memoryBlue Insights 6/20/22

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.

Ramp-up time shortens when SDRs learn and grow together. Encouraging them to share experiences and gain insights from one another develops conversational confidence and improves prospect engagements.

This week, we outline our latest performance-incentive competition, reveal the week one winner, and explore effective LinkedIn prospecting strategies.

Notable Numbers

• The average lead score last week for leads booked by phone was 7.32. Calling continues to be the most effective way to move quality prospects into your pipeline.

• Last week 61% of leads were scored by client representatives. Make sure you’re scoring all leads you receive so your memoryBlue team has the highest chance of bringing you meetings with best-fit prospects.

Highlight of the Week

We kicked our 8-week call competition off with SDR-submitted Introduction and Opening Statements (OS). Each of our over 400 SDRs could submit their best Introduction and OS to be judged by the leadership team at memoryBlue.

SDR Peyton Cromely earns the number one spot and $500 in week one of our company-wide call competition. Judges commended Cromley’s personalized approach, relevant and quantifiable references, and calm tone.

The win puts Managing Director Andrew Palmer’s DC team in the lead with 5 points. The team with the most points at the end of the 8-week competition takes home the $10,000 team experience grand prize. With so much on the line, everyone has kicked it into high gear to claim the crown.

Spotlight on Training

Boston soon-to-be Sr. SDR Ben Molesky led a team training focused on strategic outreach on LinkedIn — the top social media platform for sales reps. Over his 10-month tenure, Ben has booked 310 meetings, with 13% locked in on LinkedIn. Ben walked the team through a comprehensive outreach cadence and shared helpful and easily applied insights to his success.

• Repost and interact with client posts — ‘like’ and comment
• Connect with prospects and join industry-focused groups to stay engaged and build rapport
• Follow up consistently
• Switch up your cadence and try new things.

Ben shared his own examples of effective LinkedIn outreach alongside the impressive stats about the impact of social selling, solidifying the importance of this prospecting platform.

Lead Scores

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

06/13/22 – 6:06 PM – 10/10 – Emily

“Great notes from Emily on her initial discussion with the prospect. Good intel on pains. It allowed me to dig right into the call. Well done!”

06/16/22 – 11:05 AM – 10/10 – Craig 

“We had the top two decision-makers in IT on the phone. These are exactly the type of people we need on these calls. Thanks Craig!!”

06/17/22 – 11:45 AM – 10/10 – Grace

“Grace has been outstanding at creating MULTIPLE new opportunities in a short amount of time! She is killing it!”

8-Week Call Competition

We’re breaking down prospect engagements and digging into the details of each element of cold outreach together with an educational 8-week call competition to help fuel focus and boost morale. Each week according to the category, Managing Directors across the company review calls submitted by their team and raise their team’s best call to be scored and ranked against the best call from other teams.

Week 1 Intro and Opening Statement
Week 2 Discovery
Week 3 Objection Handling
Week 4 Differentiation

Week 5 Closing
Week 6 Rifle Shot
Week 7 LinkedIn Conversation
Week 8 Best Call

Judges use the Academy Prospecting Principles rubrics to assess entries and narrow down the list. Each week the first, second, and third place winners are announced, and each receives feedback from our judges in a company-wide training session. Open educational forums foster participation and celebrate individual and collective achievements.