Customer Story

Tremendous increased meeting conversion by 60% in 30 days.

B2B Enablement Customer

Conversation-to-meeting rate moved from 5.92% to 9.45% in April. The team booked 38 meetings in one month, against 61 across all of Q1.

+60%

5.92% to 9.45%

Conversation to Meeting

vs 61 in all of Q1

Meetings booked, April

58.01%

up from 52.77%

Connect to Conversation

6.62%

up from 6.19%

Dial to Connect

At a glance

Tremendous

Company

Payments and rewards

Industry

B2B Enablement, 12 months

Program

20 SDRs + Managers

Cohort

Onsite, week of April 7, 2026

Cold Calling

Focus

Jump to

01. The problem

02. The program

03. The results

04. Why it is working

The customer

Who is Tremendous?

Tremendous makes it easy for businesses to send payments, gift cards, and rewards at scale. Think hundreds of payouts to customers, employees, or research participants without the manual, one-by-one headache.

01. The problem

The team had good volume, They just weren't converting.

Team-wide conversation-to-meeting rate was sitting at roughly 6%, with individual rep performance ranging from 0% to 9%. Some reps had figured something out. Most hadn't. And nothing existed to transfer that knowledge across the team.

Two things were working against them:

Friction one

No shared playbook

Reps were winging openers, objection scripts, and gatekeeper routes. No gold standard, no peer review, no accountability.

Friction two

No reinforcement cadence

Matt had read 'Cold Calling Sucks' and built MVP playbooks. Without a system to revisit those skills week over week, it wasn't sticking.

Matt Haywood, SDR Manager, knew exactly what number he needed to move.

Scott Shepard, Head of Sales, had lived this failure mode before.

Matt Haywood, SDR Manager

We needed to get conversation-to-meeting rate to 10%, and honestly, 12 to 14% is the real goal. That's where we want to be.

Scott Shepard, Head of Sales

I've got the battle scars to prove what happens when you don't reinforce training. We spent hundreds of thousands at a previous company, heard about it once at SKO, and that was it. Never again.

The last thing they needed was another one-and-done training event.

02. The program

Three stages, repeated for every skill.

Tremendous launched 30MPC's B2B enablement program with 20 SDRs and managers on a 12-month engagement, starting with cold calling.

Reps complete the curriculum independently.

Roughly an hour per section, before any group session. Reps show up with context, not blank slates.

Learn

The team translates curriculum into a Tremendous playbook.

Openers, objection scripts, gatekeeper routes, all co-built so reps own what they're using on the phones.

Build

Live call reviews the following week, against real calls.

What's working? What needs to change? The playbook gets updated. Then the loop repeats for the next skill.

Review

03. The results

One month in, The numbers Popped.

April 2026, compared to a Q1 2026 baseline. Same team. Same call volume. New playbook.

Metric

Q1 Baseline

April

Change

Dial to connect

6.19%

6.62%

+7%

Connect to conversation

52.77%

58.01%

+10%

Conversation to meeting

5.92%

9.45%

+60%

Meetings booked

61 (full quarter)

38 (one month)

+87%

stories behind the numbers.

The team's top-performing SDR was promoted to manager mid-program. Even without his contribution in April, output still went up.
One rep who was converting at 0% conversation-to-meeting last quarter already has meetings on the board.

Matt Haywood, on what he's seeing

In one month we booked 38 meetings, compared to 61 in all of Q1. Same call volume. I can't attribute all of it to 30MPC, but the timing isn't a coincidence. The team is more consistent with their scripts, more active on the phones, and it's showing up in the numbers.

04. Why it's working

Three reasons the change is sticking.

Reason one

Reps built the playbook, so they use it.

Scripts handed down from management get ignored. Scripts reps wrote together get used on the next dial. The team voted on their favorite opener. They submitted objection script drafts before the workshop. The playbook belongs to them.

Reason two

Reinforcement was built in from day one.

Scott's biggest fear was the train-once, never-revisit problem. Weekly call reviews and biweekly role plays don't end when the sprint does. Weekly spiffs keep the specific behaviors front of mind in between.

Reason three

Manager engagement is required by design.

Matt previewed every module a week before his reps did. He ran breakout rooms, collected async submissions, facilitated workshops, and built the Notion hub documenting everything the team produced.

What's next