memoryBlue Insights 10/31/22
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.
At memoryBlue, teamwork extends far beyond our company. Our business model strives to develop sales reps who are ready to act as key players on not only their memoryBlue team, but for each of our clients as well.
This week, we celebrate an exciting client win and introduce our new protocol of routinely recording our conversations with prospects.
Notable Numbers
- 7.71 – Average lead score this week. This is a significant increase from our average lead score of 7.54 in Q3.
- 52.7% – Percentage of leads scored by client representatives this month. This is trending below our Q3 percentage of 68.7%. Be sure to score all leads to ensure your team at memoryBlue is bringing you the best possible prospects.
Highlight of the Week
We have frequently stressed the importance of working as a team, and we’ll continue to do so as this strategy continually yields such tangible results. Most recently, DM Emily Prendergast along with SDRs Steven and Marco, collectively made a win happen with a key prospect of their client!
Each of them received a congratulatory email from their client breaking down the deal. On brand with our team focus, this was the first deal where the client saw all functions from sales and marketing effectively contribute and manage to close with the customer in a significantly short timeframe. To top things off, this particular close has made Emily’s client a strong contender for the larger deal they are hoping to close by the end of the quarter.
Spotlight on Training
Last week Senior SDR Alvin Vega, focused on the art of building rapport during a sales call. While it can be minimized as an unnecessary crutch, his presentation redefined it as a crucial tool to converse effectively and book quality meetings.
His training gave an overview of the do’s and don’ts of rapport-building and then dug deeper into the specifics of different strategies to utilize based on stage of the call. Alvin also emphasized that while rapport is important, it cannot succeed without essential preliminary research to build off of. To illustrate these points his training was packed with examples and calls for attendees to listen to and identify what helped to book the meeting.
Lead Scores
These client-based lead scores hit the mark last week:
10/25/22 – 2:53 PM – 10/10 – Devon
“Devon did a fantastic job of not only booking this one but rolling with the punches when the call got rescheduled multiple times. Today we walked away with at least three opportunities with this customer!”
10/24/22 – 2:31 PM – 10/10 – Rachael
“Great meeting! Rachel did a great job of giving the prospect all the information he needed, and he came to the meeting with a good understanding and plan of how to move forward with a demo. Homerun!”
10/27/22 – 11:12 AM – 10/10 – Jake
“Jake made this call happen through perseverance. This customer was very difficult to get to a meeting, but Jake stuck with it and ultimately made it happen. The call was worthwhile and with a good candidate.”
Your In-House Team
We are rewriting the narrative of what it looks like to outsource your sales team. Our goal is to provide you with the benefits of having an internal team, but without the added expenses, time commitment, and obstacles that drove you to utilize us in the first place.
We strive to act as a true extension of your company, by training and mentoring SDRs who are ready to do just that. SDRs who are not only knowledgeable and driven but have also developed a coachable and flexible mentality that can effectively collaborate with your company’s team and close those deals.
