Let’s get something straight: calling isn’t just about volume.

It’s about precision.

Ryan Getz, one of our top-performing SDRs (until he got prompted to AE), booked $3M in pipeline in one quarter through a unique strategy, turning every dial into a data-gathering mission that fed higher-impact outreach.

Here’s how he does it…

Start with the end in mind

Before picking up the phone, Getz starts with one question:

Who do I want to book a meeting with?

That’s your decision maker. But instead of calling them right away, he works backwards.

What do they need to hear to say yes to a meeting?

What insights would actually get their attention?

To get those answers, Getz builds a map of the org and starts calling below the line.

Build your account map

Getz has repeatedly booked some of our top enterprise logos in under two weeks using this method — from first outreach to meeting booked.

Split contacts into two groups:

• Above the line: Decision makers. These are your execs. Think business outcomes and budget.
• Below the line: End users, ICs, or team leads. These are the folks who feel the pain firsthand.

If it means talking to front line or second level leadership, reach out to them. For us, that’s Sales Managers and Directors.

If it means talking to individual contributors and end users, reach out to them. For us, that’s SDRs or AEs.

If it means talking to a totally different department, reach out to them. For us, that’s RevOps or Marketing or Enablement.

Week 1: Call below the line

It starts with calling.

Start dialing the ICs, team leads, or users. These are the people who will actually talk to you — and give you the gold you need for outreach that resonates.

Here’s what Getz looks for on these calls:

• What tools are they using?
• How many calls do they make per day?
• What problems do they run into when calling?
• Who makes buying decisions?
• What’s coming up (renewals, restructures, hiring)?
• Are they even doing outbound?

He logs all this in Nooks — account notes, call notes, and custom fields — so it’s right in front of him for the next touch. His dialer view is customized to show LinkedIn, intent signals (e.g., job changes, hiring activity, contract renewal, follow-up date), activity history, and CRM data all in one place.

Pro tip: Set up your dialer view so you’re always call-ready.

As you gather this information, start to build your narrative of what’s happening within the organization.

You also want to focus on building rapport. The more human touch, the more likely to connect and build relationships.

When you eventually enter a deal cycle, you’ve already built major credibility with your end users. They see you as an extension of their team, as someone who genuinely wants to help solve their problems.

Your end goal is to reach out to the decision maker where you’re referencing this research.

Strategic calling isn't spam

Dialers only become “spam cannons” if you use them that way.

Getz doesn’t call randomly — he runs strategic, account-based sprints.

By parallel dialing into one account at a time, he gathers context faster — calling multiple ICs simultaneously to build a clear, strategic story, not just blast through a list.

Every call is intentional. Every voicemail points back to a specific email. Every connect becomes part of the narrative.

Week 2: Leverage your insights

The worst thing you can possibly do is get your key prospect on the phone and have no idea what you’re talking about.

You can actually do more damage than good by ripping dials through your list of key prospects. Unless you’re prepared. This is why we always advise strategic outbound.

Now that you’ve done your research, it’s time to reach out to the decision maker—with context only an insider could provide.

You’re not cold anymore. You’re referencing names, quoting conversations, and surfacing problems they may not even know exist. That’s the moment when they stop and say, “Wait — how do you know this?”

You’ve earned their attention.

Let’s put it to work!

Here’s the 9-step sequence you can steal…

Step 1: Manual email - Day 1

‍

Write your email.

Customize with intent signals or new context that is time bound. Add what you learned from your multi-threaded conversations. Use social proof. Apply the relevant context to a personalized subject line.

This type of email demands attention.

Sometimes your decision maker may not even know these problems exist within their business, and they will appreciate you raising it to them.

Step 2: Call - Day 1

Calling is the most successful outbound channel in 2025. So, make the call!

If you get connected, use the email you just sent as your talk track. If you don’t, leave a voicemail pointing the prospect back to your email.

Step 3: Manual email - Day 5

Reply in the same thread with a clarifying email. Share exactly what your product does. Include a short demo video to pique their interest.

Step 4: Call - Day 5

Keep calling. It often takes a few times to get a connect. Try rotating your number, calling at different hours, and using mobile numbers to optimize your connect rate.

Step 5: Automated email - Day 10

1. Reply

Reply in the same thread asking for a quick thumbs up or down on whether this is interesting enough for a conversation.

2. Reply

Reply again asking for any feedback on the demo video.

3. Reply

If they haven’t responded by now, reply again with one last touch. Throw in some humor with a personalized gif.

Step 6: Call - Day 10

Call again. Use the same tips like rotating your number, calling at different hours, and using mobile numbers to optimize your connect rate.

Step 7: Manual email - Day 20

1. Reply

If you’ve made it this far, your prospect is likely not interested right now. Send a short email referencing what you learned. Focus the message around timing being off, so you’re not permanently closing the door.

Step 8: Call - Day 20

Make one last call. You’re going to hear a lot of nos before you hear a yes. Try rotating your number again, calling at a different time, and check another data provider for a different mobile number to optimize your connect rate.

Step 9: Task - Day 57

If they don’t bite, move the contact into a separate drip sequence to nurture them until they’re ready.

The calling feedback loop

Even if you don’t book on the first try, every conversation adds weight.

By the time you reach out to the decision maker, you’ve become a known name in the org. A credible one. Reps start saying, “Oh yeah, I talked to that guy.”

You’re not just calling.

You’re creating momentum.

And that’s what gets you meetings.

Results

By using this approach, Getz:

• Booked some of our top enterprise logos in under two weeks.
• Built $3M in pipeline in a single quarter.
• Hit 335% of quota.
• Got promoted to AE.

We hope it will help you too!

‍

‍