memoryBlue Insights 5/2/22

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 skills and tactics of top-performing sales professionals can be learned, practiced, and refined. Our Prospecting Principles SDR training program exemplifies our core belief in maximizing potential with education and hard work. Weekly staff trainings, daily huddles, role-plays, and individual coaching support our culture of continuous growth and enable SDRs to build stronger pipelines for their client.

This week we share feedback from an industry leader, and the learning continues with staff training centered around unorthodox approaches to booking prospects.

Notable Numbers

• The hold rate of meetings booked in April closed out at 68%. The hold rate has stayed consistently around 65-70% in 2022, 2% lower than 2021’s average hold rate.

• The average booked meeting quota attainment of SDRs hired in March is at 91%. Our Prospecting Principles training enables SDRs to ramp to hitting quota in less than 3 months on average.

Highlight of the Week

Jonathan Owens, Vice President of Sales at Timerack, recently shouted out memoryBlue Account Executive Ben Faulkner for best cold email on a list of six stand-out sales engagements. He identified the traits that earned Ben — and the five other sales professionals who made the cut — his high rating:

1. They focused on his business, priorities, and concerns, all within his timeline.
2. They were direct, professional, and honest.
3. They were accessible. If needed, I knew where to find them and never questioned if they would be available.

Our training initiatives make our team top competitors in the marketplace, and we’re always excited to see them recognized in the industry. When sales leaders outside of memoryBlue praise the outstanding work our team does, it reinforces our methods and fuels our dedication to elevating the skills of our employees.

Spotlight on Training

This past week, DC-based Client Delivery Manager Michael Kastler conducted a staff training imploring the team to prioritize quality over quantity. Even if a prospect agrees to a meeting quickly, never be the one to end the call. Continue the conversation with open-ended questions and dig into discovery.

If you’re unsure about the quality of the call, don’t jeopardize your hold rate. Gather more information and wait for an accepted calendar invite before adding your AE. The team dissected examples of successful and unsuccessful executions of this prospect engagement scenario and discussed potential outcomes. Kastler outlined the dangers of closing too quickly and provided the team with tips to avoid common missteps and secure quality meetings.

Lead Scores

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

04/27/22 -5:04 PM – 10/10 – Vijay 

“Vijay prospected the right persona, with enough industry acumen to allow me to drive the conversation in a direction that demonstrated how our product operates and where it can help.”

04/28/22 -12:14 PM – 10/10 – Luis 

“Luis did an outstanding job getting the meeting set up and gathering information prior to the meeting. We were able to set a follow-up face-to-face meeting for next week. Great job Luis!”

04/29/22 – 3:55 PM – 10/10 – Melanie 

“Very pertinent contact person for what we are looking to achieve. This contact along with all of the other contacts have been our exact target audience. Time is well spent making these contacts!”

The Power of the Cold-Call and List Building

Every memoryBlue SDR goes through our comprehensive Prospecting Principles Academy program. Over the course of six weeks, SDRs receive daily individual feedback, practice opportunities, and support from our experienced facilitators. Improvements are measurable when compared to SDRs onboarded without dedicated sales training, and the outcomes are impressive.

Recently onboarded SDR Josh is a great example of the powerful impact of our Academy program. He applied everything learned in 3-day foundational Bootcamp and internalized call coaching feedback flawlessly, leading to five booked and four occurred meetings in his first week on the phones. Professional development initiatives serve our SDRs, increase talent retention, and further client success. We’re proud of memoryBlue SDRs for taking advantage of every training, call coaching, and mentorship opportunity, continually upping their skillset and competing with their own personal records!