memoryBlue Insights 5/9/22

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.

SDRs who begin their careers with memoryBlue get a first-class education in sales. We train future industry leaders who our clients often hire as permanent members of their internal sales team. It’s important that our sales professionals carry the knowledge, work ethic, and principles beyond our doors, continuing the exemplary performance that made them standouts in the crowd.

We take our coveted Academy program on the road, and address phone anxiety with strategies to help beat stress and build pipeline.

Notable Numbers

• Last week’s average lead score was 8.3. Feedback from clients is imperative to keeping this lead score high as it helps our SDRs know exactly what to hunt for.

• Our number of Academy-certified SDRs grew 15.2% since January ‘22. We’re excited to grow our SDR team, supporting new and growing client campaigns, with many more SDRs on deck to start in May and June.

Highlight of the Week

Recently, Academy Program Manager Kellie Courville ran a private memoryBlue Academy SDR training session for the sales team at Drift, a cloud-based conversational marketing company. The in-person immersive focused on foundational lead generation strategies and hands-on instruction.

We believe in experiential learning; our in-person training builds bonds that empower SDRs to learn from each other as they review peer calls, provide ongoing call coaching, and deepen their expertise together. Participants walked away feeling ramped up; Drift SDR John Michael Pang shared his positive experience on LinkedIn, and Ezinne Ogbonna praised our impactful training as well as her former mentor through Us in Technology, a tech-focused DE&I Platform run by memoryBlue alum Kendrick Trotter.

Spotlight on Training

This past week, Boston Client Delivery Manager Kaylie Doherty conducted a staff training addressing a common SDR problem: phone anxiety. Fear of rejection, lack of preparation, and fear of the unknown contribute to call avoidance. Doherty assured the team by presenting strategies to combat these relatable trepidations:

Prepare: Do plenty of prospect research, differentiate yourself from the competition, have a clear story, and organize your materials.

Practice: Shadow experienced SDRs, break-down calls, run through role-plays, and leave voicemails.

Limit Distractions: Close unrelated tabs, put away your phone, silence group chats, and make a checklist.

After sharing anxious thoughts and experiences they’d faced, Doherty had the team head to breakout rooms to identify specific stressors and anxiety inducers and figure out actionable solutions to apply to the afternoon call blitz.

Lead Scores

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

05/02/22 -4:47 PM – 10/10 – Rachel Wood

“This is exactly the organization and persona we would want to speak to! Great job Rachel!”

05/03/22 – 11:10 AM – 10/10 – Isabela Taylor

“We got lucky with catching him at just the right time that he was looking for an analytics platform. Finding people who are “in-market” is so critical. So, this just confirms we need memoryBlue consistently prospecting.”

05/06/22 -12:20 PM – 10/10 – Joon Park

“Prospect normally doesn’t accept calls from sales execs but took this one, as it was set up as a valuable use of his time (good job, Joon!) and he had researched us on our website.”

Customized Academy for Your Sales Team

As our team grows, we’re excited to be taking our comprehensive Academy training on the road. We provide in-house sales teams with the experienced insights and helpful resources to transform their whole team into power-house SDRs who build pipelines and increase profits.

The memoryBlue Academy training is customizable, suitable for every level, and tool agnostic. We aim to teach participants how to sell, enabling them to succeed with products and solutions that evolve to market needs. Our methods, strategies, and consultative approach prove to decrease ramp times and increase quota attainment across the team.