memoryBlue Insights 5/23/22

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 arsenal of a memoryBlue SDR includes countless strategies, tactics, approaches, and resources that arm them for lead generation in any space. As the market evolves, so do our tailored campaign approaches and educational opportunities, driving growth for our SDRs and results for our clients.

This week, we share impressive pipelines and exciting developments in our Public Sector practice and hear words of wisdom from some of our accomplished alumni.

Notable Numbers

• 79.6% percent of meetings were booked by phone last week. Phone continues to dominate email and LinkedIn as the primary source for booked meetings.

• The hold rate of meetings booked to meetings occurred was 66.2%. Our team’s goal is to create follow-up cadences that ensure nearly all prospects attend scheduled meetings.

Highlight of the Week

DC-based SDR Rikhil Sanghvi recently attended a retreat sponsored by a payment platform client targeting public sector prospects. Rikhil spoke to attendees about his strategies for success when securing pipeline-driving meetings.

Following his presentation, the company’s CRO revealed that, in just four months, Rikhil generated $7 million in pipeline that should be achieved by the end of this quarter.

Rikhil attributes his astounding success to his careful research, selective list building, and consistent follow-up with booked prospects. We are so thrilled to associate early pipeline activity with client revenue and continue to be blown away by Rikhil’s dedication, resilience, and incredible results.

Spotlight on Training

This past week, we welcomed memoryBlue alumni Katie Lowry and Carly Prunier, both Account Executives at Snyk. The pair shared their respective journeys from SDR to AE, highlighting that the skills learned as an SDR are essential to developing a successful career in professional sales.

Conquering cold outreach, getting out of comfort zones to dive into challenging marketplaces, and taking full advantage of every opportunity to learn and receive feedback are core to the day-to-day as an AE. As with most things in life, you get out what you put into the SDR position. Our alumni suggest putting everything you can into your SDR role so you walk away with skills that will be useful throughout your entire sales career.

Lead Scores

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

05/18/22 – 5:25 PM – 10/10 – Ben

“Amazing appointment that went extremely well and instantly engaged through Bens’s prospecting and initial reach out. Great work Ben!”

05/18/22 – 6:11 PM – 10/10 – Sanie 

“PERFECT candidate! Good size shop that was very interested and highly in need of our services!”

05/20/22 – 10:53 AM – 10/10 – Juliette

“FANTASTIC lead! Juliette gave the prospect just the right amount of information where she didn’t feel like she was coming in blind to the discovery call with me, but still had some questions based on their initial conversation. We booked a demo while on the call.”

Developments in Our Public Sector Practice

This year, our dedicated Public Sector practice has flourished. We’re building monumental pipelines for our clients who aim to expand or break into this space. Under the leadership of Ron Cooke, the Public Sector team has consistently increased the scope and effectiveness of client sales development efforts targeting prospects in federal, state, and local agencies.

In true memoryBlue fashion, we’re putting together additional Academy training, specifically geared toward SDR public sector outreach. Spanning from engagement cadence variations to account mapping and prospect sourcing, we aim to implement this by the beginning of Q3 this year. Cooke shares:

“This is significant because currently, the industry has tons of programs centered around full cycle AE training, but none around public sector-specific SDR training.”

We’re excited to lead the educational charge and share our expertise in lead generation and revenue growth in the public landscape.