memoryBlue Insights 7/11/22

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 SDR submissions of their best Objection Handling. The team reviews effective ways to overcome prospect objections and discover pivotal information to better position their solution.

This week, we reveal the week three winner of our 8-week call competition, dig into LinkedIn as a lead generation tool, and ask how we can serve you better.

Notable Numbers

• The average lead score last week was 7.87. Our average lead score is inching higher as SDRs better target client’s ideal prospects.

• The hold rate of meetings booked via email is 86%. Our SDR team has been able to keep email hold rates above 85% in all of 2021 and 2022.

Highlight of the Week

SDR Alvin Vega earns 1st place in Objection Handling and $500 in week three of our company-wide call competition. Judges commended Vega’s calm attitude and active listening. His seamless continuation of the conversation by asking questions allowed him to pivot to a more relevant use case and dig into industry specifics.

The win awards Managing Director Andrew Palmer’s DC team 5 points, putting them in the lead with 10 overall points. 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 — Picture Painting.

Spotlight on Training

Seattle SDR Sarah Loson held a team training exploring effective ways for maximizing LinkedIn as a lead generation tool. She presented repeatable and customizable outreach cadences and shared specific language to increase engagement.

Sarah demonstrated how to use a tool to send unlimited connection requests and encouraged casting a wide net, linking with junior-level employees to discover helpful information to catch the attention of your target prospect. Avoid prospect confusion by tailoring your LinkedIn profile to your client. Use a client-branded banner and set your current position showing with the client to boost your credibility.

Lead Scores

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

07/05/22 – 10:26 AM – 10/10 – Tyler 

“Excellent contact. Clear understanding of what we do, large camera volume, and there is interest in our technology. Great stuff!”

07/06/22 – 10:30 AM – 10/10 – Shawyan 

“Great lead with the right people. This is quickly moving to another demo with their Director. Thank you!”

07/08/22 – 11:47 AM – 10/10 – Melinda

“We had the right contacts on the phone who were familiar with their existing solution and its problems. We had a very productive conversation with relatively defined next steps”