memoryBlue Insights 9/11/2023

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.

This week we’re highlighting DM Nick’s team as they forge a new path of opportunities for their client and recap a training on the art of “closing”.

Notable Numbers

• 70.50% – Our company-wide hustle percentage in August. This is a 7.70% increase from last month.

• 78.15% – Company hustle MTD. We’re thrilled to see our offices start off September strong with a higher hustle percentage than August.

• 11.67% – Percent increase in our number of dials from July to August. We expect to see this upward trajectory continue as we ease out of the summer months and jump into the fall grind!

Highlight of the Week

We couldn’t be more thrilled to share the significant impact that one of our SDRs Semhar on DM Nick Harbaugh’s team has had on her client in software development. Just last month, Semhar secured a pivotal meeting with one of his client’s target accounts.

While this account was originally categorized as mid-market, Nick’s recent onsite visit with the client revealed that this opportunity is actually much larger than anticipated. With the client’s mid-market deal sizes generally falling within $100-200k ARR, this opportunity blew them out of the water with a total pipeline of over $1 million! Rather than letting this be a one-off deal, Semhar’s success has earned them the green light to venture into the Enterprise space, uncover more leads with the same potential as this last opportunity, and continue on this journey of growth!

Weekly Training

The final outcome of a cold-call is contingent on the timing and delivery of the “close”. While it can be hard to master, our team of sales training specialists equip our SDRs with the necessary tools and tactics to nail their closing and book a meeting.

Last week Senior Sales Training Specialist Ben Hunter dedicated an entire training around this very topic to help our team get back to the basics, brush up on key closing elements, and break down some cold-calls together. From tailoring their closing to each prospect, to using assertive language and not shying away from specifics, Ben truly covered all the bases and set up each SDR for success!

Lead Scores

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

8/31 | Marie

“The pre-meeting notes that Marie provided us are very helpful and allow us maximize the time we have with the prospect.”

9/7 | Kaleigh

9/7 | Mack

“Great find! We found a potential opportunity that we are now following up.”