memoryBlue Insights 9/12/22
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.
With our HQ office located right outside of our nation’s capital, memoryBlue is dedicated to helping businesses increase the scope and effectiveness of their sales development efforts within the public sector. We have now established nearly a decade of strong performance for our clients who target this space.
This week we’ll unpack an SDR who is seeing their hard work within the public sector begin to pay off, as well as highlight our newest Academy offering!
Notable Numbers
- 7.94% – The average lead score last week. This is a good increase from last week’s average of 7.55.
- 78.4% – The percentage of meetings booked by phone call this year. This is trending higher than last year’s percentage of 75.9%.
Highlight of the Week
Having just started as an SDR back in June, Nick is now looking at $1M+ in the pipeline after booking a crucial meeting for his client within the public sector. While his lead was one to normally decline cold calls, Nick’s engaging approach and impressive persistence persuaded the IT Director to not only take the call but schedule a secondary one as well. 
This booking displays Nick’s ability to be quick on his feet as he realized the call dealt with a side of the campaign he wasn’t trained for, but still managed to pivot his approach and seal the deal.
Nick’s client now looks forward to a demo scheduled for early October, where 2-3 finalists will be selected for a follow-up to determine the winner. This is a huge opportunity which their team has a good shot at winning and it wouldn’t have been made possible without Visnich’s skilled execution.
Spotlight on Training
Last week Delivery Manager Maria Pineda kicked off September with a training centered on the zone of resistance. She gave participants an overview of this common occurrence in sales and additionally offered up insights on why it happens.
Once the concept was clearly defined, Pineda laid out the four main ways to overcome it:
- Get ahead of the objection.
- Build rapport with the prospect.
- Lean into the objection.
- Make it prospect focused.
Throughout the training, participants were also able to listen to example calls and participate in breakout rooms to ensure they were grasping the material covered.
Lead Scores
These client-based lead scores hit the mark last week:
09/08/22 – 9:14 AM – 10/10 – Matthew
“Matthew provided excellent context in his notes, and I appreciated him hopping on the call to make the introduction.”
09/06/22 – 11:53 AM – 10/10 – Luna
“Luna did a great job of getting the person in charge of the contracts. He was open minded to the program and has promised to send contracts over for review. Keep up the great work!”
09/06/22 – 1:10 PM – 10/10 – Colum
“Great intro for me nice soft approach and we nailed the first meeting. He set us up for success by feeding just enough info to the prospect to get them interested.”
Our New Academy Course
As our successful work within the public sector continues, we are thrilled to announce the launch of our Public Sector Academy. This course combines our proven sales development training along with our expertise of the public sector and can be customized to fit your needs! From teaching the unique public sector list building strategies into agencies and departments to discussing how to handle common public-sector objections, we’ve perfectly blended the key elements from our Prospecting Principles course with the techniques and nuances specific to selling in the public sector.
If interested, please contact Academy@memoryblue.com or reach out to your Delivery Manager!
