memoryBlue Insights 6/6/22

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.

Motivated and competitive individuals come to memoryBlue to begin a career in sales and build a strong foundation in a lucrative industry. Our Academy program, continued education opportunities, and personalized coaching allows SDRs to reach their full potential and exceed expectations in delivering results for our clients.

This week, we talk to an SDR who’s performing full cycle sales for their client from the memoryBlue office, and we map out customized conversations by prospect persona to secure qualified leads.

Notable Numbers

• There’s been a 45% increase in client-staffed SDRs in 2022 alone. Our team of high-performers is growing rapidly, enabling us to deliver more leads for clients across the US.

• 52 new memoryBlue SDRs that joined last week’s Academy cohort. This is the largest start class memoryBlue has seen in 20 years!

Highlight of the Week

In just 8-months, Boston SDR Erik Nome has generated over $570K in projected revenue for his high-growth client in the digital-out-of-home (DOOH) space. Creating new business opportunities and fostering client relationships, Erik carries prospects through the full sales cycle from initial outreach to discovery to close.

After consistently delivering highly-qualified leads, the on-the-rise global platform ramped Erik up to run discovery calls solo, effectively becoming their sales team. Armed with the right training and support system, Erik has closed 58 deals, fast-tracking the growth of the client and kickstarting his career.

Spotlight on Training

Austin Client Delivery Manager Olivia Funes wrapped up May with a staff training focused on cold outreach preparation. After reviewing some of the foundational elements of a cold call, Funes challenged the team to consider the immediate concerns of each type of prospect within an organization — managers, directors, C-Suite level, etc. — when mapping out their conversational approach. 

SDRs should have thorough answers to the following questions:

Who are they?

What are their current solutions or resources?

What matters to them?

Demonstrate your value add through the lens most important to your prospect to grow the conversation into the next steps. Funes gamified the lesson by having SDRs assume a prospect persona, head to breakout rooms, and work together to build their own conversation trees.

Lead Scores

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

05/23/22 – 10:47 AM – 10/10 – Melanie 

“Customer was extremely engaged and will provide immediate opportunities for new business! Very good lead that is perfectly aligned with our business!”

05/27/22 – 2:50 AM – 10/10 – Abhi 

“Abhi did a fantastic job setting up this call. He had detailed notes that were really helpful going into the call and he provided great value to the prospect when booking the meeting. I appreciate how thorough he is in his work!”

06/01/22 – 2:47 PM – 10/10 – Myles 

“When a prospect who has ghosted us in the past comes onto a call and says “we have been looking for a solution like this for so long I will definitely be setting up next steps” within the first 15 minutes of talking, you know you have a great SDR.”

How We Prepare Our SDRs for Careers

Diverse exposure to tech products and solutions makes memoryBlue SDRs adaptable and competitive in the marketplace. Our continual training and intensive coaching, paired with the exciting opportunities provided by our clients, create possibilities to take things even further.

SDR Erik carries the sales cycle past sourcing and nurturing prospects to closing deals, and his immersive education at memoryBlue has set him up for future success. Erik says,

“Having that full-cycle sales experience from prospecting, qualifying, and influencing a decision definitely sets me up for future AE roles after memoryBlue.”

We stress detailed organization and follow-up strategy to keep a steady pipeline, and we never stop being impressed by what our SDRs can achieve with their determination and dedication. Seeing them exceed client expectations and grow their careers under our roof is always humbling and exciting.