memoryBlue Insights 3/7/22

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.

It’s arrived — the AA-ISP Leadership Summit kicks off tomorrow, March 8th, in Chicago, IL. The starting-day line-up features our Head of Sales Nimit Bhatt talking about the strategies that enabled us to hire, onboard, and train over 550 SDRs from coast to coast in 2021.

With over 1,000 professional sales executives and leaders taking part in keynote presentations and break-out sessions, the next three days are sure to deliver countless industry insights our team hopes to implement when they return.

Notable Numbers

• The hold rate is at 87.7% for meetings booked by email in 2022 — Email hold rate is 10% higher compared to bookings by phone or LinkedIn.

• The average lead score last week was 7.9 — After hovering around a lead score average of 7.7 in 2022, the average increased last week to 7.9.

• The connection rate was 5.2% when calling prospects —Last week, SDRs had the highest connection rate in 2022, giving them more “at bats” with prospects.

Highlight of the Week

In 2021, we learned the secret to success in scaling an SDR team involves investing in hands-on training and coaching for both the SDRs and their leaders. In honor of our sponsorship at AA-ISP, we’re giving you the chance to win private, customized SDR training for up to 20 people on your sales team and one seat in our Leadership Intensive, but the window of opportunity is closing soon.

To be eligible, you must have a team of 5+ SDRs and at least 1 SDR/Inside Sales Manager. 

Throw your hat in the ring BEFORE 10 AM on March 10 to be in the running. The winner will be drawn at 10:30 AM, March 10.

Spotlight on Training

This past week, Joe Trapasso, Director of Talent for memoryBlue Direct Hire, delivered a team training suggesting SDRs avoid getting lost in “what” a solution does, and instead focus on “why” the solution came to exist in the first place. Trapasso implored SDRs to identify the pain that triggered someone to create a solution by answering the following questions:

1. What’s happening in your client’s industry?
2. On what specific problem or opportunity does your client focus?
3. How is your client capitalizing on the opportunity or addressing the problem?
4. What differentiates your client in the marketplace?

Trapasso explained the power of making a solution’s “why” the foundation of how SDRs conduct calls with prospects – it helps prospects understand its unique value add. Aligning your solution with prospect pain is natural when you understand the solution from the inside out.

Lead Scores

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

02/28/22 – 2:14 PM – 10/10 – Sarah

“Sarah found a great contact at an existing customer that is interested in how we can be applied to their area of business. This was very helpful as we gather support for the upcoming Enterprise Agreement.”

03/01/22 – 3:21 PM – 10/10 – Will 

“Will did it again! He’s an absolute animal. First of all, the lead was fully qualified – 100k + website sessions, 100k email subs, proper integrations, and was already teed up for the new platform fee which we implemented today. I still can’t get over how Will single-handedly                                               creates a beast of a pipeline for me to sign. Shoutout to this guy!                                                           LET’S GO WILL!”

03/02/22 – 4:35 PM – 10/10 – Casey 

“Casey called the right person and set the right posture for the meeting. Meeting produced two qualified opportunities and a possibility to form a new long-term relationship with the organization. Fantastic results!”

Finding and Retaining Top Talent 

Head of Sales Nimit Bhatt will speak on March 8 about hiring and scaling sales development teams quickly — a massive challenge if you haven’t created a clear onboarding strategy.

Companies are working harder than ever to find, hire, and retain great sales talent. What separates a company from the rest is hands-on training and coaching, inter-office competitions that drive employee engagement and performance, and a true investment in elevating careers.

If you’ll be at AA-ISP’s Leadership summit, make sure to check out Nimit’s breakout session to learn how your organization can win the war for high-performing sales talent. We hope to see you there!