memoryBlue Insights 8/1/22

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.

Starting out as an SDR can be daunting and it takes some confidence to make that first dial. The environment you’re in, the training you receive, and the time you dedicate to perfecting the craft all factor into a successful start as an SDR.

This week, we tell a story about the power of confidence and hustle. We also reveal the week six winner of our 8-week call competition — category: Closing. We dug into a second week of closing because closing is one of the most important parts of the call.

Notable Numbers

• 60.5% July leads have been scored. Ensuring every lead passed to you receives a score enables SDRs to better identify what makes a great lead. Client Representatives have a chance to win a gift card simply for submitting a score for a lead.

• Last week, leads booked by email had an average score of 7.85. Email leads are the highest scored lead source with phone-sourced leads trailing shortly behind at a 7.51 average.

Highlight of the Week

SDR Kevin just started at memoryBlue this past week and he’s on the path to quick success. Relying purely on confidence and the information he studied about his client, Kevin hit the phones on his first day.

Supported by his team sitting around him, confidence is boosted and failure isn’t feared. Kevin knew that when one conversation didn’t turn into a meeting, there was another right around the corner. This first day dialing resulted in three booked meetings, or what we call a “Hat Trick.”

Success doesn’t come easy – it comes from hard work. His teammate even shouted him out in an email to all memoryBlue staff:

“This man is the living, breathing, definition of hustle and it shows in his first day numbers: 127 dials, 12 conversations, and 3 booked meetings!”

Spotlight on Training

This past week we dove into Best Close again. SDR Vince Lundy earns 1st place and $500 in week six of our company-wide call competition about Closing. His close was so good that it was named “Best Close of All Time,” a status that hasn’t been awarded in over two years.

Judges praised Lundy’s ability to move past an “email me the information” objection and his effort to to rehash the information the prospect gave throughout the call. The win earns DC Managing Director’s team 10 additional points, 5 points for taking 1st place in this week’s category and another 5 points for Lundy claiming the “Best Close of All Time” title. 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:

07/26/22 – 12:01 PM – 10/10 – Tarin

“This was a great lead set by Tarin. The right title and use case for us. We were able to secure a demo for next week!”

07/28/22 – 4:08 PM – 10/10 – Myles

“Incredible company with many use cases for us to help out on in many different avenues. Myles has proven time and time again that he can find a great company at the optimal time AND generate interest in what we provide. Thank you so much Myles.”

07/27/22 – 9:20 PM – 10/10 – Joe

“If there were 20 elephants to choose for this one then I would select all of them. This was an amazing lead and we discussed a large opportunity on our initial call. This ultimately may turn into a teaming agreement. Fantastic job.”

Environment and Culture Matter

Creating an environment that encourages experimentation, support, and continuous improvement is what creates dominating sales representatives.

Weekly competitions with clear feedback on what makes certain parts of the call successful and not-so-successful is what allows SDRs to refine their messaging and improve their overall metrics. This creates a culture of people who are never okay with the status quo.

We’re excited to see new and experienced SDRs take the same mentality and turn it into impactful results.