memoryBlue Insights 1/9/22

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 the power of cold outreach and recap Wednesday’s fireside chat with our 2022 PHENOM Winner Catherine Seaman.

Notable Numbers

• 7.81 – Q4’s average lead score. We are continually thankful for the insights your feedback provides us and are encouraged to see an increase since Q3’s average of 7.68.

• 66.3% – Q4’s overall hold rate. A slight increase since Q3’s percentage of 64.3%.

• 77.31%- Percentage of meetings booked by phone call in Q4. We finished the year with cold calling remaining our top strategy for booking meetings.

Highlight of the Week

While some may consider cold calling to be a dying strategy in sales, our SDRs continue to prove that theory wrong. SDR David in particular has demonstrated the potential that each cold call holds and the results those conversations continue to make possible for his client.

In fact, he managed to source a $275k deal for his supply chain tech client with Dicks Sporting Goods! Was this from extensive networking? No. Was this from a family or friend connection? No. It was from the supposed dying art of simply picking up his phone and dialing. An important reminder for our sales representatives to push through the tough objections and hang ups because there is still so much untapped potential just a phone call away!

Fireside Chat

This past Wednesday looked a little different for our HQ office, as we had the pleasure of hosting Catherine Seaman, our newest PHENOM winner for a fireside chat! We loved getting to hear about how her sales career has taken off since leaving memoryBlue and the way our sales training and mentorship has played a role in it; a major encouragement for our SDRs to see how they too can have a significant impact on their client and continue to excel after their time at memoryBlue.    

For Catherine, she credits her success to learning to be completely herself, prioritizing listening over talking on every call, and channeling her “competitive spirit” to fuel her exceptionally hard work ethic day in and day out!

Check out our PHENOM Page to read more about Catherine and the award!

Lead Scores

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

1/3 | Nirwant

“Nirwant continues to bring in quality leads. The prospect complemented him on the call for his persistency. Exact quote was “I normally ignore these, but Nirwant was persistent and gave me great info.”

1/4 | Joe

“Joe was able to find the perfect customer type for our business, who is looking to potentially work with us right away.”

1/6 | Jordan

“This was a perfect example of the types of contacts we want to speak with.”