memoryBlue Insights 10/10/22

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.

Building excitement around the work we do is essential to keep our sales force motivated and our clients engaged. From our celebratory gong hits to our team centered campaign efforts, memoryBlue fosters an environment of collaboration and comradery.

This week, we highlight a team that went above and beyond for their client as well as a successful company-wide triple blitz!

Notable Numbers

• 10.69% – The average conversion rate of CWPs to leads booked in Q3. This is a slight increase from an average of 10.5% in Q2.

• 13.48% – Percentage of meetings booked by email last week. Email continues to remain as our secondary source of bookings after phone.

Highlight of the Week

DM Riley Montgomery’s team had an absolutely killer week, finishing off with a total of 29 booked meetings for their client! The launch of their client’s new website was what actually prompted them to spend extensive time syncing with their POC’s, reworking their messaging to ensure they had a well-developed, cohesive approach when speaking with prospects. Riley also noted each SDRs dutiful work with their AE’s as they looked for ways to better target specific industries and learned of some distinct touchpoints to aim for to make those meetings occur.

Booking over two dozen meetings would not have been possible without this impressive effort put in by each individual. In fact, the entire team even managed to hit quota last month. Not only has this increased their morale and motivation to keep going the extra mile, but it also led to major excitement in the client’s board meeting and has helped to build up major momentum for their company.

Spotlight on Training

Last week for training we held an all-company power hour. From 2 to 3 pm every SDR did a third blitz and recorded their dials, CWPs, and bookings for their DM to then send out to their MD. After receiving all the stats, we were blown away by the success of this initiative and its ability to bring such high energy into every one of our offices across the country.

From teams averaging 7.5 CWPs per SDR to conversion rates reaching 17%, our offices were hustling harder than ever. Team Bates (WA) with a score of 194.75 and 11 leads scheduled and Team Dombrowski (TX) with a score of 203.25 and 7 leads scheduled placed 2nd and 3rd in our competition. In the end, Team Haddad (VA) impressively took home first place with a team score of 255.25 and nine scheduled meetings! They now get a $200 cash prize towards a team celebration of their choosing!

Lead Scores

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

10/6/22 – 12:14 PM – 10/10 – Peyton

“Peyton continues to hit home runs for us! Her fabulous personality is a great draw and due to her study of our offerings, we continue to have fabulous success! Great job, Peyton!”

10/5/22 – 9:38 PM – 10/10 – Carter

“This was the ideal conference call. Carter set the set the right expectations both internally and externally. The pre-call write up provided the appropriate details to allow our team to prepare for the meeting.”

10/3/22 – 1:36 PM – 10/10 – Loic

“Really good job getting the prospect to take the call, since he mentioned he never takes cold calls. He was a great contact, and we were able to get a second call set up.”

Team Mentality

Sales can’t be done in isolation. It requires relationship building, collaboration, and active participation. That’s why we firmly believe that our team-approach is essential to our success.

From weekly huddles to call review sessions, every aspect of our sales model helps to foster a collective work environment and ensure accountability. These campaign elements also serve as crucial motivators to keep the hustle high as each SDR is reminded of how their work impacts their teammates, their leaders, and most importantly their client.