memoryBlue Insights 10/24/22

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.

Our vigorous training and diligent preparation ensure that each of our SDRs is ready to book meetings, grow your pipeline, and help your company excel. No matter how few or how many mB SDRs you have on your team, you’re sure to feel the impact of their hard work right from the start.

This week, we take a look at a client campaign that is already achieving fast success and discuss the power in utilizing referrals.

Notable Numbers

• 740+ – Current number of memoryAlumni. This is about a 12% increase in our network since April of 2022 as SDRs continue to be hired out or placed with one of our clients.

• 22.14% – Percentage of meetings booked by email and LinkedIn so far this month. This is trending slightly higher than our annual percentage of 21.61%.

Highlight of the Week

SDRs at memoryBlue don’t need a warmup once they’re assigned to your campaign. Why? Because after such a selective hiring process, rigorous training plan, and thorough on boarding process, they’re already fired up and ready to book those meetings from day one of dialing. Two SDRs on DM Jake Mann’s team in particular have been a true testament to this.

SDRs Matthew and Wayne from our Denver office were assigned to work for one of Jake’s cybersecurity clients back in August. In under two months of dialing, they have already managed to bring in $228k of “qualified opportunities” pipeline! A wonderful demonstration of the results we’re dedicated to giving our clients whether it’s the first day of dialing or the fiftieth.

Spotlight on Training

There is no better tool in sales than networking. DM Masha Sundukoskiy drilled in this point with statistics illustrating the clear benefit of utilizing referrals and creating connections within your prospect’s company.

After she proved the value of referrals, Masha’s training not only laid out a planning strategy and sample plan, but various examples to demonstrate her points including actual calls for participants to listen in on. Whether you’re getting referred from a higher-level role to a lower-level role or getting passed to an entirely different department within the company, referencing previous calls and drawing connections are a sure way to increase your number of books and overall hold rate.

Lead Scores

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

10/17/22 – 6:07 PM – 10/10 – Gina

“Another good opportunity. Gina was able to schedule the call despite their belief that they already had a tight process in place today. They were impressed and will likely schedule a follow up call.”

10/10/22 – 5:03 PM – 10/10 – Rohan

“I am very pleased. He scheduled six lunches and one manager meeting. He provides detailed write ups of prospects and sends reminders and invites to me and the manager. Great for easy follow up! ”

10/17/22 – 2:11 PM – 10/10 – Rachel

“Rachel did a great job setting this one up. We met with a great point of contact and were able to gather a wealth of knowledge from the meeting. The practice is also a great fit for us from an ICP standpoint.”

Communication is Key

As we continually search for ways to strengthen our client relationships, we highly value your feedback. While we believe in serving through action and providing tangible results, we also see great value in the power of communication. Communicating by sorting through our data, reports, and company updates to give you the most relevant information possible when you want it and how you want it.