memoryBlue Insights 7/17/2023

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.

This week we’re excited to highlight an SDR who has been quick to succeed, and an info packed training led by a DM in our HQ office!

Notable Numbers

• 8.1 – The average lead score for our Denver office YTD.A special highlight on Denver for maintaining the highest average lead score so far this year.

• 83.54% – Percent of meetings booked by phone call in Q2.This is tracking similarly to previous quarters, with cold calling being our top method of outreach.

• 88.1% – Hold rate percentage for email in Q2.While this makes up a much smaller chunk of our outreach, email continually proves to have a high rate of occurred meetings.

Highlight of the Week

A major chunk of our training is centered on the fact that cold outreach must be built on a solid foundation in order to be successful. SDR Mason quickly learned that that foundation looks like a meticulous list build filled with excellent prospects. One that will likely take much longer than an hour a day to build but will contain the necessary accuracy to find the prospects that stick.

As Mason put this advice into practice, he was able to source 17 occurred meetings within his first month with his client! Truly incredible work that he largely attributes to his list-building. However, just as we train our SDRs on what to do before the call, it’s also about what they do after. Rather than spam prospects with a million calls to lock in a meeting confirmation, he has learned to prioritize having the prospect accept the invite while on the phone. This then leaves him the simple task of sending over one quick reminder the morning of the meeting, sparing both his time and his prospect’s inbox leading up to the meeting!

Weekly Training

This past Wednesday our SDRs had the pleasure of hearing from DM Nick Haddad as he continued a training on the importance of forming plans rather than being bogged down by problems.

In this training in particular, Nick introduced the “BLUF” strategy, which stands for “bottom line up front.” This is a keyway for our SDRs to summarize their correspondence in a couple sentences, enabling them to establish a clear direction at the start of the call. While it may be a simple fix, it has lasting benefits with the efficacy of their cold outreach as they aren’t wasting time dealing with misunderstandings over the phone and are therefore spending their time building strong business relationships.

Lead Scores

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

7/10 | Caroline

“Perfect buyer / contact! He was primed and excited to chat when we connected. Nice work Caroline.”

7/13 | Tanner

“Tanner did an awesome job at getting this [prospect] on the phone to discuss our company. While we already support them, this is a FANTASTIC example of how Tanner’s tireless work ethic get us a foot in the door at a major company.”

7/10 | Suhaib

“Great work Suhaib! This could be a very fruitful partner opportunity that has the potential to pay dividends.”