memoryBlue Insights 10/3/22

Below is the memoryBlue weekly bulletin, delivering sales development insights every Monday to our entire slate of high-tech clients. The updates span all six memoryBlue offices, encompassing 175+ sales development campaigns and 300+ SDRs working relentlessly to generate net new revenue for these businesses.

As a company that specializes in outsourced sales, we recognize that we play an important role in launching young professionals’ sales careers. While a first job can be daunting, we strive to train and prepare each SDR to act as an integral part of their client’s team, rather than shy away from their potential.

This week, we highlight a story that perfectly illustrates the impact that an SDR can have on their client and give an overview of DM Sean Dombrowski’s training centered on how to better handle objections.

Notable Numbers

• 78.98% – Percentage of meetings booked by phone in Q3. This is tracking similarly to the 78.86% of meetings booked by phone in Q2.

• 8 – The average lead score last week. This is trending higher than our current yearly average of 7.7.

Highlight of the Week

This past month, SDR Cole from our San Jose office, was the catalyst in a pivotal moment for his public sector client. Through thorough research, meticulous list-building, and excellent execution on his cold-call, Cole was able to book his client a meeting with the Pentagon! In fact, according to his client, Cole carried the best cold call he has ever witnessed after roughly 3 decades in the sales field. Hearing this kind of praise from clients is what continually solidifies our passion for training up the next generation of sales.

This booked meeting is not only a reflection of Cole’s hard work, but an insight into the growth that SDRs can instigate on behalf of their clients. His client now has the chance to fly to the nation’s capital for an in-person meeting with this new major prospect. This is a huge step in growing their clientele and expanding into larger markets, and it’s incredible to see how it all began with the work of a recent graduate just finding his footing in the sales field. It’s an important reminder that you can create change, find opportunity, and make an impact on your client, whether it’s your first week or your fiftieth.

Spotlight on Training

Facing objections is an inevitable aspect of cold-calling and DM Sean Dombrowski’s training encouraged attendees to not only expect them but welcome them. He made a point to reframe the negative connotation around objections, by describing them as a perfect opportunity to help solve a prospect’s problem. To be able to properly capitalize on this opportunity, Sean introduced the LAER model, an outlined approach to help handle any objection throw an SDR’s way.

The LAER model encourages the act of listening to the prospect, acknowledging the objection, exploring the reasoning behind the objection, and then responding based on all of the information gathered. Sean then covered good responses for some common objections and then gave each attendee the chance to create their own mock situation using the model. Most importantly, they had to explain why the response would effectively overcome the objection as well, which helped to ensure they had a deep understanding of the LAER model and were prepared to implement it in their next call.

Lead Scores

These client-based lead scores hit the mark last week:

09/26/22 – 2:59 PM – 10/10 – Myles

“Amazing company, great meeting, Myles did an incredible job breaking into this company and giving me detailed notes on what they were looking for so I could prepare. Thank you, Myles, for another winner!”

09/27/22 – 1:42 PM – 10/10 – Kaitlyn

“Great qualified lead when Kaitlyn was calling him. He came to the call with an idea of our services, the space we are in and the solutions we provide. Great entry and set up for the discovery call with this prospect.”

09/26/22 – 2:13 PM – 10/10 – Winston

“Winston provided a good write up as to the dialogue he had with Dillon Kelly and set the stage as to what we were going to discuss. Great lead!”

Playing the Long-Game

Working in sales is often not an instant gratification kind of career. There can be workdays that feel mundane, weeks where you feel like you’re in a rut, and quarters that aren’t always as successful as anticipated. Therefore, it is crucial to learn how to be a steady hard worker through every season, rather than being dependent on unpredictable wins throughout the quarter. After all, sales is about sowing seeds that won’t immediately come to fruition but will lead to great benefits in the long-term.

Cole’s win for his client last month was a great demonstration of how consistent work can cumulate into a major impact even when it’s not visible right away. Booking a meeting with an exciting new prospect won’t happen every day, but it’s the perseverance through the many missed calls, objections, and hang-ups that will get you to the breakthrough moments. Additionally, recognizing that while a booked meeting doesn’t mean automatic revenue generation, it doesn’t detract from its level of influence. Cole’s client even recognized that while their meeting with the Pentagon won’t mean any revenue in the near-term, it will be huge for their company in the long run. This underlines the importance of focusing on the bigger picture and setting broader, long-term goals. This focus shift allows you to cultivate a motivation that runs deeper than your wins and losses and in turn will help you to serve as a truly influential member of your team.