memoryBlue Insights 2/6/22

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 the crucial link between SDRs and pipeline generation as well as recap a training to help adjust your perspective and excel in sales.

Notable Numbers

• 29.2k – Connections with Prospects in January. Getting someone to take the call is half the battle, but our meticulous list-building strategies help to ensure our cold-calling never goes to waste!

• 64% – Percent of Leads Scored in January. We want to thank those of you who continue to give your feedback on each lead and want to remind you to continue to do so as it helps us best serve you!

• 16.96% – The percent of meetings booked through email QTD. While cold calling is our primary strategy, our SDRs still put hard work into carefully crafted emails to ensure they’re staying in touch with prospects and holding onto leads.

Highlight of the Week

As we reflect on the work our SDRs have done for their clients throughout 2022, we couldn’t let SDR Luke’s efforts go unnoticed. After beginning his sales career with memoryBlue just last summer, Luke has quickly proven his ability to generate pipeline for his supply chain technology client.

Just a couple months ago, Luke sourced a lead for his client that resulted in an opportunity of $180k! While SDRs are not the ones closing the lead, Luke’s work demonstrates the way SDRs create opportunities and serve as that critical catalyst at the beginning of each potential contract.

Weekly Training

Last week’s training was packed with some hard-hitting wisdom from DM Michael Marrero. It’s no secret that adversity is inevitable in sales, but Michael ran through how to retrain your brain to better handle the challenges and reach your goals.

The following three principles are his secret to not letting obstacles hinder your success:

1. Self-Accountability: Sales comes with a lot of independence that requires a certain level of motivation and      self-discipline to make sure you’re staying on track and reaching your full potential.
2. Self-Reflection: Sulking after a bad call does nothing but waste your time, whereas self-reflection allows you to learn and grow from each experience.
3. Perception: Adjusting your perspective to expect roadblocks rather than be surprised by them, in and of itself will better prepare you to deal with them.

Lead Scores

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

1/30 | Ross

“Ross is the best BDR I have worked with in 20+ years of selling. A clear and concise communicator, with professional demeanor in front of all customers.”

1/30 | Matthew

“Great lead, we had a 40 min call, the gentleman will probably buy. Matt handled the language barrier well and was persistent and professional with his outreach to make the meeting happen.”

1/30 | Toni

“Great contact/good title, great call notes, great job getting them rescheduled.”