memoryBlue Insights 2/21/22
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.
Providing our clients with quality leads and a consistent pipeline requires a team of well-trained SDRs and managers who can create lasting results. After 20+ years of taking motivated individuals with raw talent and transforming them into top-performing sales professionals, we’re helping you train your team the way we train ours.
Keep reading to learn how you can have an opportunity to win a free private custom SDR training and one seat in our Sales Leadership Intensive.
Notable Numbers
- The percentage of meetings booked by phone in 2022 is 77% — Trending 2% higher than books by phone in 2021.
- The ratio of conversations with prospects (CWP) to dials is 1:21 — This is down from January’s ratio of 1:24, meaning SDR list building is improving MoM.
- There has been a 22% increase of team retention following our Sales Leadership Intensive training — Trained Sales Managers have better empathy and accountability, driving team retention higher.
Highlight of the Week
Don’t miss your chance at getting free access to our tried-and-true SDR Prospecting Principles and Sales Leadership Intensive, a value of over $25,000. If you win, you’ll receive private and customized SDR training for up to 20 people on your sales team and 1 seat in our upcoming Leadership Intensive.
To be eligible, you must have a team of 5+ SDRs and at least 1 SDR/Inside Sales Manager. If you fit the bill, throw your name in the ring.
The winner will be announced on the final day of the AA-ISP Leadership Summit this March, where you can also catch our Head of Sales Nimit Bhatt speak about what it takes to grow an exceptional sales team.
Spotlight on Training
Client Delivery Manager Thomas Lacalle held a training this past week centered around James Clear’s award-winning book, Atomic Habits. In Atomic Habits, Clear explains that goals dictate the direction in which you head, but systems — or habits — are the vehicles that get you there.
Since habits make up every step of an SDR’s daily grind, Lacalle challenged memoryBlue SDRs to think about their work habits and identify the small changes that will make a big difference in the long run. When trying to form a new habit, like immediately following up with a valuable email after ending a call with a prospect, one must account for every touchpoint of the habit-forming thought pattern:
1. Cue – make it obvious.
2. Craving – make it attractive.
3. Response – make it easy.
4. Reward – make it satisfying.
Our SDRs received a concrete process for creating productive habits that will empower our team, enabling them to commit to new strategies for success.
Lead Scores
These client-based lead scores hit the mark last week:
02/15/22 – 12:00 PM – 10/10 – Tarin
“Had been trying to connect with this prospect for almost a year now! Great job Tarin on getting in contact and more importantly great job on booking this meeting.”
02/17/22 – 8:19 AM – 10/10 – Garrett
“Garrett does a great job setting these up – customers always seem willing to talk and engaged; must be a testament to the way he positions these calls.”
02/17/22 – 7:56 PM – 10/10 – Jacob
“Home run. They have a new CEO who is very “brand forward” and is interested in a process just like we do. We are talking to a larger group next week.”
The Impact of Academy
We’ve spent the last 20 years cultivating a team of highly productive and competitive SDRs through repeatable trainings that make prospecting best practices stick. Since opening memoryBlue Academy to our network, a whopping 12% of our existing Academy customers saw so much improvement that they decided return, sending additional sales team members through training.
Expert facilitators take SDRs through two days of foundational bootcamp and 6 weeks of comprehensive team and one-on-one coaching. With 8 foundations sessions, 25 daily huddles, 25 call evaluations, and 6 comprehensive reports, SDRs leave ready to crush quotas and fill pipelines. Match that by sending the Sales Manager to our 12-week Sales Leadership Intensive, and your entire SDR organization will be prepared to hit the ground running.
Enter the Academy Sweepstakes:
