memoryBlue Insights 2/28/22
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.
For memoryBlue, hustle means never allowing anything to deter our persistence or derail our competitive drive. This past week, sales software Frontspin experienced an uncharacteristic outage that left sales teams everywhere temporarily without this principal tool.
Our solution-oriented team snapped into action — calling prospects with cellphones, sending rifle-shot emails, booking meetings despite these unexpected difficulties, and even holding a triple-blitz the following day when Frontspin was up and running again.
Check out some of our standout hustle stats in our Highlight section below.
Notable Numbers
- We saw a 9% increase in total booked meetings last week — Our team increased their efforts at the end of the month and booked more meetings this week compared to the week before.
- Booked meetings sourced by calls so far in 2022 is at 77%. — The portion of booked meetings sourced by calls is trending higher than 2021’s 75% average.
- Occurred leads scored in February is at 78% — Scored leads give SDRs feedback on their occurred meetings, guiding them to provide better-fit leads to our clients.
Highlight of the Week
Sales acceleration technologies sometimes have outages, but memoryBlue remains dedicated to keeping hustle high.
After over two decades of experience, we’ve seen a direct correlation between the specific things SDRs do to achieve results and the actual results themselves. We created an equation — called Hustle — to account for overall SDR effort, not just booked meetings. The equation is as follows:
Even with unexpected obstacles, the hustle was strong. Coming out of our Boston office, Delivery Manager Danielle DellaPenna’s team hit a hustle score of 100.3%. In Denver, Delivery Manager Gia De Choudens’ team came in strong with a hustle of 128.6%. Out of DC, Delivery Manager Sierra Thomas’ team racked up a hustle score of 131.75%. And PPM Delivery Manager Michael Kastler’s team crushed hustle with a score of 142.9%.
Delivery Manager Vincent Gorgone in DC reported that every single member on his team locked in at least one meeting for their respective clients.
Spotlight on Training
Client Delivery Manager Julia Fitzgerald held a training this past week about the importance of a strategic method for list building. Taking extra time to do thorough research will save more time overall and yield higher success in the long run.
Fitzgerald covered best practices for building Ideal Customer Profiles (ICPs) and buyer personas. She challenged the team to dig into how each persona connects to client solutions — What specific problem are they solving? And, what differentiates this solution from competitors?
Fitzgerald explained Information should be researched through multiple sources when qualifying a prospect for outreach. Zoominfo, LinkedIn Sales Navigator, company websites, or even a simple google search are just a few resources SDRs should cross-reference when building prospect lists. Analyzing every detail of the first step of prospecting and having plans for maximizing quality leads gives our clients a strategic edge in the marketplace.
Lead Scores
These client-based lead scores hit the mark last week:
02/21/22 – 10:29 AM – 10/10 – Nick
“This was a tough group to get into, and we’d been working it for some time. Nick’s tenacity and persistence paid off with a great intro call with our enterprise sales rep.”
02/23/22 – 2:50 PM – 10/10 – Caitlin
“Caitlin is always spot on. I like the fact that she does a warm hand-off between us and the prospect so the start of each call is not awkward at all. Caitlin is the bomb.”
02/24/22 – 11:17 AM – 10/10 – Quinn
“I think this was a great call! Quinn was super helpful jumping in from time to time with the customer to catch anything I may have missed. I’m ready for the next one.”
Keeping the Hustle High
Our team’s desire to win and deliver for our clients will not allow us to sit idly by when confronted with a challenge like our sales software being down. Last week, it was exciting watching our teams double down on their efforts and adapt quickly. We are immensely proud of our go-getter SDRs for fighting complications in stride and continuing to feed client pipelines.
Roadblocks will arise from time to time, but it should never be a reason to disrupt productivity. It’s in these moments that the resilient and resourceful will rise to the occasion, using these unexpected hiccups as opportunities to find alternate routes and drive results regardless.
