memoryBlue Insights 8/15/22

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.

Hustle is more than a word here at memoryBlue, it’s a mindset. It’s doubling down on your efforts knowing that you get out what you put into your role. Hustle is a measurement of SDR’s total effort and outcomes each day, considering their dials, conversations, and booked meetings against a monthly Hustle goal.

This week, we focus on a staggering company-wide Hustle record. We also reveal this week’s winner of our call competition — category: LinkedIn.

Notable Numbers

• 8.1% – The percentage of leads booked via LinkedIn last week. 17% of booked leads are created via email, but calling still dominates, accounting for 75% of all booked leads.

• 81% – The hold-rate of Email-booked leads last week. This is a best-in-class hold rate as the industry considers 70% or higher “good.”

Highlight of the Week

This month, we saw the entire SDR team dial-in and put in the work to push our company-wide Hustle score to 78.53% above a 2-year maximum of 77.14%. Hustle is a percentage taking into account Dials, Conversations with Prospects (CWPs) and Booked Meetings.

When the team focuses on a goal, tracks their performance personally, and holds each other accountable, it’s amazing what they can achieve. We track Hustle daily using green or red triangles for a quick-view into how the team performs above or below goal. August is looking green for each of our six offices!

Spotlight on Training

This past week we dove into LinkedIn outreach in our company-wide call competition. Taking home a big win for the Boston team, summer intern SDR Jack Tishkevich earns 1st place in LinkedIn Outreach and $500 in week eight of our call competition.

Judges commended Jack’s picture painting of the value to the prospect without using any extra fluff. They also emphasized his ability to move past objections and keep conversation flowing.

The win earns Managing Director Emalene Moore’s team 5 points toward their team total, bringing them closer to the grand prize of a $10,000 team experience. Stay tuned to see what team is taking home the grand prize next week.

Lead Scores

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

08/09/22 – 5:33 PM – 10/10 – Zoe

“Good pre-call information, qualified contact. Prospect agreed to take another meeting and to bring in other members of the team.”

08/11/22 – 1:51 PM – 10/10 – Neal

“Excellent use of time. Great conversation and they have a specific need. Setting up a follow up call for next week.”

08/11/22 – 5:59 PM – 10/10 – Jackie

“This went great. She was the right person, seemed engaged, asked good questions. And was able to answer any questions that I had.”

Tracking Personal Performance

Our delivery team recently rolled out individual “Hustle boards” for SDRs to track daily input and output themselves. This creates a culture of accountability and helps keep the goal of 100% Hustle top-of-mind.

Walking around each memoryBlue office, you see desks decorated with a Hustle board front and center alongside motivational quotes, time zone maps, and reminders to keep questions open rather than closed.

We’re excited to see everyone’s Hustle board fill up with green triangles as they crush their daily, weekly, and monthly goals.