memoryBlue Insights – 12/13/2021

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 275+ SDRs working relentlessly to generate net new revenue for these businesses.

29 new participants started today in the final memoryBlue Academy Prospecting Principles cohort of 2021. These professionals are joining our world-class sales training program at exactly the right time, getting access to our detailed playbook and an SDR education that will prepare them to enter the new year geared for success.

Every single enrollee will learn from seasoned SDRs and sales development experts on topics that range from how to build great prospect lists, create effective cadences, overcome objections and provide value props specific to their client’s product/service and target verticals. You will undoubtedly read about their exploits in future editions of this note and perhaps even personally be on the receiving end of their great work.

Notable Numbers

• Prospect conversion rates hit 9.7% last week. This number represents another new weekly high-water mark for this key metric. We set a 2021 weekly high in this category two weeks ago (9.5%), and our team just smashed that record again.

• The average client-based score for leads booked via email is 8.38 in December. That’s nearly 9% higher than the 7.7 lead scoring average across all channels this month.

• 74.5% of leads scored by our clients last week earned a 7 or better quality rating. Maintaining premium lead quality is the reason we meticulously focus on SDR training, coaching and mentorship activities.

Highlight of the Week

Jake, an SDR based out of our HQ office, delivered a fantastic result for his retail technology client. One of his prospected leads recently closed as an impressive deal worth $230K. That deal pushed the sales team right over their Q4 goal, but Jake has no plans to slow down any time soon.

He won a Biggest Game in Academy Award earlier this year and has carried that high level of performance right through for the benefit of an incredibly appreciative client. It’s no surprise that this long-standing client returns the favor by scoring over 93% of their memoryBlue leads in order to ensure a steady feedback loop that continuously guides all of our sales development efforts. This won’t be the last time we see massive results for this winning engagement.

Spotlight on Training

Jack SaFranko, a Client Delivery Manager based out of our HQ office, ran an outstanding staff training session last week focused on SDR confidence and professional persistence. He encouraged SDRs to be respectful but firm when communicating with a prospect. Jack advised our team to be candid, human, and conscientious of their worth at all times. When met with objections, SDRs often need to double down on their efforts to communicate value.

They should not only create net new revenue opportunities, but also help clients stay informed about target audiences and marketplace feedback. Jack stressed to his team the importance of detail-oriented note-taking and reporting on each prospect engagement. With various exercises and real-life examples, our team walked away with tactics to overcome self-doubt and consistently convey value.

Lead Scores

These lead scores stood out in a crowded field last week:

12/10/2021 – 11:48 AM – 10/10 – Catarina

“Great communication of what the prospect was looking for as well as coordination for the first meeting. Caterina did a great job. Much appreciated!”

12/9/2021 – 5:51 PM – 10/10 – Anna

“Great meeting! Prospect was super interested in what we do and we will be moving forward with them. Thank you, Anna!”

12/8/2021 – 4:49 PM – 10/10 – Jessica

“Jess had the office manager very excited and ready to go for the call. It went great and they signed up right then at the end of the call!”

The Bridge Between Marketing & Sales

Now, more than ever, the options, possibilities, and sheer volume of choices that confront buyers daily are paralyzing. FOBO (fear of better options) may have started as a tongue and cheek phobia, but has since become a diagnosis that even the most decisive among us fall prey to. As sales professionals, it’s our job to alleviate indecision and help prospects remove the barriers preventing their own business from success.

In the spirit of progress, transparency, and consistent improvements, we invite you to tune in this Thursday, December 16th at 10 AM (PST) | 1 PM (EST) to a free live webinar featuring our own Aaron Aggen, Account Executive at memoryBlue, and Vincent Sanchez, Business Development Representative with Expert Marketing Advisors.

Register here to see Aaron and Vincent reveal the strategies, tools, and tactical approaches that allow for collective improvements to every touchpoint of the prospective buyer’s journey.