memoryBlue Insights 6/13/22

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.

We value education both in and outside of our offices. Getting out and getting in the conversation surrounding various facets of the tech space keeps our finger on the pulse and our network growing.

This week, we run into alumni at the RSA Conference, celebrate a star employee on the rise, and deconstruct email outreach to improve outcomes.

Notable Numbers

• The average lead score last week was 7.61. Ensuring we get this important feedback allows our team to course correct and deliver high-value meetings.

• The average hold rate of booked meetings last week was 60.9%. This dipped slightly from our yearly average hold rate, and our team is brainstorming strategies to improve hold rates.

Highlight of the Week

Boston native Ryan Carey recently earned a well-deserved promotion to Senior Account Executive. After being promoted from SDR to the memoryBlue sales team only a year ago, he holds the record for the fastest AE to rise to Senior AE status. His consistent command of the outbound prospecting arena resulted in over 50 transactions in the last year.

Here are a few of his highlights:

• Over $3.3M closed in one year
• Average Deal Size of over $64,000
  • 54% higher than the entire sales team’s average
• Over 100 SDR Jobs Created

With a bright future ahead, we look forward to seeing what feats Ryan conquers next.

Spotlight on Training

DC Client Delivery Manager Jake Cerulli conducted a staff training outlining elements of effective email outreach. A compelling subject line, an unorthodox introduction, and a clear call to action increase prospect response rate.

Cerulli provided templates to address various stages of prospect engagement and had the team head to breakout rooms to craft their own cold outreach emails, keeping S.O.C.C. in mind:

• Similarity – Consider the flow of a cold call and build your email with the same structure, be relevant and specific, and include a priming statement, quantifiers, and a strong close.
• Organization – Keep a running list of email outreach status with a minimum of 3 follow-ups.
• Creativity – Do a little digging to include topics of interest, industry trends, or even LinkedIn intel to garner attention.
• Consistency – It’s unlikely to receive a response after the very first email so develop a multi-step game plan and keep detailed notes to learn and refine along the way.

The team left with key pieces of referral emails, follow-ups, objection handling, and “ghosting” protocol to bolster their touchpoint toolbox.

Lead Scores

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

06/07/22 – 1:54 PM – 10/10 – Derrick

“Best meeting so far, great title, well informed about the solution, showed up on time, engaged, all-around excellent work!”

06/09/22 – 2:01 PM – 10/10 – Madison

“Great prep work on Madison’s part. The right persona we want to talk with. Just really happy with the work Madison is doing to drive more business to us and overall just a great person.”

06/09/22 – 3:43 PM – 10/10 – Gloria 

“Extremely personable. Relentless to get on the customer’s calendar after they missed the first meeting. Got the right person and offered to get more people involved in the next steps. The gentleman was complimentary of here efforts as well.”

RSA Conference Takeaways

Six memoryBlue representatives attended the San Francisco RSA Conference last week. The premier event for the cybersecurity community drew industry experts together to share ideas and insights, help companies build stronger teams, and heighten cyberthreat awareness.

Mixing among the crowd and joining the conversation were over 100 memoryBlue alumni. In fact, many of the award-winning companies at RSA had memoryBlue alumni working either at the booth or walking the floor.

In such a competitive space, the need for top sales-talent becomes increasingly important. Exciting discussions with cyber-sales leaders around sourcing top sales-talent left our team geared up and planning ways to position ourselves and our clients as industry front-runners.