Glencoco Dialer: General Overview
Key Points:
• Dashboard Overview: The left sidebar of the dashboard provides access to various functionalities, including open and archived pipelines, history, marketplace, sales floor, bonuses, trophies, leaderboards, notifications, referral links, settings, and getting started resources.
• Marketplace: This section shows the campaigns you are approved to call for, their payments, industries, best times to call, number of leads and callers, campaign call stats, full-time hiring status, and other helpful information. You can also discover new campaigns, sort them by various criteria, and see hot campaigns that are added for callers.
• Bonuses and Recognition: Glencoco offers a great bonus structure to incentivize callers. The Glencoco top callers reward program breaks down the bonuses you unlock as you work through your tiers.
• Notifications and Referrals: Stay informed with Glencoco notifications about upcoming campaigns, new leads, and other important updates. You can also easily refer friends and colleagues using your custom referral link.
• Profile Customization: Personalize your Glencoco profile by displaying your sales performance, recorded greeting, background image, chosen campaigns, campaign descriptions, hours spent on each campaign, and preferred industries. The AI assistant will recommend new campaigns based on your industry preferences.
Campaign Sales Floors
This video focuses on the Sales Floor feature within the Glencoco CRM, highlighting its importance for callers to connect with campaign information and communities.
Key Points:
Sales Floor Function: The Sales Floor is the central hub for each campaign you're approved for. It provides key information, community interaction, and updates specific to that campaign.
Accessing Sales Floors: Once approved for a campaign, its associated Sales Floor will appear in your Glencoco dashboard.
Benefits of Sales Floors:
Campaign Insights: View company information, learn about the target audience, and stay updated on new leads or changes.
Community Interaction:
Connect with Account Executives: The main point of contact for the campaign resides within the Sales Floor.
Ask Questions: Get campaign-specific guidance and clarification on procedures or competition.
Network with Callers: Engage with other callers through posted questions, discussions, and fireside chats.
|
Stay Informed:
Announcements: Find updates on new lead drops, fireside chats, and important campaign developments.
Company Profile: Gain deeper understanding of the target company through fireside chats with its representatives.
Glencoco Dialer: Layout
Glencoco Dialer: Understanding the dialer layout.
1. Control Bar:
• Phone Number: Displays the number you're calling from during a session (not shown here).
• Microphone Mute: Toggle audio input (headset or button) to avoid unwanted noise.
• Dial Pad: Enter extensions or dial by name after prompts, if applicable.
• Settings Icon: Configure microphone, speaker, and auto-dial options
. 2. Auto-Dial:
• Toggle the switch to enable/disable automatic dialing.
• Consider disabling music while auto-dialing to avoid delays and unprofessional impressions.
3. Making a Call:
• If not using auto-dial, choose the desired campaign and initiate the call.
• Remember to unmute your microphone before speaking to the prospect.
4. Additional Features:
• Use the dial pad for manual dialing or entering extensions.
• Adjust microphone and speaker settings for optimal sound quality. Pro Tip: Experiment with music on/off during auto-dialing to find your preference, but prioritize professionalism by avoiding unwanted noise reaching the prospect.
What number am I dialing from/what is my caller ID?
Auto Dialer and Targeted Dialer Options
Glencoco Dialer: Understanding the Difference Between Auto-Dialing and Targeted Dialing:
Glencoco CRM offers both auto-dialing and targeted dialing options for flexible call management.
Auto-Dialing:
Automated lead selection: Auto-dial automatically dials numbers from your lead list without manual intervention.
Quick session start: Starting an auto-dial session simply begins the dialer, leaving the lead selection to the system.
Bulk call processing: Auto-dial aims to connect you with as many leads as possible, regardless of your individual targeting preferences.
Targeted Dialing:
Manual lead selection: You choose which leads to call from your list, allowing for focused outreach based on your criteria.
Controlled call initiation: Starting a targeted-dial session allows you to select specific leads before making calls.
Time-managed selection: A timeout feature prevents infinite lead skipping, encouraging productive targeting within sessions.
Follow-up options: You can add specific leads to your backlog for later follow-up calls, enhancing your outreach strategy.
Glencoco Control Bar & Targeted Dialing
Glencoco Dialer: Targeted Dialing Explained
Step-by-Step Guide:
1. Auto Dialer vs. Targeted Dial:
◦ Auto Dial: Automatic calling until connection, lead details populate upon answer.
◦ Targeted Dial: Manual selection of leads before calling, offering more control and insight.
2. Targeted Dial Workflow:
◦ Click "Targeted Dial" to start your session.
◦ Lead record pops up with calling options and information:
▪ Name, company, and other available details.
▪ Account activity: previous calls, notes, and call outcomes.
▪ Link to prospect website &/or LinkedIn profile for prospect insight
3. Analyzing Lead Information:
◦ Use account activity notes to understand previous call attempts and details if/any.
◦ Consider skipping leads based on information and timing (e.g., closed/open hours).
4. Taking Action on Leads:
◦ Call: Make the call if the lead is suitable.
◦ Skip: Return the lead to the pool if unsuitable or for later calling.
◦ Backlog: Add the lead to your personal queue for later calling (limited slots).
5. Skip/Backlog Limitations:
◦ You can only skip/backlog a certain number of leads before a wait time.
◦ Avoid excessive skipping to maintain efficient call pacing.
Dialer Resources Tab
Glencoco Dialer: Embedded Campaign Resources at Your Fingertips
1. Resource Overview:
Valuable resources within each campaign assist you during dialing for qualified meetings. These include scripts, personas, objections/qualifications, and additional useful links.
2. Scripts:
◦ Multiple introductions and pitches to choose from.
◦ Guides your conversation flow based on prospect responses. Examples: President's Club winner script, best practices, competitors.
3. Qualifications:
◦ Crucial points to confirm before booking a meeting.
◦ Checkboxes to tick off during meeting booking to confirm met qualifications.
4. Personas:
◦ Overview of the ideal customer profile for the campaign.
5. Objections & Rebuttals:
◦ Common campaign objections with pre-written responses.
Benefits:
• Increased call efficiency and effectiveness.
• Improved preparation for informed conversations.
• Higher chance of setting qualified meetings.
Viewing Account Activity in CRM
Glencoco Dialer: Utilizing Account Activity for Informed Calling
Account Activity Feature:
Enables callers to view previous call attempts, notes, and outcomes for specific leads.
Can be toggled on or off for preference.
Benefits of Viewing Activity:
Gain valuable insights into lead history and potential reasons for previous rejections.
Make informed decisions about whether to skip, call, or adjust your approach.
Understand lead's pain points, decision-makers, and potential objections.
Prior Disqualifications:
Consider reasons for rejection:
ie. Dislike of approach or bad timing, temporary disinterest.
Decision Making based on Prior Activity/notes:
Do not auto-skip
Determine If previous rejection seems valid.
Review further calls/notes/prospect: Gain deeper understanding before deciding.
Toggling Activity Display:
Option to turn off activity when multiple calls/notes present for less distraction.
Important to access insights when relevant for informed calling.
Overall:
Account activity is a valuable resource for Glencoco callers to make informed decisions and improve call effectiveness.
Analyze information strategically to skip leads, adjust pitches, and identify potential opportunities.
Remember, even rejected leads can hold hidden value. Utilize activity wisely to maximize your calling success.
Disposition after a call
Glencoco Dialer: Understanding Call Dispositions
Step-by-Step Guide:
Ending a Call: After ending a call, you'll encounter a pop-up for disposition (what happened).
Common Dispositions:
No pick up, no voicemail: indicates caller wasn't reached (skipping disposition is equivalent).
No pick up, voicemail left: option to add notes about your voicemail message.
Pitch rejected: choose if the entire pitch was rejected after you presented the value proposition.
Introduction rejected: select if the prospect rejected before you even began your pitch
Rejected by gatekeeper: indicates being blocked by someone before reaching the decision-maker (consider befriending the gatekeeper or scheduling a callback).
Benefits of Dispositions:
Provides valuable data for Glencoco team to improve platform and future calls.
Helps you categorize call outcomes and track progress.
Allows for targeted follow-up actions based on specific dispositions.
Remember:
Choose the most accurate disposition for each call.
Utilize notes to add additional context when necessary.
Dispositions play a crucial role in optimizing the calling process for everyone involved.
Tentative Interest/ Entering call backs & Modifying call backs
Glencoco Dialer: Requesting More Information & Setting Callbacks
Step-by-Step Guide:
1. Requesting More Information:
◦ After a call, choose "Tentative Interest & Request More Materials" instead of typical dispositions.
◦ Type a detailed description of the conversation and information requested by the prospect in the highlighted box.
◦ Click "Save." The request is sent to A/E and the lead gets loaded into your backlog for follow-up.
2. Setting Callbacks:
◦ From the backlog, click "Callback" on leads requiring follow-up calls.
◦ Choose a date and time for the callback, considering time zone differences
◦ Add relevant notes
◦ Click "Save." The lead moves to the appropriate callback queue
3. Modifying Callbacks:
◦ Click "Modify Callback" on leads requiring adjusted follow-up.
◦ Change the date and time as needed.
◦ Add or edit notes for context.
◦ Click "Save." The updated callback information is reflected in the queue.
4. Benefits:
◦ Gather additional information from interested prospects for effective engagement.
◦ Schedule targeted follow-up calls to secure meetings with qualified leads.
◦ Utilize notes to track conversation details and personalize call approaches.
Remember:
• Provide thorough information when requesting more materials.
• Set clear and accurate callback dates and times.
• Use notes effectively to enhance follow-up calls and communication.
Entering leads (Individual and alternate numbers to call)
Adding Leads in Glencoco CRM: Three Convenient Methods
Glencoco offers three ways to seamlessly add leads to your pipeline:
1. Adding from the Dashboard:
• Click "New Lead" on the dashboard.
• Choose the desired campaign for the lead.
• Fill out the information fields like name, contact details, and company.
• Click "Save" to add the lead as a new entry in your pipeline.
2. Adding While Dialing:
• While using the Glencoco dialing system, access the "I want to call my own lead" or "Add as a lead" option.
• This bypasses dialing an existing lead and opens the lead creation flow.
• Fill out the necessary information as in method 1 and save the new lead.
3. Adding within existing Accounts:
• Open the "Accounts" section and navigate to the desired company.
• Click "Add Lead" to create a new lead associated with the chosen account.
• The existing account name will be pre-populated, saving you time and ensuring proper organization.
• Complete the remaining fields and save the new lead within the specific account.
Importing bulk leads
Glencoco Dialer: Importing Leads in Bulk for Self Sourcing
Here's how to use the new import function:
1. Accessing the feature:
• In your Glencoco CRM view, click "Add New Lead."
• Choose "Import Leads" instead of adding one by one.
2. Uploading a CSV file:
• Click "Import Leads" and select the campaign for the leads
• Upload your CSV file containing lead information.
3. Mapping field headers:
• Glencoco displays your CSV file's headers and a sample lead card showing how imported data will be displayed.
• Match your CSV headers with fields (e.g., Account Name, Prospect First Name, etc.).
• Use the dropdown menus to map each header accurately.
4. Preview and confirmation:
• The right side shows a preview of how the mapped data will look in Glencoco.
• Review the mapping carefully to ensure data accuracy.
• Once satisfied, click "Next" and confirm the mapping again.
5. Import process and results:
• Glencoco starts importing your leads, which may take a minute or longer depending on the file size.
• You can leave the page while the import happens.
• After successful import, a link to the imported leads will be displayed.
Benefits of Bulk Importing:
• Save time and effort by adding up to 100 leads at once.
• Maintain self-sourced campaign status, keeping leads exclusive to your work.
• Treat imported leads like any other Glencoco lead.
Pipeline Summary in Dashboard
Glencoco Dialer: Pipeline Summary in Dashboard
Step-by-Step Guide:
1. Dashboard Views:
◦ Kanban View: Visualizes leads like cards in columns representing Backlog, Callback, Meeting Schedule, and Info.
◦ List View: Displays leads horizontally across the dashboard, including additional details.
◦ Choose the view that best suits your workflow and information preferences.
2. Backlog:
◦ Holds leads requiring further action, like requesting more information or setting follow-up calls.
◦ Change a lead's status in Backlog to "Follow Up" to prioritize your next action.
◦ Backlog leads can be converted to Callbacks for scheduled follow-up attempts.
3. Callback:
◦ Lists leads with scheduled follow-up calls based on information requested or your desired follow-up date.
◦ Adjust date and time of callbacks as needed based on prospect preferences or other factors.
◦ Backlog entries converted to Callbacks automatically populate this section.
4. Meeting Schedule:
◦ Displays upcoming meetings you have scheduled with prospects.
◦ Filter by campaign, team members, or specific prospects for focused viewing.
◦ Dollar values associated with each meeting help track potential revenue.
5. Feedback:
◦ Shows the status of feedback on meetings after they occur.
◦ "Pending Feedback" indicates awaiting feedback from Account Executives on whether the meeting qualified.
◦ "Meeting Qualified" shows green highlighting in Feedback when confirmed suitable.
◦ Cancelled meetings are clearly indicated for your awareness.
Benefits:
• Visualization: Kanban provides organized cards for quick status overview.
• Information Access: List view shows detailed information horizontally.
• Actionable Insights: Identify required actions for Backlog and Callback leads.
• Meeting Tracking: Monitor upcoming meetings and potential revenue.
• Feedback Monitoring: Stay informed about meeting follow-up and qualification status.
Remember:
• Choose the dashboard view that suits your preference and workflow.
• Utilize Backlog and Callback functionalities effectively to plan and prioritize calls.
• Track meeting schedules and feedback to monitor progress and identify qualified leads.
Using the history function
Glencoco Dialer: Exploring Call History and Messaging AEs
Step-by-Step Guide:
Accessing Call History:
Click "History" to view a list of your past calls in descending order.
Each call displays information like date, time, and outcome.
Click the three dots on a specific call for detailed account information.
Filtering Call History:
Narrow down the list by campaign, keyword search, or specific call outcomes like "Tentative Interest" or "Booked Meeting."
This helps you focus on relevant data and identify trends.
Benefits of Call History:
Review details of past calls for reference or training purposes.
Recover accidentally unsaved leads by finding them in the history.
Analyze call patterns and outcomes to improve your calling strategy.
Messaging AEs:
Click the message icon on a specific lead's history record.
Enter your message or question for the assigned Account Executive.
This provides direct communication with AEs regarding specific prospects.
AE Replies:
AE responses arrive in your connected email inbox for easy visibility.
Stay informed and collaborate effectively with AEs on lead opportunities.
Overall:
The Glencoco call history offers valuable insights into your past calls and helps you learn and improve.
Messaging AEs directly fosters collaboration and ensures leads receive optimal attention.
Remember:
Utilize call history filtering for focused analysis and data review.
Compose clear and concise messages for effective communication with AEs.
Leverage these features to enhance your calling performance and lead success.
Archiving/Unarchiving
Glencoco Dialer: Managing Your Pipeline with Archiving
Step-by-Step Guide:
1. Reviewing Callbacks: When your pipeline feels cluttered, review leads requiring adjustments.
2. Identifying Leads for Removal: Consider leads stuck in callbacks with no progress, despite effort.
3. Accessing Account Details: Click on the lead to review history, notes, and call attempts.
4. Deciding on Archiving: If you've exhausted attempts to reach the prospect, archiving might be suitable.
5. Archiving Process: Go to "Change Status" and select "Archive" to remove the lead from your active pipeline.
6. Archived Pipeline Location: Archived leads reside in a separate section accessible for future reference.
7. Resurrecting Archived Leads: If circumstances change or you receive a response, unarchive the lead to return it to your active pipeline.
8. Benefits of Archiving:
◦ Maintains a streamlined and manageable active pipeline.
◦ Avoids repeated calls to unresponsive leads, preventing frustration.
◦ Offers a temporary storage space for potential future re-engagement.
Remember:
• Use archiving strategically to optimize your call time and focus.
• Consider archiving leads after consistent unsuccessful attempts.
• Unarchive leads promptly if circumstances change or contact is established.
• Utilize the archived pipeline for reference and potential future opportunities.