memoryBlue Insights 5/16/22

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.

Technology allows us to reach new heights and explore uncharted territories. In such a competitive industry, navigating the waters of innovation can make prospects apprehensive about branching out. Our dedicated sales professionals aim to put prospects at ease and build a positive rapport, establishing the trust needed to move forward.

This week, we take a detailed look at our prospect approach in the cyber security space, share a big win in Q1, and examine the 6-types of questions that sell.

Notable Numbers

• 61% of leads have been scored by clients in May. Keeping this percentage high ensures our SDRs are getting critical feedback on booked meetings, improving the meetings they secure in the future.

• The average lead score in May is 7.53. Lead scores are another metric for SDRs to improve over time, narrowing their focus on best-fit prospects based on client-provided feedback.

Highlight of the Week

DC-based Client Delivery Managers Sierra Thomas and Maria Pineda, and Public Sector Delivery Manager Izzy Hughes ran a jaw-dropping campaign for one of our prominent cyber security clients that provides real-time, trusted cyber asset intelligence. Together they built $4 million in pipeline for the cyber client’s AE team in just the first quarter of 2022.

The teams made huge gains in both the commercial space and the public sector, including moving four Fortune 500 companies into the client’s active pipeline. We’re constantly growing and finding the best approaches for breaking into this highly competitive marketplace, and the results speak for themselves.

Spotlight on Training

This past week, Seattle Client Delivery Manager Hailey Slaton ran a staff training that broke down 6 types of questions to ask a prospect and what they aim to achieve.

1. Educational: expand prospect knowledge

2. Lock-On: build on what a prospect shares

3. Impact: explore outcomes, results, and consequences

4. Expansion: getting the prospect to elaborate

5. Comparison: find ways to differentiate yourself

6. Vision: paint the picture of what could be

Slaton’s presentation broke down each question type with examples and instances for use. SDRs can drive discovery by asking the right questions in the right ways. Slaton challenged the team to problem-solve with prospects rather than simply asking them about their problems. Put yourself in the prospects’ shoes, understand the concerns they have and the responsibilities they face, and listen to what they’re saying.

Lead Scores

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

05/10/22 – 3:52 PM – 10/10 – Rane

“Best lead/intro call yet. Right persona and right person! Rane did an excellent job on this one.”

05/13/22 – 11:52 AM – 10/10 – Brandon 

“Home run! Two engaged leaders on the call both with distinct use cases. We’re a perfect fit for the first and have some elements for the second.”

05/13/22 – 4:49 PM – 10/10 – Cedric 

“Cedric did a great job on getting us in with a large company! They’re currently working to get us added to the vendor list for 2022. Keep up the great work :)”

Hacking Cyber Security Sales

The cyber security space presents SDRs with high-level challenges. Locking in a meeting requires demonstrating to the prospect that you’ve done your homework, on them, their pains and needs, and the solutions. Understand the prospect — their business, concerns, risks — and stay on top of current events, trends, and hacks.

Actions speak louder than words; follow up and follow through. Understanding this audience requires patience and the right attitude. By developing a structured cadence of outreach, you can establish your reliability and keep yourself top of mind. Delivery Managers like Sierra, Maria, and Izzy encourage their teams to focus on building trust and communicating with empathy and confidence.