memoryBlue Insights – 1/18/2022

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 275+ SDRs working relentlessly to generate net new revenue for these businesses.

The value of strong leadership in professional sales cannot be overstated. And that mentality shapes our culture at memoryBlue. We encourage our entire staff to be leaders on a daily basis, lifting one another up to excel together. In the pursuit of continuous learning and growth, we constantly take cues from the best possible examples out there.

This week we draw particular leadership inspiration from the remembrance and celebration of Dr. Martin Luther King Jr. Few serve as Dr. King’s equal when it comes to embodying the leadership traits necessary to achieve greatness. But above all else, we are humbled and grateful for the lasting impact Dr. King made in pursuit of stamping out racial inequality and making the world a better place for everyone.

Notable Numbers

• The connection rate was 4.7% last week across our entire portfolio of campaigns. This is the highest weekly mark since October 2021, and it sends a strong, positive signal about current buyer interest.

• The percentage of all leads scored by our clients so far in January is 74.3%. Our goal is to keep this over 70% at all times. Campaign effectiveness improves when clients actively participate in scoring leads.

• Our average client-based lead score stands at 9.06 for meetings booked via email last week. While the phone is our focus, maintaining a high-quality email strategy is vital for many of our campaigns. 9.06 is well above the company average lead score (7.7) for the last 1,000 scored leads.

Highlight of the Week

This past week, Ann Marie Smith, an SDR based out of our HQ office, earned some impressive acclaim from her data management-focused client. In just under two months of work on this campaign, she has surfaced a set of highly qualified meetings.

Her average client-based lead score during this time checks in at 8.25 (exceeding the 7.7 company average during that time); great work prompting this glowing note from her client contact:

“Since we first started to work together, (Ann Marie) has jumped into the fight and been able to get some outstanding meetings. Knowing how difficult making cold calls is and how sales people love to complain about (1) I don’t have enough leads followed by (2) the leads I got are worthless, I think it important to let you know I know how difficult it is and how much I appreciate Ann Marie’s work ethic and professionalism.”

Spotlight on Training

This past week Danielle DellaPenna, a Client Delivery Manager in our Boston office, held a staff training on effective prospect follow-up after booking a meeting. Making it this far with a prospect is a great step, but the job isn’t over yet. Danielle coached the staff through various tactics to ensure prospects honor their initial commitments to attend the next meeting.

Staying on the phone with a prospect until they’ve accepted a calendar invite, following up with an email that restates the value of the meeting, and using confirmation follow-ups to continue building value are all excellent ways to secure booked client meetings. Danielle underscored her lessons with several real-life examples of SDRs making the most of their follow-ups. At the close of the meeting, she charged the team to take time and game plan their follow-up approach by using a flowchart of actionable steps. Hold rates remain one of our most important SDR metrics, and Danielle’s training provided the team with the fuel necessary to keep pushing this number up.

Lead Scores

These client-based lead scores stood out last week:

1/13/2022 – 7:28 PM – 10/10 – Kirubie

“Reaching out high in the organization and identifying the team making a decision on tools with exec oversight. Well done Kirubie!”

1/13/2022 – 4:47 PM – 10/10 – Jessica

“Jess did a great job at locking this meeting down. She continued to reschedule but Jess stayed on it and made sure we were able to have the meeting. It went really well!”

1/11/2022 – 12:41 PM – 10/10 – Ben

“Great meeting and perfect timing for a customer that is looking to upgrade now.”

Meet Us in Chicago

Looking to sharpen your sales leadership skills and network with a wide array of professional sales industry experts? Join memoryBlue at the 2022 AA-ISP Leadership Summit on March 8th – 10th in Chicago, IL.

AA-ISP’s signature event will feature over 1,000 senior sales leaders taking part in keynote presentations and break-out sessions from seasoned professionals such as our own Head of Sales, Nimit Bhatt.

Use this link to register for the event today. Let us know if you plan to attend or have any questions about the Summit. We would love to meet up with you in Chicago!