memoryBlue Insights 5/15/23

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’re highlighting an SDR who played the long game perfectly and gave his client’s the tools to knock their meeting out of the park!

Notable Numbers

• 79.58% – Company hustle percentage last week.Our hustle equation accounts for dials, connections with prospects, and meetings booked so we can truly measure the work our team is putting in.

• 77.14% – Our 24-month max hustle percentage. This is an excellent point of reference to demonstrate the way our SDRs raised the bar last week by beating this record with a 3.16% increase!

• 19 – Number of SDRs elevated to Senior SDR YTD.Once an SDR meets their quota for 6 months they are then eligible to lead a company-wide training and write a blog post relating to their experience in sales, earning them the elevated position of Senior SDR!

Highlight of the Week

Sales is about playing the long game. With this in mind, SDR Drew persevered through a slower timeline and ultimately locked in an ideal prospect for his client. He began by following the steps of basic outreach, allowing him to identify some glaring pain points and dig into some deeper conversations right off the bat.

However, we train our SDRs to recognize that just because there’s a pain point doesn’t mean a prospect will be ready to pull the trigger right away. Rather than let that deter him, Drew remained consistent week in and week out, contacting her just enough to stay top of mind and build rapport without being overbearing. The result? By the time Drew was able to schedule her for a meeting, he had extensive and thorough notes to prep his Account Executive with, allowing for a productive and worthwhile meeting that was practically a done deal right from the start of the presentation!

Weekly Training

We love to create the kind of high stakes and competitive and exciting environment that the sales industry is known for within our company itself. With this in mind, our training specialists switched up last week’s Wednesday training with a “best close” competition led by Mae Rukstalis!

Each SDR was told to submit their best close from their afternoon of cold calling to be judged and ranked by some of our members from senior leadership. These mini competitions are an amazing way to give our sales reps an extra dose of motivation and accountability as they begin their afternoon dialing! In this case, our weekly competition ensured they were utilizing the closing techniques we train them with to wrap up each call in a way that would likely book a meeting for their client.

Lead Scores

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

5/12 | Anna

“One of the best discovery calls yet. Right size, right level, and right time. The write up was extremely helpful and gave me a really good direction to take the call.”

5/12 | Zack

“I’ve received a few leads so far and this one hit it out of the park. When cold calling, there is always a little luck needed and Zack landed an opportunity that has huge potential.”

5/9 | Mitchell

“Amazing call! Mitchell took stellar notes while booking it with the prospect to make sure I was fully prepared, and I appreciate more than you know the notes he provided to me after the call.”