Day 1 — Setup & Orientation

• Set up HubSpot, Apollo, Nooks, LinkedIn Sales Navigator, and FullEnrich
• Join all required Slack channels (see Slack Channels page)
• Enroll in benefits via JustWorks
• Set up Mesh for expenses
• Meet with your manager for a day-1 sync
• Review this onboarding guide end to end
• Set up your Gmail signature

Day 2 — Product & Process

• Watch all product demo videos (Products & Resources page)
• Review the Cold Calling page and listen to at least 2 call recording examples
• Review HubSpot Processes and understand the SQL logging workflow
• Shadow a live call block with a teammate if available — ask your manager to set this up
• Set up your Gable demo account — instructions are on the next page

Day 3 — Prospecting & People

• Start building your first prospect list in Apollo / LinkedIn Sales Navigator
• Understand your book of business in HubSpot
• Add first 25+ prospects to sequences
• Review battle cards and the competitor landscape
• Post an intro in #random on Slack
• Reach out to at least 3 teammates to schedule informal intros — put faces to names early

Day 4 — Go Deeper

• Re-read the Cold Calling page and listen to 2–3 more call recordings
• Draft your own cold call script and voicemail — build them from the call structure, recordings, and discovery questions
• Role-play your script with German — pressure-test it before your first call block tomorrow
• Shadow another live call block if you haven't already
• Continue building and refining your prospect list — quality over quantity
• Review the email and objection handling pages — you'll need both tomorrow
• Connect on LinkedIn with everyone on the Go-To-Market team (see Meet the Team)

Day 5 — First Calls & Review

• Begin your first call block in Nooks — aim for 1h+ dial time
• Focus on getting comfortable with the opener and call structure before optimizing
• Log notes after every connected call
• 1:1 with manager — share what's working, what's unclear, and what you need
• Review week 1 activity numbers in HubSpot
• Identify your top 3 focus areas going into week 2

When You’re Stuck — Who to Ask

Asking fast beats struggling quietly. Default rule: when in doubt, ask German.

Step 1 — Create the Account

1. Go to gable.to and click Sign up
2. Use this email format — same username as your Gable email, just on the @trygable.com domain:

   [yourname]@trygable.com jane@gable.to → jane@trygable.com
3. Create a password
4. Complete the onboarding flow — profile photo, phone number, and any required setup steps

Step 2 — Request Email Verification

Post this in #customer-support on Slack once the account is created:

Make sure the @devs tag is active. Once they confirm, your account is live and ready to explore.

Core Focus Areas

• Net new outbound prospecting outside of HubSpot signal-based accounts
• Actioning HubSpot signal-based flagged accounts and contacts
• Cold calling as your primary channel
• Fast, high-quality follow-up on email and LinkedIn responses

Success Metrics

SDRs are measured on:

• Meetings booked and held
• Opportunities created by AEs
• Call activity, follow-up consistency and speed

SDR Mindset

• Automation supports you — it does not replace you
• Live conversations are the priority
• Follow-up creates leverage
• Discipline beats intensity

Component 1 — Meetings Held (50%)

• Quarterly goal: 40 outbound meetings held
• Rate: see your individual comp plan — commission is earned per meeting with no cap
• Only outbound-sourced meetings count — inbound and marketing-sourced meetings are excluded
• A meeting is credited when the prospect attends the scheduled discovery or demo call

Component 2 — Opportunities Created (50%)

• Quarterly goal: 18 outbound opps created
• Rate: see your individual comp plan — commission is earned per opp with no cap
• Only outbound SQLs count — inbound and marketing-sourced activities are excluded
• An opp is credited when created by the AE and logged in HubSpot

How It Scales

Refer to your signed comp plan for exact dollar amounts and rates.

Important Notes

• Components are paid independently — overperformance in one does not offset underperformance in the other
• All attainment is tracked and reported quarterly
• All qualified opps and held meetings must be accurately logged in HubSpot at time of payout calculation
• Commission is paid out quarterly — confirm exact timing with your manager after your first quarter

Calling Standards

• 750+ calls weekly — 150+ per day
• Double dial if low on tasks — switch numbers between attempts and vary the time of day you're calling (start of day, end of day, midday) to catch people at different moments
• Power dial (1 line) is preferred — it reduces the delay when connecting through Nooks and makes for a less awkward experience for the prospect
• Log clear notes in Nooks after every connected call — auto-summaries exist, but add relevant context at the top
• Verify call outcomes are recorded accurately — most are auto-filled, double-check the results

Prospecting Standards

• 200+ new prospects added to sequences per week — 40 per day average
• Healthy mix of new accounts and new contacts at existing accounts
• Prospects spread across multiple accounts — avoid overloading a single account
• Validate company size, role relevance, and ICP fit before adding anyone
• Source from HubSpot dashboards and net new via personal research
• When a new targeted list drops, work it fast, then get back to your normal flow

Meetings — No-Show Protocol

• If a prospect no-shows, it falls to you to reengage — unless you have prior discussion with the AE
• Overcommunicate with the AE to make sure meetings sit
• These are the warmest leads in your book — they already spoke to us and expressed interest. Be professionally persistent in getting them back on an AE's calendar. A no-show is not a no.

Inbox Management

• Actively manage Gmail and LinkedIn inboxes throughout the entire day
• Speed of response is a leading indicator — treat it as a metric

Performance Review Criteria

• Daily consistency
• Weekly trendlines
• Quality of execution, month-over-month
• Conversion from activity to outcomes, over time

Who We Are

Gable is an all-in-one workplace management platform built for companies navigating hybrid and distributed work. We give People, Real Estate, and Workplace teams a single place to manage everything from their own offices to coworking access around the world — desk booking, visitor management, room scheduling, office analytics, and on-demand coworking, all under one roof.

What We Do

Gable combines two things that have historically required separate vendors: on-demand access to 20,000+ coworking spaces worldwide, and a full suite of tools for managing your own office — desk booking, room scheduling, visitor management, events, and reporting. One platform, one source of truth for space and spend data.

Why We Do It

Most companies managing distributed teams are stitching together a patchwork of tools — a coworking membership here, a desk booking tool there, a visitor management system somewhere else. The result is fragmented data, multiple vendor relationships, and a lot of admin overhead. Gable fixes that. One platform that covers the whole picture, with the analytics to make real decisions on top of it.

Industry Trends We Sell Into

Company Demographics

• 500–10,000 employees*
• Distributed or hybrid workforce
• Multiple office locations or no centralized HQ
• Hiring across geographies
• Need flexibility without long-term leases

Target Personas

• Head / Director / VP / Sr. Manager of Workplace
• Head / Director / VP / Sr. Manager of Real Estate
• Head / Director / VP / Sr. Manager of Facilities
• Head / Director / VP / Sr. Manager of Employee Experience

The Golden Rules

• Cold calls are an interruption — the person did NOT plan to talk to you
• Strong cold calls last 3–5 minutes — you have limited time
• The first few seconds determine whether the call continues
• The goal is not to pitch the full product — no feature vomiting. Get in, create relevance, confirm fit, book the meeting
• Do not ask deep questions before earning the right to
• Your job is to create qualified meetings for AEs — not close deals

Call Structure

Your Script — Build Your Own

There’s no official Gable script — on purpose. Scripts sound like scripts. What converts is you sounding like you.

• On Day 4 of your first week, draft your own script using the call structure above, the call recordings below, and the discovery questions
• Draft your voicemail at the same time — you’ll record it as your VM drop in Nooks before your first call block
• Then role-play it with German before your first call block on Day 5 — pressure-test it before a prospect ever hears it
• Treat it as a living document — revise it after every call block as you learn what lands

Call Objective — Every Call

• Start a relevant conversation
• Understand current workplace setup
• Identify friction, cost, or complexity
• Secure a follow-up meeting

Resources

"Meeting Booked" Call Examples — hear what good sounds like

• Hilary Horigan — Manager, People Operations @ Quartile
• Ted Lord — Sr. Employee Experience Manager @ Alloy

Voicemail Strategy

• Use voicemails strategically — keep them to 20–30 seconds and follow up with an email within the hour
• Don't repeat the exact same VM twice — vary the hook or reference a different pain point
• You can record your voicemail drop directly in Nooks — set it up before your first call block so it's ready to go

"Send me an email."

Usually means "I'm not interested but I'm being polite." Don't just say OK.

• "Of course — before I do, can I ask you one quick question so I can make it relevant?"
  → then ask a qualifying question
• If they insist: send a short, specific email within the hour — not a generic template
• Follow up the email with a call 24–48 hours later referencing what you sent

"We're not interested."

• "Totally fair — can I ask what you're currently doing for workspace / office management?"
• Get them talking. If they engage, you have an opening. If they repeat the objection, respect it and move on.
• "Not interested" at the right company is a reason to call back in 30–60 days, not a reason to delete the contact

"Now isn't a good time."

• "No problem — when would be a better time? I can call back [day] or [day]."
• Always get a specific callback time — a vague "call me next quarter" is a polite no
• If they give a time, call them back exactly then and reference the previous conversation

"I'm not the right person."

• "Who would be the right person to speak with about workspace or hybrid work strategy?"
• Get a name, not just a department — "someone in HR" is not enough
• "Would you be comfortable connecting me with them directly, or should I reach out separately?"

"We already have something in place."

• "What are you using?"
  → listen, then:
  "How's that been working for [specific use case]?"
• Companies rarely replace tools that are working perfectly — find the gap
• If they name a competitor, this is a battlecard moment — see the Battle Cards page

"We're too small / too big."

• We work with companies of all sizes — realistically, there's no company too small or too big for Gable as long as they have legitimate workplace needs
• "We work with companies of all sizes — can I ask how your team manages workspace today?"
• If the workplace need genuinely isn't there: thank them, log it, move on — don't force a bad fit

"We don't have budget."

• Budget objections before a demo are almost always premature — they haven't seen the value yet
• "That makes sense — that's actually why I wanted to connect first, to see if it makes sense before we talk numbers. Would 20 minutes be worth it?"
• Post-demo budget objections belong with the AE, not with you

Profile First

Prospects will look you up before replying. Make sure your profile is clean before reaching out.

• Professional headshot
• Headline: lead with value, not just your title (e.g., "Helping workplace teams simplify hybrid work management")
• Add a Gable cover image — grab one from the LinkedIn Covers folder

Connection Requests

• Including a note statistically increases acceptance rates — keep it to one sentence, no pitch
• "Hi [Name] — came across your profile while researching [Company]. Would love to connect."
• "Hi [Name] — noticed [Company] recently [trigger/signal]. Wanted to connect."
• Don't pitch immediately after they accept — wait, and consider engaging with their content first

Messaging After Connection

• Wait 24–48 hours after accepting before sending a message
• Reference something specific — a post they shared, a company announcement, a role change
• Keep the ask small: a 15-minute call, not a demo

InMail (for 2nd / 3rd Degree)

• Use InMail credits sparingly — prioritize warm leads or high-value accounts
• Subject line matters: be specific ("Question about your hybrid setup" beats "Let's connect")
• Same rules as direct messages: no immediate pitch, lead with curiosity

LinkedIn in the Multi-Touch Sequence

• LinkedIn works best as part of a sequence that also includes calls and email — not standalone
• Typical pattern: connection request on day 1, follow-up message after call attempt 2–3

Sales Navigator Tips

• Use Lead Filters to build targeted lists by title, company size, industry, and geography
• Set up alerts on saved leads — get notified when prospects post, change jobs, or appear in the news
• Job change alerts are high-intent signals: new leaders often want to make changes quickly
• Save leads to lists linked to your HubSpot book of business for clean account tracking

ICP Triggers to Watch in Sales Navigator

These signals indicate a company is likely dealing with workplace complexity — prime timing for Gable outreach.

Email: What You Own

RevOps runs the automated campaigns. The moment a real person replies, it’s yours. That means:

• Respond quickly to replies from automated sequences
• Personalize follow-ups after calls
• Drive conversations forward over email
• Keep email tone human and relevant

After Live Calls

• Send recap emails
• Confirm next steps
• Book meetings ON the call — this is when momentum is highest

Automated Sequence Overview

RevOps manages and owns all automated outbound email sequences. Your job is to know what's running so your manual touches complement — not conflict with — them.

• Sequences are built and managed in Apollo / Instantly — do not create your own without RevOps sign-off
• Sequence touchpoints are call-heavy: typically call → LinkedIn → call → email → call (cadence may vary by list)
• Have a feel for what's working or an idea you want to try? Bring it — input is welcome. Just get sign-off before going rogue on a sequence
• If a prospect replies to an automated email, remove them from the sequence immediately and handle manually

Contact Fields

• Update name, title, and email address if needed
• Lifecycle Stage → "Sales Qualified Lead"
• Lead Status → "Meeting Scheduled"

SQL Info Fields

• SQL Originator → Your Name
• Lead Source → Select appropriate
• Contact Source → "Outbound"
• SQL Products → Select appropriate
• First SQL Meeting Status → "Scheduled"
• Next SQL Steps
  Format: MM.DD: Meeting on MM.DD
  Example — Jan 1 booking for Jan 2: 01.01: Meeting on 01.02
• First SQL Meeting Date — the actual calendar date of the scheduled meeting (e.g. 01/02/2026)
• ANT Criteria — select all that apply:
  Authority Need Timeline

Creating the Deal

• Click "Add New Deal"
• Pipeline → "Pre-Sales Pipeline"
• Meeting originator → you
• Contact/lead source → same as updated on the contact level
• AE Meeting date → date of the scheduled meeting
• Deal Owner → the AE taking the call

AE Handoff Checklist — Before Handing Off, Confirm:

• Notes are complete in HubSpot
• Authority, Need, Timeline are known
• Pain points, goals, and urgency are captured
• Reason for the meeting is clearly stated

A clean handoff directly impacts opportunity creation.

Signals We Track

Net New Prospecting Motion

SDRs also prospect accounts NOT flagged by HubSpot signals — companies not in the CRM at all. The process remains the same, just with a grassroots start outside the signal report.

• Identify target accounts within the ICP
• Source and validate contacts
• Prioritize calling and live engagement
• Follow up on all touches and responses

Quality Standards

• Prospects added to sequences meet ICP criteria
• Outreach feels professional and human
• Follow-up is timely and relevant

Prospecting Videos

• Prospecting — LinkedIn / Apollo

Gable uses Donut, a Slack app that pairs you with a coworker every three weeks for a casual coffee chat. It's a low-pressure way to build relationships outside your immediate team.

That's it — no other setup needed.