memoryBlue Insights 1/23/22

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.

This week we highlight a client kickoff that quickly gained momentum and recap a training to help cold-calling feel more natural.

Notable Numbers

• 14.9% – The percentage of meetings booked by email this week. This falls just below our Q4 percentage of 15.3%.

• 88.7% – Email’s hold rate in Q4. While we book more meetings by phone call, we still are able to source quality leads that stick, through email.

• 54.2%- Percentage of leads score in Q4.A reminder to continue to score all of your leads this quarter so that we know where to improve!

Highlight of the Week

We train our SDRs to keep their client top of mind as they’re list-building, dialing, and collaborating with their team. After all, client satisfaction, is our company’s primary focus and we strive to nurture each of our client relationships daily.

This was beautifully executed by DM Hailey Slaton’s team as they wrapped up Q4 with a client in the health tech space. After their client kickoff back in August, the four assigned SDRs jumped right into dialing and did not disappoint. In just under 119 days, every SDR sourced successful leads that closed! It’s incredible to see what can happen when SDRs shift their focus from themselves and their performance to their client and how they can best serve them.

Weekly Training

This past Wednesday, DM Vincent Gorgone advised SDRs to stop sounding scripted and start talking like a friend on the phone. Why? Natural curiosity.

As Vincent explained,  natural curiosity is a cold-calling mentality that allows you to fall into a natural rhythm of actively listening and asking genuine questions based on what you’re hearing. Rather than getting hung up on perfectly following a script, this strategy allows SDRs to become more comfortable on the call and treat the prospect more like a co-worker or friend, which can lead to more productive conversations and closed deals!

Lead Scores

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

1/18 | Will

“”Fantastic call. Right prospect. Thanks for the hard work and multiple attempts to finally secure this call.”

1/18 | Brenna

“Brenna continues to dominate prospecting and bringing our team new leads. I have thoroughly enjoyed working with her and look forward to continued collaboration.”

1/17 | Michael

“Perfect title and has a need. Doesn’t get much better than that.”