memoryBlue Insights 11/21/22

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 incredible results of a book off in our Boston office as well as the payoff that comes from prioritizing building rapport as you cold call.

Notable Numbers

• 28 – The number of SDRs who we’ve been hired out so far in Q4. If this trend continues, we’re expecting a greater number of alumni added to the ranks compared to Q3.

• 7.85 – Average lead score last week. This is a solid increase from Q4’s current average of 7.67.

• 69%- All company MTD Hustle in October. This is a 3.27% increase since September! We focus on daily blitzes and tracking the hustle score each day, to continue these trends through the end of the year.

Highlight of the Week

There’s nothing like a little competition to spike office motivation, boost the atmosphere, and create major payoff. Whether it be external competition or internal book offs, we’re always looking for ways to increase the stakes and ensure we’re going above and beyond for our clients.

Our internal competitions have the ability to create an atmosphere where each sales rep is hustling on behalf of their client as if it were the end of the quarter. In fact, just a couple weeks ago, a book off between delivery manager Michael Marerro’s team and managing director Rob Gonsalves’ team of account executives resulted in 18 booked meeting and 4 closed deals!

Weekly Training

Last week, delivery manager Nick Haddad didn’t just explain how to build rapport, he explained why it’s so important. So why focus on rapport? Because of the results it yields!

From bringing clients 10-score quality leads, to putting in the diligent and client-focused work that warrants getting hired out in under 2 months, or simply maintaining a high booking rate, the benefits of rapport building are limitless. This kind of payoff experienced by memoryBlue’s own SDRs all began with a commitment to center their work on the prospect and keep them excited for each future interaction. 

Lead Scores

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

11/16 | SDR Julianne

“Ideal meeting. Huge company, high-level leader, + prospect came into the conversation ready to talk about how we could impact their strategic initiatives for 2023.”

11/16 | SDR RJ

“RJ did a great job with the prequalification call/meeting request. Was extremely helpful to have an understanding of the customer’s current environment prior to the call. RJ was very professional! Keep up the great work!”

11/15 | SDR Kevin

“Great lead – great level – has need and looking for budget numbers. Very good conversation and the notes provided in advance helped me target my questions well. Good Job Kevin!”