memoryBlue Insights 6/27/22

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.

Our 8-week call competition continues with SDRs submitting their best approaches to tackling Discovery. Judges review what constitutes impactful prospect discovery, and the team gains actionable takeaways to improve this crucial element of cold outreach.

This week, we reveal the week two winner of our 8-week call competition, discuss ways to boost prospect engagement, and share marketplace insights about recruiting talented high-tech sales professionals.

Notable Numbers

• The ratio of Conversations with Prospects (CWPs) to booked meetings this June is 10:1. Our team uses this ratio to determine how many conversations they need to get into in order to book meetings.

• The average June quota attainment of the top 1/4 of memoryBlue SDRs is 131%. The top 25% of our team has already hit quota at an average of 131% with three days left in June.

Highlight of the Week

Sales Development Executive on our Pay-Per-Meeting team Dickie Kapparos earns best Discovery and $500 in week two of our company-wide call competition.

Judges highlighted Kapparos’ ability to uncover prospect pain points through questions targeting their current situation. They also commended his display of specific industry knowledge, earning him credibility and enhancing rapport.

The win awards Managing Director (MD) Ross Barton’s team 5 points, tying with MD Andrew Palmer’s DC team and letting HQ take over the top of the leaderboard. The team with the most points at the end of the 8-week competition takes home the $10,000 team experience grand prize. Stay tuned to see how the competition unfolds in next week’s category — Objection Handling.

Spotlight on Training

DC Sr. SDR Kayla Berrios recently led a team training about employing a consistent outreach plan and outlined key components to boost responses. She challenged the team to analyze their own outreach cadence to find opportunities for improvement.

Kayla provided successful examples of consistent and multi-pronged outreach, using every available method — LinkedIn, email, calls, and voicemails — to shape consistent messaging.

She urged the team to calculate the average number of messages and conversations they usually require to book a meeting and research optimal times to engage prospects. When prospects respond, there’s a small window to move them further along the sales cycle, so be prepared to answer quickly and initiate the next steps.

Lead Scores

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

06/20/22 – 2:22 PM – 10/10 – Trey

“Trey did a great job sparking her interest when she had never heard of us before. He figured out how to propose our value and this led to an opportunity and a quote has since been sent!”

06/21/22 – 11:43 AM – 10/10 – Kevin

“This is exactly who we are looking for as a new customer. She said, ‘You guys do everything I need for my job, and I’m set to retire soon without a full backup plan’. Our services and software offerings were excitedly accepted.”

06/21/22 – 5:24 PM – 10/10 – Joyce

“Joyce did an outstanding job on her note taking and engaging with the prospect. She set me up to answer his specific issues/pain points with his current vendor. This call was initially only to be 15 minutes but ended up at 45 minutes.”

Introducing: Sales Hiring Insights

We’re excited to share insider knowledge from our Direct Hire placements in a monthly hiring insights report. Led by Tommy Gassman, our Direct Hire team matches top sales talent from the memoryBlue network with companies looking to scale their sales organizations.

We’re sharing our marketplace insights gathered from actual placements we made so you can form your sales hiring strategies around the ever-evolving candidate market. Here’s a look at the figures for our Account Executive placements in May on average:

Base Salary – 72K

OTE – 164K

Amount of time from search start to a job offer – 12 Days

Utilizing our network of 650+ well-seasoned alumni to place onto our client’s sales teams is only part of what makes Direct Hire successful. Holding the pulse on what keeps companies competitive in the marketplace enables our clients and our team to attract and hire the best onto their sales teams.