.glencoco.com/how-to-increase-your-earnings-in-a-commission-based-remote-sales-job">customized training modules tailored to specific industries and companies</a>. This is critical as detailed preparation is a key factor in engaging prospects successfully. Each training session is designed to equip you with in-depth knowledge of your target market, ensuring you can approach each call with confidence and relevant insights.<h3>Streamlined Scheduling and Communication</h3>With Glencoco, you can manage your calls and follow-ups effortlessly. The platform’s smart auto-dialer not only optimizes call times to increase your chances of making successful contact but also keeps track of your call history and notes. This feature is essential for ensuring that no follow-up task falls through the cracks, maintaining the momentum of each sales interaction.<h3>Enhanced Lead Generation and Booking</h3>The platform provides SDRs with leads and the necessary tools to book qualified meetings efficiently. With <a href="https://www.glencoco.com/turning-consistency-into-cash-in-remote-sales-jobs">transparent commission structures and criteria,</a> you are rewarded for your success in real time. This incentivizes performance and aligns perfectly with the goal of advancing each sales opportunity to its fullest potential.<h3>Continuous Learning and Networking</h3>Glencoco offers ongoing live office hours, training sessions, and fireside chats with industry experts. This <a href="https://www.glencoco.com/top-5-hacks-to-a-high-performing-remote-sales-job-role">continuous learning environment</a> helps you stay at the forefront of sales techniques and industry trends, ensuring you’re always ready to adapt and excel.By integrating Glencoco into your sales strategy, you transform how you prepare for, execute, and follow up on each sales call. This comprehensive support system not only boosts your individual performance but also enhances your overall career growth as a fractional SDR in remote sales.<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>