memoryBlue Insights 7/25/22

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.

Sourcing qualified leads takes a village. What happens when an SDR has support from their experienced management, peers, mentors, and client?

This week, we tell a story about the power of communication and collaboration and reveal the week five winner of our 8-week call competition — category: Closing.

Notable Numbers

• 85% average July quota attainment for the top 50% of our SDRs. With 5 days left in the month, SDRs are increasing their efforts to make sure they’re positioned to meet or exceed July’s quota.

• July has a 7.4% conversion rate of conversations to booked meetings. Our conversion rate continues to rise as SDRs get in touch with the right prospects and guide them into client sales cycles.

Highlight of the Week

SDR Carter Nelson received well-earned praise from every level of his financial tech client. Director of Revenue Operations Jeremy Cockerham shared his team’s appreciation for Nelson’s efforts:

“Our CEO gave glowing praise, and I’m very pleased to report that the entire sales team had nothing but top commendation for the caliber of meeting they’re seeing, with special praise for finding use cases that we can perfectly support.”

From the start, Nelson took a thorough approach, scheduling times to shadow their demos and ask questions. Nelson keeps an open line of communication with his client and direct manager to analyze meetings, share insights, and look for ways to improve lead quality. With detailed debriefs and real-time correspondence, Nelson and his client are always on the same page.

Spotlight on Training

This past week we dissected elements of a masterful close. The team listened to and analyzed multiple Closing contenders before we crowned the winner.

SDR Terran Melad earns 1st place in Closing and $500 in week five of our company-wide call competition. Judges praised Melad’s keyword parroting and laser focus on the quantifiable consequences of not finding a solution to the prospect’s problem.

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 — Rifle Shot.

Lead Scores

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

07/19/22 – 5:45 PM – 10/10 – Rohini

“Rohini is organized, analytical and a great communicator. She instinctively understands how to navigate to the right people and quickly qualifies the meeting so that there is a clear expectation, and we can plan the meeting to get the best results.”

07/19/22 – 3:40 PM – 10/10 – Sam

“Great booking. Was an ice-cold call that Sam was able to book because he showed the prospect the value our solution could bring to his organization”

07/18/22 – 1:21 PM – 10/10 – Brandon

“Right person, right company, right timing. Got next steps on calendar. Seemed like a good fit for our marketplace offering and they were happy to move forward in the process and explore more. Great lead.”

Communication is Key

Success doesn’t happen by doing the bare minimum. Information gathering, building strategic outreach, analyzing outreach, and re-strategizing are inveterate practices for our SDRs. When our clients take the same hands-on approach, we see incredible results.

Lead scores, demos, a detailed client information playbook, and the like, matched with in-depth weekly meetings, meticulous note-taking, and continuous training, create transparency and collaboration that drives a quality pipeline