memoryBlue Insights 12/5/22

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 an incredibly efficient deal that began with a relatively new SDR and SDR Melanie’s template to make your sales calls more selfless.

Notable Numbers

• 76.47% – The percentage of leads booked by phone in November. Phone calls continue to dominate as our primary source of booked meetings.

• 65.8% – November’s overall hold rate percentage. This is a solid increase compared to how Q4 is currently tracking at 58.9%.

• 54.9%- Percentage of leads scored last month. This is down by about 5%. Reminder to continue to prioritize scoring all of your leads even as we enter into the holiday season!

Highlight of the Week

This week we want to give a shoutout to RJ, an SDR who has only been with us since the end of September but has already begun to make a major impact on his education data security client’s pipeline!

Here’s a rundown of his most recent sales cycle:

RJ first researched and began his outreach with this particular prospect on 10/19, emailing him on 10/27 as part of his cadence. He received a call back that day and by November 1st the lead occurred. He ended up receiving a 10 lead score from our client. In 34 days from when he first prospected the lead the deal closed. Goes to show how quickly things can move when you follow a dedicated cadence and follow up with prospects. Not to mention sending attention-grabbing emails that hold true value for the client!

Weekly Training

Last week Melanie Wood, an SDR from our Boston office, helped attendees visualize the structure of their cold calls by comparing it to the art of songwriting. 

Just like writing a song, a call’s purpose is best communicated through compelling storytelling and picture painting. Additionally, Melanie points out that a call’s success should be evaluated based off of the level of impact. The more of an impact you make, the more likely the prospect will want to continue scheduling calls, just as a good song makes you want to listen again and again.

Lead Scores

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

12/1 | Jessica

“Fantastic call. I wish every prospect was like this one haha. Great job Jess!”

11/29 | RJ

“Great target, great timing, and leading to very quick next steps. Will be exchanging legal documents and demo scheduled for this week. Large opportunity.”

12/1 | Katherine

“Great lead. We had a very good first conversation and seems to be a promising opportunity. Really impressed with the notes I received from Katie prior to the call.”