Case study
How a vending company used a remote cold caller to double new account growth
A growing vending and coffee services company wanted to move beyond referrals and website leads. Global Squirrels helped hire a full-time remote cold calling specialist to contact businesses with 75 or more employees, qualify prospects, schedule appointments, and send follow-ups. Global Squirrels managed sourcing, screening, onboarding, payroll, and HR support, helping the company build a more predictable outbound sales pipeline.
Executive summary: Building a predictable outbound sales pipeline with full-time remote support
A vending and coffee services company with more than 12 years in business wanted to grow beyond referrals and inbound website leads.
The company was adding approximately 4 to 6 new accounts per month, but leadership believed a structured outbound sales process could nearly double that number. The challenge was finding someone who could consistently call businesses, qualify opportunities, schedule appointments, and complete follow-up without taking time away from the internal team.
The company partnered with Global Squirrels to hire a full-time remote cold calling salesperson from the Philippines for an initial 90-day performance period.
Global Squirrels handled sourcing, screening, interview coordination, onboarding, payroll, benefits, and ongoing HR administration.
By the end of the first 90 days, the new hire had created a repeatable outbound workflow, maintained consistent prospect follow-up, and helped the company increase new account acquisition from approximately 4 to 6 accounts per month to an average of 8 accounts per month.
The hire also added approximately 160 hours of dedicated sales support every month, allowing the internal team to focus more heavily on proposals, sales meetings, and closing opportunities.
About client: Established vending company looking to accelerate account growth
The company needed someone who could consistently create new sales conversations and become a reliable extension of its sales team.
The challenge: Growing beyond referrals without consuming internal sales time
The company already had a proven service model. Its problem was building enough top-of-funnel sales activity.
New accounts were growing at approximately 4 to 6 per month, but the company wanted to reach 8 to 10 new accounts per month.
Achieving that goal meant contacting more businesses instead of waiting for prospects to discover the company through referrals or online searches.
However, cold calling is time intensive.
Each prospect required someone to:
- Make the initial call
- Confirm company size
- Ask about current vending or coffee arrangements
- Understand satisfaction with the existing provider
- Identify potential pain points
- Determine interest in switching
- Schedule qualified appointments
- Send follow-up emails
- Maintain calendar records
- Continue appropriate follow-up
These activities were taking time away from internal employees who could create more value by meeting qualified prospects and closing business.
The owner had also tried remote hiring in the past without receiving the results expected. That experience made candidate quality and performance measurement especially important.
Rather than immediately committing to a permanent long-term structure, the company wanted a 90-day full-time trial to determine whether outbound calling could consistently generate enough opportunities to justify the investment.
The solution: A full-time remote cold calling specialist focused on qualification and appointments
Global Squirrels helped the company translate its growth objective into a focused remote sales role.
The hire did not need to manage the entire sales cycle.
Instead, the specialist would own the early stages of outbound prospecting so the company’s existing sales representatives could concentrate on qualified opportunities.
The candidate profile emphasized:
- Previous sales or phone calling experience
- Strong spoken communication
- Confidence making outbound calls
- Lead qualification ability
- Appointment setting experience
- Follow-up email skills
- Basic spreadsheet management
- Google Calendar experience
- Google Meet familiarity
- PowerPoint and Excel proficiency
- Ability to follow scripts and established processes
The Philippines provided access to experienced remote sales talent within the company’s target cost structure.
Depending on skills and experience, the expected monthly investment ranged from approximately $1,200 to $1,800, including employment administration.
How the hiring process runs: From cold calling requirements to a 90-day sales trial
1. Define the target prospect
The company established a clear target profile: businesses with approximately 75 or more employees that could benefit from vending or workplace coffee services.
This prevented the salesperson from spending time calling companies unlikely to become viable customers.
2. Define the qualification questions
The role was designed around straightforward discovery.
The specialist needed to establish whether the prospect already had vending or coffee services, how satisfied they were with the current provider, and whether they were open to discussing alternatives.
3. Source candidates with calling experience
Global Squirrels screened remote candidates for relevant phone sales experience, communication quality, full-time availability, and familiarity with the tools used by the client.
Additional assessments such as voice recordings or typing evaluations could also be included when needed.
4. Review candidates before committing
After the hiring request was submitted, candidate profiles were typically presented within 2 to 5 business days.
The company could review resumes and experience before scheduling interviews.
No candidate had to be hired simply because a profile was presented.
5. Onboard the selected salesperson
Once the client selected its preferred candidate, Global Squirrels handled the employment onboarding process.
An offer letter documented compensation, working hours, responsibilities, holidays, and employment terms.
Global Squirrels also managed payroll and applicable employee benefits, reducing the administrative responsibilities placed on the vending company.
6. Measure performance during the first 90 days
The initial period focused on practical sales outcomes.
The company monitored prospecting consistency, qualification quality, appointments generated, follow-up activity, and ultimately the effect on new customer acquisition.
Results: From 4 to 6 new accounts to an average of 8 per month
The initial 90-day period gave the company enough data to determine whether dedicated outbound prospecting could strengthen growth.
1 full-time cold calling specialist
The business added a salesperson dedicated to prospect qualification and appointment setting.
Approximately 160 hours of sales capacity each month
Cold calling and follow-up no longer had to compete with other internal responsibilities.
Businesses with 75+ employees targeted
The salesperson worked against a clearly defined ideal customer profile rather than conducting broad, unfocused outreach.
Average monthly account acquisition increased to 8
By the end of the trial, the company had moved from approximately 4 to 6 new accounts per month to an average of about 8, putting the original 8 to 10 account goal within reach.
More qualified conversations for existing sales representatives
Internal sales staff could spend more time meeting prospects who had already expressed interest instead of performing repetitive first-touch outreach.
A repeatable outbound workflow
The company established a process for cold calls, qualification, calendar booking, follow-up emails, and lead handoff that could continue beyond the initial trial period.
The 90-day test showed that the value of the hire was not simply the number of calls made. The real benefit was creating a consistent top-of-funnel process that supported the company’s existing sales team.
Testimonial: Turning outbound calling into a consistent source of appointments
Why companies choose Global Squirrels to hire remote cold calling specialists
Global Squirrels helps growing businesses hire full-time international professionals without forcing internal teams to handle every step of recruitment, payroll, and employment administration.
Companies can use Global Squirrels for:
- Candidate sourcing
- Candidate screening
- Resume review
- Voice or skills assessments
- Interview coordination
- International onboarding
- Payroll administration
- Employee benefits
- HR support
- Performance related workforce changes
- Replacement hiring support
Clients continue to control sales strategy, scripts, daily priorities, KPIs, and employee performance.
Global Squirrels supports the recruitment and HR infrastructure behind the hire.
For this vending company, outsourcing outbound prospecting created dedicated sales capacity without pulling existing employees away from higher value conversations.
Want more qualified sales conversations without adding more prospecting work to your internal team?
Global Squirrels can help you hire full-time remote sales professionals for cold calling, lead qualification, appointment setting, follow-up, and outbound campaign support.