memoryBlue Insights 2/20/22

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 feature an SDR’s ability to exceed client expectations and unpack the power in organizing an intentional and productive question flow!

Notable Numbers

• 23 – Number of SDRs hired out by their client or placed with a client through our rising stars program so far this year. As our alumni network expands, it’s so exciting to see how our SDRs continue to excel since launching their sales career with us.

• 60:40 – Ratio of internal to external attendees in our mB Academy in Q4. Academy is not just necessary training for our employees, but an amazing tool for our clients to use for their current sales team.

• 52 – Number of Academy Certified Hustlers in Q4. We began the year with 52 new fully trained SDRs!

Highlight of the Week

We don’t just try to meet our client’s expectations; we strive to exceed them. Our vigorous training, ongoing coaching, and team accountability ensures that each team is equipped to blow their client away with their service and performance.

SDR Joe on DM Jake Cerulli’s team did just that. In his first month assigned to his Supply Chain tech client, Joe scheduled 11 meetings! However, his impressive importance goes beyond the numbers on paper. Joe has diligently studied his client to ensure he can provide extensive product knowledge on every call and book meetings that are truly worthwhile. He has also exemplified both professionalism and genuine excitement throughout the campaign allowing him to connect with prospects in a way that is natural and effortless.

Weekly Training

Building a winning question flow into your cold calls is a key factor in securing a meeting with your prospect. While it may feel hard to organize a candid conversation, Managing Director Kelsie Edmonds broke it down in her training last week, making sure every participant was ready to crush their next call!

It begins with understanding the three different motivations behind your questions: getting details, expanding the conversation, determining impact/pain points. From there rather than prioritizing your close, prioritize these different types of questions with a clear idea of where you want them to lead. This allows you the time to get necessary details and pain points, present your prospect with the benefits specific to them and their situation, and ultimately close once it naturally fits into the call and your prospect has a solid reason to accept the meeting.

Lead Scores

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

2/17 | Andrew

“This meeting is why we invested in memoryBlue.”

2/14 | Allarynn

“This is an excellent lead. He was familiar with us and each product that we showed seemed to resonate with him and his team. Thank you Allarynn!”

2/17 | Evan

“This was a great qualification. Not only does the prospect fit our qualification, they are in our backyard and need to fix problems that we specialize in. I can’t wait for the next one from Evan!”