memoryBlue Insights 4/11/22
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.
Elevating people is our tradition. We designed our entire business model around setting the next generation of sales talent up for success. Provide the opportunities and create fun incentives, and our SDRs repeatedly step up to the plate and hit it out of the park.
This week we reveal the memoryBlue Madness outcome, talk about the importance of professional persistence when reaching out to prospects, and celebrate our most recent and well-deserved elevation.
Notable Numbers
- 72% percent of meetings were booked by phone last week. Phone continues to be the highest producing channel for booked meetings.
- 85.7% percent of SDRs hit 80% of their quota pacer or above only a week into April. Of this 85%, more than 3/4 continue to be on pace to exceed their quota.
- April’s ratio of conversations with prospects (CWPs) to books is 10.3:1. In April, it’s taking on average ten conversations to book a meeting, up from March’s 8.4:1 ratio.
Highlight of the Week
The winner of the final round of memoryBlue Madness was announced last week, earning a $10k team experience. Teams Moore & Doherty dominated the Dial leaderboard, with their SDRs taking over 7 of the 10 spots. Down to the very last minute of the competition, both teams were gunning for the top spot.
By a margin of only 3.1% — a difference of only ONE occur — Team Moore came in for the win. Both teams ended up having the two highest weekly scores of any team in the entire tournament. Take a look at some impressive numbers:
- Hustle: Both teams increased their average hustle score for the month by over 10% from February
- Results: Both teams raised their average quota attainment by 37.4% from February to March
- Quality: Throughout the month of March the two teams averaged a lead score of 7.6
Amazing work by everyone. And congratulations to Team Moore in this truly hard-fought battle.
Spotlight on Training
This past week, Silicon Valley Client Delivery Manager Alexander Rankin ran a training about professional persistence. Make sure you’ve covered the basics, check your research, and always add new value when you approach from a different angle.
Rankin used fun analogies to reinvigorate SDRs and demonstrate the impact of sticking with it. He advised practicing a new approach before prospect follow-up and using feedback from peers and managers. SDRs are successfully booking meetings with qualified leads after an average of 10 conversations, so he encouraged SDRs to not give up. Lean on every resource to gain information and take ‘no’ as an opportunity to learn more.
Lead Scores
These client-based lead scores hit the mark last week:
04/05/22 – 5:08 PM – 10/10 – Hanna
“Excellent meeting – Hanna passed me the mic right away so I could maximize the time, which was good since the customer was interested in 3-4 products and was technical, so I had to show a bunch of collateral – extremely good call – great work Hanna!”
04/05/22 – 5:59 PM – 10/10 – Madison
“Madison did a great job setting up the call. We had a difficult time reaching him and Madison was successful in connecting and moving the deal forward. She is a pleasure to work with! I know our prospects feel the same way!”
04/06/22 – 10:20 AM – 10/10 – Jon
“Decision maker, with a need and a champion mentality. Already moved to a demo and she is looping in others. She even gave us another lead to go after. Great find!”
Elevating Champions
The competition to be March Madness Champion was stiff. Each time Team Moore made it through to the next-round, Moore encouraged them to hit reset and ramp up the energy; don’t get cocky but stay confident. Moore eliminated distraction with her mantra:
“Blinders on and foot on the gas. I motivated the team to maintain a clean game, exceed their normal expectations, and take ownership of their success. Winning would be because of THEIR hard work and be for something THEY wanted.”
Moore’s no-nonsense coaching style not only took her team to the top but elevated her in the ranks. After spending nearly three years coaching and growing her own team and helping expand our Boston herd, Emalene Moore earned her elevated title of Managing Director of our Boston office. We are so proud of her accomplishments and our team is excited to see her influence across the Boston Clients, Delivery Managers, and SDRs.
