memoryBlue Insights 3/27/23
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 the power in going above and beyond the clear cut SDR role and briefly review our most recent blitz battle from our Seattle office.
Notable Numbers
- 6,306 – Total number of Conversations with Prospects last week. We train our SDRs to make their calls effective and efficient when they do get the opportunity to speak directly to their busy prospects.
- 85.4% – Email’s hold rate QTD. This is tracking similarly to last quarter and solidifies email’s ranking as our strongest way of sourcing meetings that occur.
- 16.7% – Percent of meetings booked by email QTD. This is tracking higher than Q4’s percentage of 15.3%, but still tracks far below our primary source for booking meetings: cold calling.
Highlight of the Week
The unpredictable nature of sales can often be seen as a drawback, but we at memoryBlue reframe it as a window of opportunities. One SDR in particular, showed what’s possible when you take the initiative to serve your client through every twist and turn of a sales cycle.
On paper, an SDR’s job might boil down to booking meetings, however a true salesman like SDR Steven will be ready to take action in any scenario or circumstance. Steven had already booked a meeting with a prospect based on their interest in the primary product he discussed with them. However, when the meeting occurred it became apparent that they had also interest in his client’s additional product line. Instead of sitting back knowing his part of the deal was done, he jumped on the opportunity to set up this next meeting and locked in everyone else who would be involved to make sure the opportunity wasn’t lost!
Blitz Battle
Over the past couple of months, we have seen an upshoot in company morale through our blitz off battles among leadership! Not only has this been an exciting series of competitions to spectate, but it’s also a phenomenal way for our SDRs to learn from some of the best as they see various managers and directors going through the process of calling in real time.
Last week the blitz battle series made its way to our Seattle office, as Managing Director Kyle Gross and Delivery Manager Bryanna Schreiber went to head-to-head on the phones. They each set a gr
eat example as they scoured LinkedIn to make sure they were speaking with the right person/company, utilized gatekeepers to their advantage, and had long, fruitful conversations with those they were able to reach! A perfect demonstration of how the power of a blitz is in cranking out dials and going straight for your ideal persona rather than beating around the bush!
Lead Scores
These client-based lead scores hit the mark last week:
3/22 | Tanner
“Tanner did an incredible job of being persistent and friendly with this prospect. He arranged a call and made great use of my time. This is a 10/10 lead.”
3/22 | Micah
“One of Micah’s best meetings ever. Perfect company, persona, and timing. Great work!!”
3/23 | Andrew
“Andrew was super helpful and detail oriented. Love this lead! Thank you so much!”
