Can you capture all qualification criteria data on a single cold call, or does it require multiple calls?
- Cormac Repman
- 8 hours ago
- 3 min read
Yes, we capture all qualification criteria on a single cold call. Most of the time we're booking qualified meetings on the second or third attempt, and we only bill you once a prospect has actually met with your team and confirmed they fit your ICP.
How We Qualify in One Conversation
When we call a prospect, we're not just checking boxes. We're having a real conversation that covers the 3-5 core criteria you've defined as non-negotiable for your deal. This might include budget range, decision timeline, current tech stack, team size, or industry-specific details. We get all of it in a single call because we're trained to listen and ask follow-up questions that uncover the full picture, not just surface-level yes/no answers.
The key difference between our approach and traditional SDR services is that we pre-load your exact qualification framework before we dial. There's no guessing, no generic questions, no "I'll send you information and follow up next month." We know what matters for your business, and we dig into it immediately.
Why Multiple Calls Happen (And Why That's Fine)
Here's the reality that most SDR services won't tell you: not every prospect picks up on the first call. About 60-70% of cold prospects don't answer. So when we say "second or third call," we're talking about multiple attempts to reach the same person, not re-qualifying them.
Once we reach someone and they're interested, we get the qualification data. If they're not, we mark it and move on. If they're genuinely interested but it's not the right time, we add them to a follow-up cadence. Either way, we're not wasting time or budget on prospects who clearly don't fit.
You Only Pay When They Actually Meet
This is the biggest difference between what we do and traditional outsourced SDR models. Many agencies charge per meeting booked. We charge per qualified meeting attended. That means we don't bill you for a "meeting" if the prospect is half-qualified or if they cancel last-minute.
Our guarantee is simple: once your team meets with the prospect and you confirm they fit your criteria, we get paid. Not before. This alignment means we're not incentivized to book calls with anyone who breathes. We're incentivized to book calls with the right people.
The Real Timeline
If you're thinking about this tactically, here's what you can expect. Prospecting campaigns typically run 30-60 days to build a meaningful pipeline. In that window, our team might make 200-500 calls depending on your target market and list quality. Of those, we'll book somewhere between 5-15 qualified meetings, and 70-80% of those will actually take the meeting (people get busy, things come up).
So if you're looking at adding $2,000-$5,000 in commission spend per month, you're looking at 5-10 qualified meetings per month assuming your close rate is healthy. That math works out to $200-$1,000 per qualified meeting booked, which is significantly cheaper than building an in-house SDR team.
What "Qualified" Actually Means
We take this seriously because our money is on the line. Qualified means they meet every single criterion you've defined. If your ICP is VP-level ops leaders at mid-market manufacturing companies in the Midwest, the prospect has to be exactly that. Not close. Not kind of. Exactly.
We document this qualification data in your CRM so your sales team doesn't have to re-ask these questions. You get the prospect's information, their answers to your 5 core questions, and next steps all in one place.
Ready to see how this works for your business? Book a call with our team.
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