memoryBlue Insights 8/22/22

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.

Most think booked meetings are the only goal of an SDR, but they’re hungry to influence pipeline. memoryBlue SDRs love hearing from clients when deals they source end up closing.

This week, you’ll learn about an SDR who was named the client’s Top Pipeline Producer in Q2. We also reveal the final winner of our company-wide call competition.

Notable Numbers

• 58% – The percentage of leads scored by Client Representatives this quarter. This is pacing lower than Q2, where client reps scored 63% of leads. Make sure to score all leads your SDR passes your way to improve feedback cycles!

• 7.54% – The average lead score in Q3 so far. This is pacing slightly higher than Q2’s average lead score of 7.43.

Highlight of the Week

Recently, an Asset Intelligence Platform client gave a shoutout to a memoryBlue SDR in their company-wide all-hands meeting. Craig was named their Q2 Top Pipeline Producer of all BDRs on both the client side and from memoryBlue.

In just Q2, Craig brought in over $2.5M in pipeline and is already ramping up to have an equally great Q3. He focused on researching his prospects and reaching out to only those he was confident could turn into real pipeline.

We are so proud of Craig for leading the pipeline producing leaderboard for his client and can’t wait to see what he does in Q3.

Spotlight on Training

Last week memoryBlue SDRs competed in the last week of the company-wide call competition that lasted nine weeks, ending with Best Call Overall, which combines all techniques covered throughout the competition.

With a picture-perfect intro and a seamless conversation to follow, SDR Vincent Lundy secured his spot in 1st place in the final week’s category – Best Call. Not only did he strategically answer the prospect’s questions, but he also was praised for his active listening and engaging questions.

Lundy led Team Palmer to victory by displaying skills possessed by elite AEs with extensive experience. A big congratulations goes to Managing Director Andrew Palmer’s team who won the $10k team experience with an impressive 36-point total and four 1st place finishes over the course of the entire competition!

Lead Scores

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

08/18/22 – 8:43 AM – 10/10 – Sarah

“Timing of the meeting was good, the prospect was currently in the process of purchasing a competitive solution. Meeting was set up with the right decision makers and they all attended.”

08/17/22 – 3:37 PM – 10/10 – Christopher

“Fantastic meeting with a exciting prospect. Chris did a great job getting me information on what the customer was interested in before the meeting.”

08/15/22 – 2:02 PM – 10/10 – Yezan

“Prospect was consulting for 2 organizations, both ideal clients. Two qualified opportunities in one call. Efficient!”

Turning Leads into Pipeline

SDRs don’t often have insight into what happens to the leads they work so hard to book. They spend time researching and understanding the prospect’s pain points to then reach out and pull that pain enough to continue the conversation and hopefully book a meeting.

When those meetings turn into opportunities, and then into closed deals, letting the SDR know can energize them to find more of those same type of leads. We find that open lines of communication between the client and the SDR – sharing wins, losses, and everything in-between – enables SDRs to better target prospects that turn into pipeline. Winning then becomes a team effort.