memoryBlue Insights 4/25/22

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.

The tech industry constantly evolves, bringing us exciting ways to solve problems and make life easier. Our clients bring sophisticated solutions to this ever-growing and highly-competitive marketplace. It may be surprising to some, but reaching people who stand to benefit most from those solutions can be as simple as picking up the phone.

While simple, picking up the phone and pulling pain, creating the need, and delivering value isn’t as easy as it seems. This week we demonstrate the effectiveness of cold-calling using proven strategies and dig into the nuances of the close when booking meetings.

Notable Numbers

• There has been a 32% increase in staffed Delivery Managers since Q3 2021. Our SDR management team has grown from 38 across our six offices to 50 in six short months.

• 77% of meetings were booked by phone last week. Cold-calling dominates as the primary source of booked meetings for memoryBlue SDRs.
• Only 23% of meetings booked are sourced from a client-provided outreach list. For the other 77%, booked prospects are list-built by our team, through curating a targeted list using intensive research.

Highlight of the Week

We recently launched a High Roller blog series to feature memoryBlue sales professionals carving unique paths to noteworthy success. In our latest blog of the series, Pay Per Meeting (PPM) SDE Deng Phua is featured talking about the astounding legacy he has created over his almost three years at memoryBlue.

With stats like 30 consecutive months of exceeding quota and most meetings booked in a month/year, Deng has taken up residence at the top of the leaderboard. In Q1 of this year, he’s exceeded quota by over 500%. As if that weren’t impressive enough, Deng relies 100% on cold-calling alone to book all his meetings. Check out Deng’s story to see why the phone proves the most effective when booking prospects and building client pipeline.

Spotlight on Training

This past week, DC Client Delivery Manager Trey McDyre ran a staff training to highlight the important distinctions between booking for a prospect vs. booking for a rep. After introductions, exploratory questions, and relevant value add, the SDR must now frame the close in a way the prospect will be most receptive.

McDyre presented the team with example phone calls and highlighted things to pay attention to when booking for the prospect vs. booking for the rep. If the prospect’s need or fear is obvious, the close will be ‘you’ centric, meaning the prospect takes the meeting because of a connection between their need and the solution. When the prospect has a need but the connection is still being made between the need and the solution, SDRs will book for the rep. In that case, the SDR should gather the pains and any information that helps apply the solution to that need in the booked meeting. Booking for the rep gives the SDR an opportunity to position the prospect as the subject matter expert with valuable experience and information.

Lead Scores

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

04/18/22 – 2:43 PM – 10/10 – Malcolm 

“Prospect is highly qualified: the right type of company, right size, and the right persona. Thank you!”

04/20/22 -10:08 AM – 10/10 – Alyssa 

“Alyssa did a great job qualifying this prospect for the discovery call. She provided enough information to both confirm with the prospect and open the door to understand the ‘why’ of our service.”

04/20/22 – 4:07 PM – 10/10 – Mary 

“This was the perfect prospect. He came into the meeting engaged and willing to collaborate. My only wish was that we had more than 30 minutes as the convo was very productive!”

The Power of the Cold-Call and List Building

memoryBlue SDRs work from day one to perfect the art of the cold call. The truth is: cold calling is only dead for those who don’t know how to effectively deliver value, live, on the phone.

A 2021-2022 report from Finance Online shows that 86% of buyers book meetings with salespeople who began the interaction with a cold call. Our data shows that, in 2022, 77% of all memoryBlue booked meetings were booked via cold-calling. Lead-booking champ Deng Phua logs up to 200 calls a day to hit his record-breaking quota attainment of 500% and implores us to:

“Think about it; as more and more interactions become automated, cold-calling will be the most difficult outreach method to replicate. It’s impossible to build genuine rapport and trust with a bot, and sales are dependent on both.”

Cold calls are only as effective as the skill level of the SDR. This is why our SDR training program emphasizes the need for SDRs to be best-in-class at turning cold calls into warm connections, no matter the tech solution.