How to Succeed in Remote Cold Calling

Written by Grishma Patel

Grishma Patel is a senior at UF majoring in Business Administration, with a specialization in Communication and Leadership Development and a Minor in Retail. Through The Selling Factory, she has become eager and passionate in problem solving and consulting the needs of others. She loves to uplift women to help them grow and succeed.

Photo on Unsplash by @anniespratt

No more 3-piece suits and traffic jams. No more packed lunches and neatly curated cubicles.  The remote workspace, introduced as a temporary solution to maintaining business operations during the COVID-19 pandemic, has now become a new standard across industries.

Through remote workspaces, sales development representatives can work flexible hours and make cold calls from the comfort and privacy of their own home. While we strive to adapt amidst the shift to remote workspaces, the challenges of cold calling have significantly increased in this newly normalized environment.

Challenges of Cold Calling from Home

The most important steps of cold calling are 1) identifying your prospects’ pain points and 2) delivering a concise message that drives them to take action. While this “two-step” process may seem simple on the surface, it actually requires a great deal of number-crunching, diligence, and empathy. And while remote workspaces are more convenient and comfortable, physical office spaces hold your sales team at a close proximity to offer support and feedback.

Below are some challenges we face while cold calling in a remote workspace and some solutions to resolve these challenges.

  1. Distractions from family and roommates: If you live at home with other people and have to worry if someone will interrupt during a meeting, cold calling becomes a double challenge. The task of trying to win the prospect over while also finding a quiet and focused space to listen might cut your selling window shorter than it already was. The noise distracts us, which decreases our listening abilities and therefore, creates disconnect between sales rep and prospect.

  2. The comfort of working at home: Being at home is comfortable. You’re likely still in your PJs from last night and it’s way too easy to sit on the couch or lay in bed. However, cold calling in these spaces can drain our energy and make us less efficient. Due to lazy feelings, you may not put full enthusiasm and energy required when selling to someone.

  3. Lack of emotional and physical interactions: A benefit of working in-person is the people you get to interact with on a daily basis. The support of a sales team allows you to stay energized and accountable while cold calling. Whenever you have a quick question or need some feedback on your approach, you can ask a cohort without having to join a phone call or zoom meeting to be able to directly speak to them. Plus, there is value in taking a break in between calls and being able to interact with a human face-to-face, especially after dealing with rejection.

Solutions to Stay Focused

  1. Set a Schedule: Having a quiet and focused environment that’s as distraction free as possible is crucial for work productivity and sales success. In order to reduce distractions from family/roommates, sales professionals can set a schedule with fellow household members. For example, if you are working from 9am-12pm, others in the home agree to stay away from the home or your home office to avoid conflicts. 

  2. Mimic Your Physical Office: To optimize work productivity and sales success, design a workspace at home that mimics your physical office space. First, implement a desk and a chair with minimal personal belongings to lessen the chance of distractions. Designate a specific area for only work purposes and in an area with sunlight, which increases serotonin levels, vision ability, and focus.

  3. Balance Your Comfort: Working at home has allowed us to create our own inviting and comfortable worlds inside our work. While we should aim to create a healthy and pleasant work environment, too much comfort can also hold us back. Go out of your way to set meetings with people in advance before you have the chance to change your mind. Set reminders to get up and move around, even when you don’t want to.

  4. Stay Connected: Whether it be through a messaging platform or zoom calls, try the best you can to stay connected with your teammates. Ask questions, ask for feedback, and ask to do extra role-play with the cold calling script. Stay connected with your prospects too. Leverage LinkedIn as a tool to conduct research before making calls. In a remote workspace, sales teams should set aside time daily for an open forum where teammates can meet virtually to build connections and ask questions.

Remote Workspaces Here to Stay

Remote workspace has revolutionized work as we know it. While many have benefited from the flexible nature of working from home, many drawbacks exist too.

At the end of (and even during) the work day, we are all humans that need social interaction and connection to thrive. Implementing these solutions in a SDR’s remote work routine can positively impact work productivity and overall employee well-being.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.