memoryBlue Insights 2/27/22

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 discuss our commitment to building a strong pipeline for each client as well as the power in possessing a “champion mindset” as an SDR.

Notable Numbers

• 14.9% – Last week’s percentage of meetings booked by email. This is tracking slightly below our current Q1 percentage of 17.2%, with phone calls still remaining our primary source of booked meetings.

• 82% – Email’s hold rate percentage QTD. While email isn’t our primary source for booking meetings, we find that our meetings scheduled via email have remained the most likely to occur.

• 65.7% – LinkedIn’s hold rate QTD. This is tracking below LinkedIn’s hold rate of 76.2% last quarter, but still remains the second highest hold rate.

Highlight of the Week

When you sign with us, you’re not paying for a few “shot in the dark” meetings, you’re investing in our team’s ability to find you well-fitting, quality leads. Leads with pain points and needs that can be perfectly targeted by your product or solution.

We’re excited to share one excellent example of SDR Mike doing just that. He didn’t just book a meeting, he diligently sourced out a lead and gave them the opportunity to connect with a prime prospect and demonstrate why their services in tech business consulting would be incredibly helpful for the prospect’s situation. That meeting ended up resulting in a huge win with the prospect deciding to switch from their current system to Mike’s client’s system! An amazing look at the way our SDRs work tirelessly to aid their client in building out a quality clientele that will last for the long-term.

Weekly Training

DM Gage Smith gave a motivating Wednesday training on the “Champion’s Mindset” and how it can majorly influence one’s growth, improvement, and success while in their sales career. As a former Cavalryman in the U.S. Army, Gage can personally attest to the power and potential that is unlocked through this mentality!

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:

2/24 | Emily

“Best opportunity brought to us to date. Perfect customer. Multiple use cases. [Prospect] is in a position to make decisions, so that makes him a great contact.”

2/22 | Tyler

“Quote from Ben – Associate Vice President at Honor Health: If I’m ever in a Sales Management position or open my own shop, Tyler would be my first hire.”

2/20 | Andrew

“Andrew provided great insight about what his client was looking for and made an introduction the same day. I really appreciate the time that Andrew took to ensure that I was best prepared for our meeting.”