memoryBlue Insights 3/6/23

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 discuss our PPM team’s commitment to hustle, and a valuable cold-call strategy known as an “upfront contract”.

Notable Numbers

• 88.27% – Our PPM Hustle percentage in February. PPM is our “pay per meeting” SDaaS offering, and our PPM team continues to finish on top for the highest hustle! In fact, they convert a meeting every 5 calls!

• 67 – Number of Academy Attendees in Q1 so far. Our Academy cohorts continue to be booked with both internal employees across the country as well as external clientele!

• 7.52 – Average Lead Score QTD. This is tracking similarly to our overall lead score last year. Please continue to prioritize scoring each lead so we can best serve you and adjust as needed!

Highlight of the Week

Sales Development Executive Ryan on our PPM team is bringing phenomenal hustle to his role and receiving excellent feedback to prove it. While it can be tempting for an SDR to sit back and relax after sourcing a lead and expect their client to manage the rest, Ryan does no such thing.

He has remained as attentive and helpful as he can be to ensure that his client in cybersecurity health tech is kept up to speed on all information relevant to his prospects. His well-fitting leads are always accompanied by meticulously detailed lead write-ups to ensure his team is fully prepared for their meetings. According to one of his client’s AEs, Ryan’s recent leads have gotten “10 thumbs up!” and been considered solid “sales qualified leads” to start the week!

Weekly Training

According to DM Izzy Hughes, utilizing an “upfront contract” may be your new secret weapon when conversing with highly qualified prospects.

It begins with understanding the three different motivations behind your questions: getting details, expanding the conversation, determining impact/pain points. From there rather than prioritizing your close, prioritize these different types of questions with a clear idea of where you want them to lead. This allows you the time to get necessary details and pain points, present your prospect with the benefits specific to them and their situation, and ultimately close once it naturally fits into the call and your prospect has a solid reason to accept the meeting.

Lead Scores

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

3/2 | Jordan

“Great engagement with Jordan. Love the warm hand-off and her attentiveness during the meeting, while letting me do the talking. The little details make a huge difference. Thanks.”

3/2 | Brittney

“Brittney listened to directions on who we wanted to talk to and found the perfect individual for us. Good Job!”

3/2 | Ethan

“HUGE SHOUTOUT TO ETHAN. We originally spoke with another stakeholder in the company who gave us a contact to reach out to. Ethan worked for at least 2 months through constant reschedules by both the company and the contact.”