memoryBlue Insights 1/30/22

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 take a look at a team’s ability to rival the competition and introduce an SDR’s meticulous organization method.

Notable Numbers

• 68% – Company-wide hustle in January. Our hustle equation gives us the opportunity to track performance and effort beyond meetings booked.

• 50% – We saw a 50% increase in elevations so far in Q1 vs. Q4. We’re starting off Q1 strong with six internal promotions. It’s always exciting to see former SDRs grow into their new position and get the chance to serve our clients in a different way!

• 22- The number of SDRs in our January Academy cohorts. We’re always excited to provide our clients with some fresh hustle from our newest Academy attendees as they put in the hard work to become memoryBlue certified hustlers!

Highlight of the Week

Rather than train SDRs to shy away from competition, we encourage them to go after it. After all, why assume a prospect is happy with your competition’s product just because they’re currently using it?

If SDR Tyler would’ve backed off a prospect simply because they were already using one of his client’s competitor’s tools, he never would have sourced such a major deal. Luckily, he did just the opposite and connected with a lead back in Q4 who is now switching to his client’s medical device tool and signing an annual deal with them!

Weekly Training

When you start being organized on day one with only a couple of leads and booked meetings, you’ll remain organized on day 365 with an outreach list full of prospects and a booked calendar.

For this reason, SDR Alvin, introduced trainees to his “Monster” template. This template has challenged him to dissect every prospect he sources and take concise notes after every call and meeting. With all the balls that SDRs are constantly juggling, this type of organization is key to ensure that each call and connection is intentional, by helping them to build off of their previous work, find patterns in their prospects, and learn from their mistakes.

Lead Scores

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

1/26 | Ethan

“Ethan did a great job of staying on these guys to get the meeting set up. Not sure if there is an opp here, but great work getting them on the phone.”

1/24 | JaMonet

“Jay has provided great leads and relevant information for us to prepare for the meetings. Also, when needed she does a great job following up.”

1/26 | Jamin

“This was a perfect lead- right role, right sized bank, willing to have authentic open conversation. Thanks Jamin!! You rock!”