memoryBlue Insights 4/4/22

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.

There is nothing better than seeing our clients benefit and our SDRs succeed, so we aim to give SDRs everything they need to excel. Sales is not a 9-5 kind of career, it’s not for the easily discouraged, and it’s definitely not for the lazy. And even with all the raw talent in the world, you need support, guidance, and a network of people to meet your full potential.

This week we dive into our training initiatives that keep our SDRs at the top of their game and spotlight the astounding results they deliver when their hustle is high.

Notable Numbers

• In March, clients scored 70% of leads. Lead scores provide real feedback to help SDRs deliver the most valuable meetings.

• Q1’s average lead score across all occurred meetings was 7.72. The lead score average is climbing from 7.56 since 2021 Q4.

• March’s conversion rate of conversations with prospects (CWPs) to booked meetings was 9.2%. SDRs are booking meetings nearly every 10 conversations.

Highlight of the Week

After a company-record-breaking 12 booked meetings in a single day, you can understand how Sales Development Executive Carlos earned his nickname, “The Library.” The numbers only get more impressive; with six booked meetings the day before, Carlos locked in 18 meetings in a two-day period.

After 208 dials, 21 conversations with prospects (CWPs), and 12 booked meetings, Carlos had a 50% conversion rate. It is safe to say that Carlos exemplifies hustle. He joined memoryBlue just shy of a year ago, elevating from SDR to SDE in only 5-months. He’s pushing the limits, and we can’t wait to see what he does next.

Spotlight on Training

This past week, DC Client Delivery Manager Nick Manuelli held an inspirational team training about the power of a positive mindset. Sales is an exciting career path where you get out what you put in. It requires a resilient personality, a thick skin, and an inherent determination to succeed.

It’s also a job that can be emotionally taxing. Mental well-being needs to be maintained for SDRs to thrive and keep momentum.

Manuelli suggested that SDRs take stock of the countless resources available to help keep them thinking positively. Lean on teammates, managers, and mentors when things start feeling frustrating. Team huddles and call reviews serve as perfect opportunities to get helpful feedback and create camaraderie.

The team was encouraged to make daily checklists, find ways to decompress, and find a personal win each day, no matter how small.

Lead Scores

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

03/29/22 – 5:51 PM – 10/10 – Dominick

“memoryBlue continues to provide the highest quality leads of any organization like this I have ever worked with.”

03/30/22 – 12:52 PM – 10/10 – Juliette

“Great lead! The information provided beforehand was really helpful. I’ve given access to my personal document that Julie can add notes to as well as the email she sends with the lead information.”

03/31/22 – 10:42 AM – 10/10 – Sam

“This was a dream meeting – prospect ended up doing his research prior to the meeting and was already very bought into the program.”

HUSTLE In Action

You can’t predict everything, but by building a comprehensive plan of attack, you can better bypass unforeseen roadblocks and book qualified leads. Top competitors, like Carlos, put meticulous game plans together. Carlos says:

“List building during the day takes time away from business admin and outreach. By list building the night before, you not only increase dial connections, but you get a sense of how to tailor your tone to each prospect. Then it’s all about sorting the list from contact accuracy to time zones.”

We feel an overwhelming amount of pride when our team goes above and beyond to surpass even the highest expectations and create opportunities for our clients.