Campaign
A campaign is a listing on the Glencoco Marketplace accessible to users. Campaigns are created by companies using Glencoco. There may be multiple campaigns per company.
For example, a company called Threecolts might have 3 different campaigns:
Onsite
Dimetyd
HemiOs
with each campaign representing a different offer, product or service provided by Threecolts.
Each campaign is unique and every campaign will include the following:
A price, or bounty, to be paid out per qualified meeting generated
A set of qualification criteria that outlines what is considered a qualified meeting
A sales training and enablement module that includes the following topics that a user must review before submitting an audition for the campaign to be accepted and begin working on the campaign.
Company Overview
Product Overview
ICP (Ideal Customer Profile)
Competitor Landscape
Qualification Criteria
Objection Handling
Call Script
Industry Overview (sometimes)
Customer Case Studies (sometimes)
Fireside Chat Recordings (sometimes)
A pool of leads that have been curated by the company relevant to the campaign for a user to reach out to
Once a user has been approved for a campaign, their objective is to reach out to the pool of leads, solicit interest in the product or services offered leveraging the training module provided, disqualify ineligible leads, and schedule meetings between a qualified prospect and a sales representative (Account Executive) at the company.
User
That's you. You are a Glencoco user, and sometimes this can be used interchangeably with "Glencoco Rep" or "Caller". Once a user is approved for a campaign, their objective is to call or email prospects provided in lead lists assigned to them, solicit interest in the product or services offered leveraging the training module provided, disqualify ineligible leads, and schedule meetings between a qualified prospect and a sales representative (Account Executive) at the company.
Account Executive
Account Executives (also known as AEs sometimes for short) are meeting takers for campaigns. Account Executives on campaigns provide their calendar availability and their contact information through the Glencoco platform, accessible for users approved on campaigns. Their job is to attend the meetings that are scheduled by users (usually a virtual Zoom, Google Meets, or Microsoft Teams videoconferencing call, but sometimes an in-person visit), and after the meeting, verify that the prospect actually attended the meeting and that the meeting satisfied the qualification criteria provided in the campaign. Users are encouraged to communicate with the Account Executive closely over email or through the chat functionality in the Glencoco platform.
Booked Meeting (or Scheduled Meeting)
A booked meeting, or scheduled meeting, is a meeting scheduled via a calendar link on the Glencoco platform for a given campaign between a prospect and the Account Executive. A scheduled meeting is not necessarily a qualified meeting.
Here are some examples why a booked meeting is not necessarily a qualified meeting:
User who is unethical convinces their uncle to show up to a meeting on the Glencoco platform so they can get paid. The uncle is a plumber and has no relevance to the product or services offered by the campaign.
User who is poorly trained speaks with a prospect who doesn't agree to a meeting or isn't interested in the product or services offered by the campaign but the user schedules the meeting anyways
User who is poorly trained speaks with a prospect who is actually interested in the product or services offered by the campaign, but has not taken the time to do the proper research while engaging with the prospect to verify that the prospect actually meets the qualification criteria for a qualified meeting on the campaign
User who is unlucky or not diligent about reminding the prospect about the scheduled meeting has a scheduled meeting, but the prospect does not show up to the meeting. Maybe they had a last minute health emergency, or they decided it wasn't worth taking the time to meet after mulling over the product and services after the meeting was scheduled.
Because of these scenarios, the Account Executive must verify that the prospect attended the meeting after the meeting and update the status of the meeting as either:
Prospect Attended, but Prospect is Unqualified
Prospect Attended, and the Prospect IS Qualified
Prospect No-Showed to the meeting
The Meeting was Cancelled (either by the Account Executive or the Prospect)
The Meeting was Rescheduled
Qualified Meeting
A qualified meeting is a meeting scheduled between a prospect and an Account Executive that meets the following conditions:
Prospect attended the meeting
Account Executive verified that the qualification criteria for payment on the campaign was met and subsequently updated the status of the meeting
Some common questions around qualified meetings include (with answers to these questions):
If a meeting was initially a no-show, and a user rescheduled the meeting and is subsequently qualified, does it count as a qualified meeting? (yes)
If a meeting was rescheduled, and the meeting is subsequently qualified, does it count as a qualified meeting? (yes)
If a prospect attended the meeting and the Account Executive (AE) marked it as unqualified but the user thinks it's qualified, what happens? (we have a dispute resolution mechanism where we'll review the facts and circumstances and either cover the cost of the meeting or request that the company pay for the meeting. There's a separate full documentation on dispute resolutions for qualified meetings).
If a qualified meeting happens, how soon does payout for the qualified meeting occur? (when the meeting status is updated to qualified, it triggers an immediate payout to the user's connected Stripe account. The funds will be delivered in 2-3 business days typically from that time. There's a separate full documentation on payouts).
No Show Meeting
A no show (or no-show) means the prospect didn't attend the meeting. No show meetings are valuable because users can still reach back out to the prospect to reschedule the meeting so that it can actually take place and become a qualified meeting.
Run Meeting (same as Occurred Meeting)
A meeting that actually ran, or took place, where both the prospect and Account Executive attended the meeting.
Alternate expressions of run meetings include:
Occurred Meeting
Hold Rate
Hold Rate is the number of Qualified Meetings divided by the number of Booked Meetings.
The numerator for Hold Rate is Qualified Meetings, and the denominator is Booked Meetings.
For example, if a user booked 10 meetings, with 3 no-shows, and 3 rescheduled meetings, and 4 qualified meetings, then the hold rate would be:
4 qualified meetings / 10 booked meetings = 40%
If the 3 rescheduled meetings end up being qualified meetings, the hold rate would update to 70%
if the user rescheduled 1 of the no-show meetings afterwards, the hold rate would now be 80%
Calls
Calls is the number of outbound calls initiated by a caller (user and caller are the same terminology), regardless of whether the caller connected with the prospect on the call.
Convos (or Conversations)
Convos (or conversations) are defined as calls longer than 60 seconds OR our AI dialing system detected there was a human conversation. There will always be less convos than calls, since not everyone picks up the phone all the time.
Calls per Convo
The number of calls it takes for a user to get a conversation. There are many factors that can impact this, including:
The wifi speed of the user's device
The data quality of the lead list
The user's tone and accent (prospects are more likely to hang up if they sense the caller is nervous, not professional, or not engaging/interesting).
Our dialing system benchmarks show that successful users typically maintain a calls per convo ratio of 10-15. Any higher than that and there are performance issues in one of the 3 factors above.
Convos per Booked Meeting
The number of convos it takes for a user to book a meeting. Similar to calls per convos, there are many factors that can impact this, including:
The data quality of the lead list
The user's skill and comfortability with the pitch and objection handling
The user's tone and accent (prospects are more likely to hang up if they sense the caller is nervous, not professional, or not engaging/interesting).
Benchmarks for Convos per Booked Meeting vary by campaign since each campaign is unique, but typically if a user is unable to book a meeting after more than 50 conversations, it's a user's skillset and enablement issue.