memoryBlue Insights 3/14/22
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.
We love an opportunity for a little friendly competition in the name of productivity. memoryBlue teams across the company are in the throes of our 3rd annual March Madness competition — a seven-week event focused on beating booking goals and topping the scoreboards in occurred meetings.
Aside from yielding impressive stats, fun initiatives like this one promote team building and drive our company culture, a significant factor in hiring and retention efforts.
Notable Numbers
- Only half way through March, teams are at an average of 114% of their monthly booked meetings goal — The memoryBlue madness competition is pushing teams to outpace each other early.
- It takes on average 9.45 conversations with prospects (CWPs) to book a meeting in March — This is trending lower than February’s average of 10.51 CWPs for one booked meeting.
- The average lead score across all booked sources last week was 7.86 — This is trending higher than 2021’s average, especially for leads booked by email.
Highlight of the Week
Hearing from a client that one of our SDRs is regularly hitting it out of the park never gets old. Our cloud-based communications client gave SDR Tommy some awe-inspiring praise for his consistent and thorough work.
The positive feedback starts enthusiastically,
“Tommy, whoever taught you how to do your job as a SDR should get a promotion and be applauded.” Continuing the sentiment with statements like, “This is 100% the level of effort and work that will propel you to an AE position!”
Our team loves seeing kudos from a client directly to an SDR – it gives the SDR a reason to keep elevating their skills and enables them to help other SDRs around them to replicate good habits and practices. Great job, Tommy!
Spotlight on Training
This past week, Jake Einwechter, Boston Client Delivery Manager, ran a team training about ways SDRs can develop the mindset of a top performer. How you practice and implement guidance directly affects how you grow and develop. Practice sessions should always include call breakdowns, with subsequent role plays to address your areas of difficulty.
Einwechter suggested finding a pre-blitz ritual like listening to music, taking a walk, or getting a coffee. It’s important to set strict parameters to minimize distractions and maximize productivity. But it’s not just what you do; it’s who you surround yourself with. Team culture is paramount because a supportive and instructive environment makes getting in the zone easy.
Lead Scores
These client-based lead scores hit the mark last week:
03/07/22 – 1:27 PM – 10/10 – Ebony
“Great booking! Prospect had done some research before the meeting and had a lot of useful information to share about the district.”
03/07/22 – 4:47 PM – 10/10 – Ethan
“Ethan did a great job qualifying the lead and giving me some background information to run the call. I appreciate it!!”
03/08/22 – 1:11 PM – 10/10 – John
“Prospect started the call by saying they were very eager to speak with us, so that goes to the quality of the job John did tying our solution to some pain they’ve been feeling. There was lots of head nodding and agreeing throughout the call which is always a great.”
memoryBlue March Madness
Modeled after the NCAA March Madness tournament, memoryBlue Madness sets out to engage SDRs within teams across the company. We begin by seeding teams by performance into a 32 team bracket.
With 30% of the weekly score made up of the percentage of booked meetings, and the remaining 70% calculated by the percentage of occurred meetings, the competition is hot. There can only be one winner — and the stakes are high. The winning team will receive $10,000 to put towards a team experience of their choosing to reinforce the importance of great team culture.
It’s always exciting to see our teams rising to the occasion and overachieving. A positive atmosphere that fosters their competitive spirit and drives performance has a lasting impact on not only the SDR experience, but also the client experience.
