memoryBlue Insights 3/28/22

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.

Some use bad connection rates, tough prospects, or difficulty navigating different time zones as excuses. For memoryBlue SDRs, these challenges provide opportunities to get creative with a strategic approach.

We’re a team filled with individuals chomping at the bit to defy the odds and deliver outcomes that roll over any perceived roadblocks.

This week we’re shining a light on SDRs rising to the occasion and some of the core training initiatives that give them a leg up on the competition.

Notable Numbers

• March’s average lead score across all booked meeting sources is 7.8. Each month in 2022, this average is trending upwards, starting at 7.5 in January.

• Last week’s hold rate for meetings booked by email was 80.5%. Email hold rate is 20% higher than meetings booked by phone or LinkedIn.

• 138% is the average March quota attainment of the top 50% SDRs. With less than a week before March closes out, our team is showing their Hustle.

Highlight of the Week

Since his start seven months ago, SDR Mac has delivered jaw-dropping results, deserving of his company-wide moniker, The Machine. In the last two months, Mac broke Seattle office booking records and set his own records, only to break those too.

Discovering a low connection rate in the market you’re targeting could be an excuse for some, but excuses don’t drive Mac’s results, determination does. In a single week, Mac booked 8 out of 9 total Conversations with Prospects (CWPs), and of his 15 CWPs this month, 13 resulted in booked meetings, giving him an 87% conversion rate — nothing can stop Mac The Machine.

Spotlight on Training

Booking the meeting is only the tip of the iceberg, but now it’s time to warm things up with strategic prospect follow-through. Austin Client Delivery Manager Jordyn Abraham ran a team training focused on effective touchpoints to ensure prospects show up to booked meetings.

Abraham took the team through a 3-step approach to build rapport and credibility, solidify prospect pain, and keep the meeting top of mind. After confirming an accepted calendar invite:

Touchpoint 1: Follow-up with useful information

Touchpoint 2: Reach out with a friendly reminder about the upcoming meeting

Touchpoint 3: Add the Zoom link the night before or morning of the meeting

The team evaluated real-life examples of this prospect cadence, identified ways to customize these touchpoints for their prospects, and are gearing up to turn cold leads hot.

Lead Scores

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

03/21/22 – 8:59 PM – 10/10 – Luke

“Prospect is the right persona, understood what we were looking to achieve on this call, and agreed to a next step. Can’t ask for more than that!”

03/22/22 – 3:38 PM – 10/10 – Sarah

“Sarah did a superb job. Right person, right time, right opportunity. Perfect score.”

03/23/22 – 3:39 PM – 10/10 – Nicole

“This was the perfect prospect and buyer!!!! Nicole got the right title and qualified this lead!”

Top-Tier Results Against All Odds

When the going gets tough, the game plan is everything. Whether confronted with fewer CWPs, tough objections, or a lower hold rate, SDRs need to arm themselves with the right tactics to get things done.

memoryBlue SDRs don’t shy away from hard work, and they don’t like to lose. By training SDRs on the most common challenges, they have a play for almost every scenario. And when they’ve used up everything in their playbook? They strategize to create new plays.