memoryBlue Insights 10/17/22

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.

Having access to the latest software, CRM tools, and sales equipment is only half the battle. Hiring and training capable and qualified individuals is what really makes the difference as it gives our technology value and purpose as we help our clients grow

This week, we reflect on an SDR who has implemented our company’s mission through his laser focused work for his client and recap a training session on how to navigate ZoomInfo efficiently and effectively.

Notable Numbers

• 7.83 – The average lead score last week. This is trending higher than our overall average of 7.56 this year.

• 60% – This month’s overall hold rate percentage. This is right on track with our year’s hold rate of 60.3%.

Highlight of the Week

Sometimes all it takes is one person to transform a client relationship and help them to reach new prospects and witness exceptional growth. For one of memoryBlue’s longstanding clients, this person has been Jackson, an SDR on DM Olivia Funes’ team. Jackson has shown the true value in fully immersing yourself in your client’s mission and has played a massive role in the $3 million generated in his client’s pipeline.

Jackson continually finds ways to go above and beyond for his client. One of his key differentiators for success has been his ability to leverage LinkedIn Sales Navigator for his client’s brand promotion. His profile even represents his company so much so that he often has people reaching out to him regarding his client allowing him to truly operate as an internal representative. His hard work is also evident in the way he effectively qualifies prospects and demonstrates a thorough understanding of his client’s product and positioning. Lastly, he started leading a weekly brainstorming session between himself and all internal representatives allowing them to share ideas and work more cohesively.

Spotlight on Training

Last week, our Director of Operations, Nina Smith, led a ZoomInfo re-enforcement training session to help our SDRs work more efficiently. With its endless capabilities, ZoomInfo can feel daunting and confusing if you aren’t properly prepared to use it. For this reason, this training wasn’t only helpful, it was necessary for our SDR’s success.

Nina first laid the groundwork by going over general settings and customizations. She then dug into crucial features such as scoops and news where users can utilize “triggering” events like executive-level changes or product launches to adjust their targeting or personalize their rifle shots. The training concluded with an extensive list of troubleshooting tactics and points of contact for SDR’s to utilize when in need of extra assistance.

Lead Scores

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

10/13/22 – 8:35 AM – 10/10 – Brendan

“Brendan was extremely useful in bringing this company back to the table. He utilized both personal connections and LinkedIn to identify the right players, qualify potential interest and ensured they adhered to the meeting date.”

10/13/22 – 2:11 PM – 10/10 – Katherine

“Katherine provided great qualifying information and set the first appointment for me. Katherine joined that meeting for introductions and even took some notes that she sent me afterwards. Really helpful.”

10/13/22 – 4:44 PM – 10/10 – Chris

“Chris did a great job in finding and setting up the meeting with this prospect. Another perfect fit for the client and our business.”

Sales in the Digital Age

We live in a day and age where our work and productivity does not have to be hindered by our own human limitations. There is some kind of technology, software, or database for any and every task. The sales field is no exception. From sales engagement tools to CRM’s and database search tools, the entire sales process can be perfectly streamlined over countless platforms, while maximizing opportunity, engagement, and outreach.

However, it’s not just about access, it’s about expertise. Here at memoryBlue, we take pride in our cutting-edge tech stack and our comprehensive knowledge to match. Our skillfully trained workforce ensures that each tool is utilized to its fullest potential to benefit both our company and our clients.