memoryBlue Insights 7/18/22

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.

When a door closes, look for a window. We’re sharing how our SDRs find creative ways to be persistent in their client outreach.

Our 8-week call competition continues with SDR submissions of their best instance of Picture Painting. The team analyzes impressive examples of storytelling that expertly lead the prospect to the close.

This week, we demonstrate how networking across an organization can secure a previously unattainable account and reveal the week four winner of our 8-week call competition.

Notable Numbers

• 78% of meetings have been booked by phone so far in 2022. This is a 3% increase from 2021, prevailing over email and LinkedIn as the primary source.

• The connection rate of dials to conversations is 4.7%. Continued prospect research and list building gives SDRs more chances at conversations that could result in a booked meeting.

Highlight of the Week

Seattle SDR Timothy Atkinson didn’t accept ‘No,’ and instead put his strategic training to the test to go after a coveted prospect for his environmental permitting software client.

memoryBlue alum and Account Executive Ceilidh Kurkowski praises his persistence, calling out his determination and hustle in going after what she thought was a no-go lead:

“I was working on this account prior and got turned down because they said they focused only on “rooftop.” Timothy found a new person in the organization who was starting a new business unit, and we now have a new client on an account I thought was dead.”

By not limiting himself to one department within the organization, Timothy found another area where the client solution was applicable and landed the account.

Spotlight on Training

Our call competition unpacks game-changing details at every step of a prospect call each week. Nurturing our culture with a motivating competition allows SDRs across the company to learn from each other, receive constructive feedback, and have fun.

SDR Jessica Zedros earns 1st place in Picture Painting and $500 in week four of our company-wide call competition. Judges called out Zedros’ ability to ask diagnostic questions that uncovered the prospect’s pain, following up with a specific and relevant story to position her client as the best solution.

The win awards Managing Director Emie Moore’s Boston team 5 points, putting them in second place with 7 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 — Closing.

Lead Scores

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

07/13/22 – 1:33 PM – 10/10 – Toni

“Relevant and high-value decision maker at the C-level executive. Please continue to book more meetings with folks like this. Great setup, follow-up, and introduction to the meeting. Big thank you.”

07/13/22 – 2:13 PM – 10/10 – Yosuf

“Great meeting set up with Director of Procurement. Full engagement throughout the entire call led to clear next steps. Great job with setting the agenda before the call. Also, great work on the day of the call, reminding and confirming.”

07/13/22 – 11:16 AM – 10/10 – Nirwant

“Nirwant has done a great job. He’s identified the correct people, strategized well, and put in the work needed to set up meaningful conversations. He has been amazing.”

Creative Networking to Secure a Close

We train and coach our SDRs to think critically, strategize, and explore every avenue. Prospecting involves finding not only the right people but the right opportunities. With the right training, a dead end doesn’t have to mean a dead lead if you regroup, reposition, and retarget.