memoryBlue Insights 8/8/22

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.

Seeing the connection between the daily activities of an SDR and closed revenue can sometimes be difficult, especially with long sales cycles. Our SDRs are hungry to know how their daily grind affects their client representative’s pipelines.

This week, we tell a story about the pipeline impact of outbound sales-sourced leads. We also reveal the week seven winner of our 8-week call competition — category: Rifle Shot.

Notable Numbers

• 11:1 – SDRs average booking one meeting for every 11 prospects they talk to. SDRs refine outreach lists and better target the prospects they get on the phone to reduce the number of conversations it takes to book a meeting.

• 28:1 – SDRs average one conversation for every 28 calls they make. Ensuring they’re keeping outreach lists up-to-date with the latest contact information keeps this ratio low.

Highlight of the Week

Sales Development Executive Stephon Mingo sources opportunities for his Cybersecurity client, a leader in Web Application Firewalls. Stephon and the client’s Account Executive started communicating more frequently when he broke into an account the AE was targeting for a while.

The AE scheduled a lunch with Stephon to share that four of the deals sourced by Stephon’s outbound efforts converted to revenue recently. Two of those sourced deals resulted in a total of over $1.6M in revenue for the client, one of which was a major account they had been chasing.

Spotlight on Training

This past week we dove into Rifle Shot emails. A Rifle Shot is a well-researched, highly-personalized, and perfectly-timed email that plays to the prospects pain and drives a quick response. SDR Miguel Mendoza-Andrade earns 1st place in Rifle Shots and $500 in week seven of our call competition.

Judges praised Miguel’s name-drop of the prospect’s peer in the subject line, creating familiarity. They also praised Miguel’s research about the prospect’s company and the specificity and relevance in the way it was included. The win earns Managing Director Ross Barton’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 how the competition unfolds in next week’s category — LinkedIn Outreach.

Lead Scores

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

08/02/22 – 11:39 AM – 10/10 – Soo

“This was a great call. Soo set this up perfectly. She asked great questions and gathered notes to prepare me for the call!”

08/02/22 – 11:04 AM – 10/10 – Dontez

“This was a great prospect. In the market, interested in advancing technology and looking into advanced features to help with the driver shortage.”

08/04/22 – 3:41 PM – 10/10 – Thomas

“Great lead. Smaller company, but several opportunities to provide hardware. They are interested in exactly what our business does.”

Connecting the SDR & AE

Fostering an ongoing feedback cycle between the SDRs sourcing leads and the AEs moving deals through the sales cycle motivates SDRs to keep providing top-notch leads.

Stephon’s AE got curious, as all sales reps should, and wanted to know how Stephon created the need in a target account they couldn’t previously gain access to. SDRs and AEs have many opportunities to learn from each other. They also created a weekly cadence of meetings where they strategized, shared ideas, and dove into wins and obstacles.

Creating that relationship is so important to make sure the SDR knows exactly what meetings create real opportunities for the AE and for the AE to learn what piqued the interest for further conversation.