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Galide Campaign Masterclass

This is a comprehensive guide to booking more qualified meetings on the Galide & Gailde "education" campaigns!

Ritvij Gautam avatar
Written by Ritvij Gautam
Updated over a week ago

Galide Masterclass


Welcome to Glencoco’s Galide Masterclass!

1. Understanding the Product

A. Simplified Product Understanding

Galide is an ITAD (IT Asset Disposition) company based in Houston, TX that helps businesses make the most out of their old technology. Overall, Glide's services helps businesses and schools declutter their offices, recoup funds from old technology, and ensures data security and environmental responsibility in the disposal process.

They have a simple solution for companies with piles of unused laptops, mobile devices, and e-waste taking up space in their offices. Galide offers to buy these outdated devices, providing IT departments with funds in return for their machines. The key selling points for Galides' services include: Guaranteed buyback quotes, so businesses know upfront what they'll be paid for their old devices. White glove logistics service, where Glaid comes onsite to securely package and collect devices, saving the IT team time and hassle. Data security is a top priority for Galide, as they securely wipe every device to ensure sensitive information is completely erased. While Galide specializes in Apple products, they also purchase other devices like Windows laptops, Chromebooks, and other equipment. Finally, Galide offers complimentary e-was recycling, removing additional electronic waste like printers, cords, servers, etc during the device collection process. Galide is R2v3 certified, ensuring ethical recycling practices.

B. Product Benefits for ICP

  • Transparent Value:

  • Galide provides the MOST value for their client's aged hardware, securely and sustainably. The GUARANTEED buy back quote enables Galide's clients to receive funds in 30 days versus other ITAD providers who might provide revenue shares in 3-4 months, or in the worst case scenario charge the customer for removal. This is a huge value add for IT departments to reinvest into new technology purchases they might not have budget for, giving them a little more autonomy and $ where perhaps it was missing. Not only that but Galide can ALSO provide rebates for e-waste in some cases and can potentially provide estimates for this up front (usually for laptops). All of this ensures clarity and predictability in budgeting, while maximizing the return on outdated technology investments.

  • Convenient:

  • Galide provides convenient solutions for clients, whether that is shipping via FedEx with prepaid labels for remote and distributed teams, or offering white glove logistics for on -site pickup, making the process hassle free.

    • White Glove Logistics: The Galide team will arrive on-site at your office or school, package your products for safe transport then immediately transport them to our secure facility; saving you the hassle of printing labels, packing and shipping out boxes.

    • Remote Return: Galide recognizes that remote and hybrid work environments have become the norm. RemoteReturn mail-in service makes it easy for you to retrieve devices from your remote employees. RemoteReturn is designed for schools and businesses of all sizes. For enterprises in regulated industries, Galide offers customizable chain-of-custody and data destruction tracking reports to help satisfy your InfoSec and compliance needs.

  • Stability:

  • Galide has been in business for over 11 years and has paid about $6M in buyback to clients, repurposed over 10k devices annually and in doing so contribute to the circular economy- (designing out waste and pollution, circulating products and materials in a way that preserves value and is regenerative to nature.)

  • Convenience:

  • For organizations with multiple locations, they might be dealing with multiple vendors. Galide can be a single solution if it makes the process easier for the client.

  • Expertise:

  • Highly skilled technicians specialize in repairs that are beyond the scope of most hardware manufacturers. This allows them to pay clients for devices that would otherwise be deemed worthless and shipped to a landfill. (~90% of devices/goal repurposed versus landfill)

  • Confidence:

  • Galide provides their customers with complete visibility and transparency every step of the way, including the guaranteed buyback quote, chain-of-custody tracking, serialized certificates of destruction and detailed environmental impact statements.dd

  • Data protection is extremely important in this space, and Galide emphasizes its impeccable track record of zero data breaches and the U.S. Department of Defense (DoD) level data destruction.

  • Every device is managed in house, even reverse logistics. Each device that arrives at their facility undergoes rigorous processes including:

    • By complying with ADISA/ The Asset Disposal and Information Security Alliance (pronounced ah-dee-sah) certified ITAD (pronounced eye-tad) organizations like Galide not only ensure complete data destruction (which includes 18 wipe protocols), but also provide auditable evidence that your company is complying with GDPR (General Data Protection Regulation) standards and regulations. This helps data processors and controllers meet changing regulations.

    • Galide provides certified data sanitization, repairing, cleaning and final audit before it is given a second life in the circular economy. ADISA ****and NAID/ National Association of Information Destruction (pronounced nade) AAA certifications ensure that companies providing ITAD services comply with data protection laws through audits.

    • Galide complies with NIST/ National Institute of Standards and Technology (pronounced nist like mist) standards, namely: NIST 800-88, also called NIST Special Publication 800-88 (NIST SP 800-88), guidelines for Media Sanitization. This is a U.S. government document providing robust methodological guidance for erasing data from storage media (media sanitization). Its objective is to ensure that any data found on storage media is irretrievable

    • Galide's facilities are also SERI/ Sustainable Electronics Recycling International (pronounced seer-ee) R2v3 certified, which is the gold standard for sustainable, secure and socially responsible electronics recycling.

  • Guided by Principals:

    • Galide is committed to always doing what's best for the community and planet and are guided by their seven core values:

      • Treat Everyone Like Family: Galide was initially founded as a family-owned business and we will never forget it. In a world where many organizations take a business-first approach to their staff, clients and community; we want to approach relationships differently.

      • Win, Win, Win: Our team is built on the concept of win-win-win, where customers, employees, and community all benefit as a whole.

      • Transparency: We believe transparency is the keystone of any successful partnership

      • Challenge Ourselves: We are constantly improving performance and pushing through our comfort barriers by setting aggressive goals and achieving them.

      • Speak Up: We know candor and constructive dissent are critical to our success.

      • Clarity: We communicate with our customers and employees as clearly as possibly.

      • Take Ownership: We hold ourselves accountable for our choices and results

    • Clean Water Wells- Since 2019 Galide has been partnering with Operation Blessing and K Biz Solutions to bring clean drinking water to communities in Myanmar, Cambodia, Nigeria, Pakistan, and many other developing nations across the globe.

C. Value Proposition Pitch

  • We help companies recover the MOST value for their aged hardware, securely and sustainably- providing you with a guaranteed buyback quote, DoD-level data destruction, complimentary white glove pickup, and free e-waste removal.

    • There is a host of support you can lean on in this Master Class if prospects has questions or you need to support your value proposition further.

    • If prospects indicate interest- your best bet always is NOT to try and sell the service, but sell THE MEETING! And the way to do this is really is to confirm their interest, and that it would make the most sense for their time to tee up a brief informal chat with your head of procurement or a Galide executive, so that they can get the right answers to the questions they may have, and quickly walk through the process.

D. Handling Common Objections

  • Already contracted with another ITAD Provider:

    • From George and Kevin, this absolutely happens and we know it does to us. One thing to keep in mind, is that often there is not a lot of loyalty or stickiness involved when working with other providers... and they definitely may fall short comparatively to Galide's services.

    • Here is the suggested way to handle this objection from the Galide team! First of all keep it really positive! "That's great! Many IT Managers don't think about it, and let those devices pile up." Since this is Top of mind for you, however, we'd love a chance to provide an up front quote for you, as from a pay out/cost comparison we're extremely competitive! The process is straightforward, and transparent so you might take it or leave it, but we'll probably give you a better quote!

      • (not interested) Okay sure absolutely understand! Just out of curiosity, do they provide you with a revenue share, or can you get an immediate 30 day pay out for your devices?

      • (not interested) Okay, so just one more thing, do they offer e-waste recycling at no charge as well, so printers, monitors, peripherals, etc?

      • (not interested) Okay, so in terms of my understanding, where might we be missing the mark here? Is it just a matter of timing, like is there a better week or month, for example, that I can circle back when it would make more sense for you to consider how we can help you better? We certainly want to be timely!

  • Send me an email:

Sometimes this is a smokescreen to get a caller off of the phone. Many many times, this is likely due to inability to be 100% certain of a day and time to commit to a meeting. Be natural and fluid, confirm their email, pivot deftly to qualification criteria if not completed, and schedule a time that the prospect can easily change via the email should the day/time not work.


2. Understanding the ICP

A. ICP's Frame of Mind

  • The frame of mind of the ideal customer profile (ICP) for Galide, which includes IT managers, IT operations managers, and IT directors, is shaped by several factors inherent to their roles and responsibilities within organizations. Overall, the ICP's frame of mind revolves around finding solutions that simplify their workload, mitigate risks, and optimize resources, making Galide's value proposition highly appealing to their needs and priorities.

    • Responsibility for IT Infrastructure: IT professionals are tasked with managing and maintaining the organization's IT infrastructure, including hardware and software systems. They bear the responsibility for ensuring the efficient operation of these systems to support business operations.

    • Efficiency: IT professionals are often tasked with managing complex systems and projects within limited timeframes. They value solutions that streamline processes, such as Galide's white glove logistics service, which saves time and effort in securely disposing of old technology.

    • Budget Constraints: IT departments often operate within tight budget constraints, requiring them to make strategic decisions to optimize resources and achieve maximum value. IT managers seek solutions that offer cost-effectiveness and efficiency without compromising on quality or security.

    • Resource Optimization: IT budgets are typically under pressure to deliver maximum value while minimizing costs. Galide's guaranteed buyback quotes offer transparency and predictability, enabling IT managers to effectively allocate resources and maximize returns on outdated technology investments.

    • Risk Mitigation: Data security is a top priority for IT professionals, especially in today's landscape of increasing cybersecurity threats and stringent regulatory requirements. Galide's adherence to Department of Defense standards for data wiping provides peace of mind, addressing the ICP's concerns about data breaches and compliance.

    • Compliance Requirements: Many industries are subject to regulatory compliance mandates governing data protection and privacy. IT professionals must ensure that their organization's IT practices comply with relevant regulations and standards

    • Data Security Concerns: With the increasing frequency and sophistication of cyber threats, IT professionals are acutely aware of the importance of safeguarding sensitive data. They understand the potential consequences of data breaches, including financial losses, damage to reputation, and regulatory penalties.

  • Considering these factors, the frame of mind of the ICP is focused on addressing these challenges and priorities effectively, seeking solutions that offer efficiency, security, cost-effectiveness, compliance, and support for innovation. Galide's value proposition resonates with this frame of mind by addressing these key concerns and providing a comprehensive solution for IT asset disposition that aligns with the ICP's objectives and priorities.

B. Qualifying the ICP

  • Criteria:

    • Prospect company is mainly a "Mac/Apple Shop" (meaning most of their employees use Mac products)

    • Prospect company's average computer refresh cycle is less than 4 years

    • Prospect has > 20 Macs, > 50 Windows laptops, and/or > 100 iPads that are outdated and they're looking for a buyback quote on them.

  • The Galide model is built so that they are paying clients, versus the client paying Galide to dispose of their aged IT assets. With this in mind, Glide prefers the company to be a 50% Apple shop. Although Galide works with thousands of Windows devices a year, Apple devices have the least depreciation and have the highest secondary value in terms of resale.

  • Tech companies are very successful prospects for Galide, such as AirBnB and X (formerly Twitter) and other software companies, because they typically replace their computers more often, there is more storage and processing power, etc.

  • Galide also wants companies to generally have at least 200 employees or more. If white glove pickup/concierge is of interest, than picking up a limited number of say 5-10 devices is simply not sustainable, and Galide cannot support their offer with these low numbers.

C. Detecting Interest

  • Detecting interest when calling for Galide is really straightforward!

    • Either the prospect is going to:

      • Indicate interest right away

      • Provide an objection

      • Ask for a call back at a better time.

      • Of course “send me an email” can also be a sign of interest, which is up for you to determine!

D. Value for Qualified Meeting (QM)

  • Transparent Value:

    • Galide provides the MOST value for their client's aged hardware, securely and sustainably. The GUARANTEED buy back quote enables Galide's clients to receive funds in 30 days versus other ITAD providers who might provide revenue shares in 3-4 months, or in the worst case scenario charge the customer for removal. This is a huge value add for IT departments to reinvest into new technology purchases they might not have budget for, giving them a little more autonomy and $ where perhaps it was missing. Not only that but Galide can ALSO provide rebates for e-waste in some cases and can potentially provide estimates for this up front (usually for laptops). All of this ensures clarity and predictability in budgeting, while maximizing the return on outdated technology investments.

E. Ideal Lead Generation

  • Keep in mind that: The Galide model is built so that they are the ones paying clients, versus the client paying Galide to dispose of their aged IT assets. With this in mind, Galide prefers the company to be a 50% Apple shop. Although Galide works with thousands of Windows devices a year, Apple devices have the least depreciation and have the highest secondary value in terms of resale.

    • Tech companies are very successful prospects for Galide, such as AirBnB and X (formerly Twitter) and other software companies, because they typically replace their computers more often, there is more storage and processing power, etc.

    • Galide also wants companies to generally have at least 200 employees or more. If white glove pickup/concierge is of interest, than picking up a limited number of say 5-10 devices is simply not sustainable, and Galide cannot support their offer with these low numbers.

  • Leverage LinkedIn to identify Technology / Software Providers, where you can also easily identify the number of employees at their organization

  • Use tools like Apollo to identify phone numbers & emails.

  • Additionally leverage “free trials” with lead providers ie. Lusha, Seamless, Kaspr, SalesIntel, etc.

  • BONUS! Glencoco callers can request MOBILE enriched phone numbers for their prospected leads. Once you’ve developed a list of named ICP’s at prospect companies, you'll want to create a CSV with the lead data. Even if you don’t have a phone number, you can submit this CSV with (blank data in phone number fields) and then Glencoco will return to you with a completed/enriched CSV list complete with mobile enriched phone numbers included! Here is how to import bulk leads and your request to Glencoco:


3. Operational Processes

A. Best Times to Call

  • Research indicates a 15% higher likelihood of connecting with prospects between 8-11 am in their local time. Avoid excessively early and late calls, and always keep in mind the TIME ZONE your ICP is located in!

80% of cold calls are made during the window of 10 am to 4 pm EST. This timeframe aligns with when professionals are more likely to be available and engaged, presenting a prime opportunity to capture their attention.

Initiating conversations early in the workweek to maximize your chances of connecting with decision-makers when they are most receptive, and increase the chance of same-week appointments!

  • Being Persistent! Sometimes your prospect is hard to catch and you might have to call back at different days of week and times of day. By being persistent and maintaining a positive outlook, this persistency many many times pays off with a great call and a qualified meeting! Here is a GREAT example of this from Glencoco caller Christina’s cold call and q’d meeting:

B. Setting Follow-Ups

  • Setting Follow ups is easy! Callers, setting follow ups is really easy in the Glencoco dialer. You've got a choice, when someone is not ready for your call today, but you determine interest on a call. And that choice is to enter a call back in the GC CRM and then call that prospect back, or you can not create an action item and then of course no action will occur. So look do yourself a favor, and enter warm leads as follow up calls.

C. Call Frequency and Volume

  • Based on a (2) week historic look back, a caller on the Galide Campaign can reasonably expect that for every (117) conversations held, a qualified meeting is a statistical probability.

    • With the above metrics in mind, determining the frequency & volume of calls is often based upon an individual caller’s revenue goals and time constraints. Walking back into the math is a straightforward process- simply determine the length of time needed for you (can be highly individualized) to net the total number of discussions that lead to a qualified meeting. If your goal is (2) qualified meetings per week, for example- then aim for ~230 discussions per wk.

  • Keep in mind that call frequency is an important metric. Whenever possible, the ability to call daily and at different times of the day, can provide you with the data you need to determine the best days of the week and times of the day for you to connect with prospects and set qualified meetings. This also provides an opportunity to maximize your outreach, without “burning out” on a campaign.

  • Closely tied to call frequency and volume is an SDR attribute that can't be understated in terms of what drives success in sales. And that attribute is known as GRIT, or PERSISTENCE. Don't give up!

    • This is such a great call from Jordan into Cisco, where they have tens of thousands of employees, and Jordan persisted to reach his ICP. It was the RIGHT buyer, and Jordan called at the RIGHT TIME, and if he had not persisted, well... no qualified meetings or bragging rates for nailing this awesome prospect on his first day calling for Galide. Jordan was directed to the ICP Alyssa on a first call, and couldn't get through so he navigated their phone system and worked with the Gatekeeper to get connected with her. I don't know how long he spent on the first call, but in this one he pursued for 8 minutes and was connected. From there, he he nailed it and got kudos from Alyssa on a job well done!

D. Call Script and Meeting Ask

Call Script:

Hi, I'm (Caller) calling from Galide. Do you have a minute for me to share why I am calling? We are an ITAD company and we will be looking to work with schools/organizations like (PROSPECT NAME) to purchase your aged IT equipment. Do you manage the IT hardware projects? (If yes CONTINUE) (If no, ask who would be the correct person, and their phone number or extension)

So we offer guaranteed buy back quotes, DoD level data destruction. white glove pickups and. and e-waste removal. Do you mind if I ask you a few quick questions to see if this is a fit for you?

Ask the qualifying criteria:

Ok, great! So do your students and staff/does your company use Macs, Windows, Chromebooks or a mix?

OK, great. And how many end users do you support? Great.

OK, and what is your average refresh signal? OK. Thank you.

And do you currently have any old inventory on hand that you are looking to decommission?

(Get the numbers of machines and their types that prospect is looking to decommission)

Set the meeting:

Perfect, sounds like we would be a good fit! I can schedule a call for you with our Head of Procurement, who will be happy to provide a buyback quote for these devices, and answer any questions you have about our data security and sustainability processes.

Let's look at the calendar. You tell me, what are your days and times that work the best for you?

And can you confirm your time zone? Okay. Hold on. Let me grab that up here. Alright. So let me look at our availability.

(Schedule/confirm email address/and receipt of calendar invite once booked.)

Set the odds in your favor for a show-up to your meeting:

One last thing, I know that schedules can get busy and things sometimes pop up. Would it make sense to give you a quick reminder call/check in and remind/confirm that (XDAY/TIME) will work beforehand? Great. What is best, would you like me to call you the same day, day before? What works best for you? (Be sure to note the day and time to remind and confirm, and call then!)

Conclude the call:

Is there anything else that I can do for you before we end the call?

Okay great, I will just reach out (xday/time) before your meeting to confirm.

I hope we're able to take care of your needs! You have a great day and thank you so much for your time.


Note: Each section of this template is designed to be a comprehensive guide for SDRs, with a focus on increasing their rate of booked meetings. It includes space for Pam’s insights, audio clips from successful calls, and video clips for detailed discussions on specific aspects of calling for the campaign.

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