memoryBlue Insights 3/20/23
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 our diverse and expansive network of clients and take a look at Rob Gonsalves’ approach to overcoming objections.
Notable Numbers
- 7.78 – Average lead score MTD. This is tracking higher than our current Q1 average of 7.56.
- 42 – Number of mB Hustlers added to our Alumni Network QTD. Whether our employees have completed their contract, gotten hired out, or have been placed through our rising stars program, they get added to our expanding network of talented sales reps in the high-tech industry.
- 10% – Percent increase of memoryBlue Certified Hustlers this year so far. As we continue to run fully booked Academy sessions, it is so exciting to see each cohort finish our six-week long program and become certified with all of the information and experience they need to succeed in sales!
Highlight of the Week
As sales representatives for an outsourced sales firm, mB SDRs are given exceptional opportunities to represent companies in all kinds of industries. This not only allows them to explore different interests, but also provides the chance to discover areas of business that they may never have been exposed to without our vast network of clients!
SDR Ahmed’s work with his client in robotics is an excellent example of this. The client is more niche and therefore caters towards a narrower field of prospects, which has given Ahmed the chance to really dig deep to understand the ins and outs of their mission, their technology, and their company as a whole. The more he has learned and explored the industry, the more relevant his leads have been. In fact, thanks to Ahmed’s hard work, his client has already closed three deals from mB leads in under 90 days!
Weekly Training
Sales Manager Rob Gonsalves shared his wisdom on the topic of objections, which according to him should actually be welcomed and anticipated rather than dreaded.
The secret to hedging objections rather than crumbling under them is to ask questions! The more questions you ask the more helpful information and context you’ll be able to utilize in overcoming any argument thrown your way. From there Rob explained how you’ll be better set up to close and schedule a meeting with them because of the specific problem discussed or the argument they raised, rather than in spite of it!
Lead Scores
These client-based lead scores hit the mark last week:
3/15 | Dylan
“I’d give this one a 100/10 if I could. Exactly the type of company we’re going after, and Dylan got me a meeting with their President. We had a great conversation – perfect lead!”
3/15 | Amaya
“Probably the best call I have had set by memoryBlue – both DMs and asked buying questions!”
3/16 | Clayton
“Clayton hit the nail on the head with this company and prospect. We had some good intel going into the meeting and it will result in a site visit in 2 weeks!”
