How does the GlenCoco model work?

Cormac Repman
3 days ago
3 min read

We handle the entire outbound sales process end-to-end: our team sets qualification criteria with you upfront, our reps make the calls, and we only charge you when a qualified meeting lands on your calendar. There's no payment for activity, no failed attempts, and no guesswork about who we're reaching.

How We Define "Qualified"

Before we make a single call, we work with you to nail down what a qualified prospect looks like. This might include transaction volume thresholds, number of clients, employee count, geographic location, or specific pain points. We map these criteria to real data points our reps can verify during conversations. The goal is simple: we're not just booking meetings, we're booking meetings with people who actually fit your ideal customer profile.

Our Outbound Process

Our SDRs begin with a targeted list of prospects who match your market and size requirements. They make direct outbound calls using modern dialing techniques, introduce your value prop, and qualify each prospect against your criteria. If a prospect meets your standards, they schedule a meeting directly into your calendar. If they don't qualify, no meeting is booked, and you're not charged.

This is fundamentally different from other outbound models. You're not paying per call, per email, or per lead touched. You're paying for results.

The Qualification Conversation

During the call, our reps go beyond basic gatekeeping. They ask discovery questions designed to uncover whether this prospect has the budget, authority, need, and timeline you care about. They listen for buying signals and red flags. If a prospect seems like a poor fit, our rep won't book them, even if they're willing to take the meeting. We protect your calendar because wasted meetings waste your time.

Pricing and Payment

Your cost per qualified meeting varies based on your target market, the specificity of your criteria, and your geography. Most of our clients pay between $300 and $1,500 per qualified meeting booked, depending on complexity. A healthcare software company targeting mid-market practices might sit on the higher end, while a B2B SaaS company with broader ICP criteria might be closer to the lower end.

You're invoiced after each meeting is confirmed on your calendar. Not before, not for activity, not for effort. Payment only happens when we deliver what we promised.

Why This Model Works

Misalignment kills most outsourced sales relationships. When vendors make money from activity, they optimize for volume over quality. We're aligned the opposite way: our revenue depends entirely on putting the right people on your calendar. If we book someone who's not a fit, that's a failed transaction for us, and we've wasted your time.

This also means we're incentivized to get your criteria right from day one. Vague qualification rules lead to disagreements and wasted meetings. We push back if your criteria are too loose or contradictory, because we know we'll own the cost of that mistake.

What Happens Next

After we book the meeting, it's yours to own. Some teams see meetings convert to customers, others use them to gather market intelligence, and some discover they need to refine their ICP. That's on you, and that's as it should be. We're here to deliver qualified conversations, not close deals.

Ready to see how this works for your business? Book a call with us to walk through your ideal customer profile and pricing.