memoryBlue Insights 9/19/22

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.

Not all meetings are created equal. It’s the meetings that are of high quality and possess great opportunity that will generate revenue. However, this can’t always be determined by a quick 5-minute phone call. Quality comes from the behind-the-scenes efforts of searching for relevant leads, prepping for valuable phone calls, and supporting your team with thorough research and insights.

This week, we highlight an SDR’s hard work that led to a new company record and learn about Jake’s tried and tested framework for a perfect close.

Notable Numbers

• 85.5% – The average hold rate for Email booked leads last week. This is an increase from the previous week’s hold rate of 80.4%.

• 7.69% – The average lead score this month. This is trending higher than last year’s percentage of 75.9%.

Highlight of the Week

17 days. That’s all it took for a deal to close at our Boston office. A new record-setting time frame, and it all started with a meeting. One booked meeting by SDR Taylor. Yet, the role that Taylor played in this deal demonstrates more than just her ability to generate meetings. It is a testament to her ability to qualify deals, build excitement with prospects, and methodically plan to ensure these meetings stick.

Taylor’s hard work didn’t start with a phone call, it started with research and preparation. Her part in this deal didn’t end with a meeting set on a calendar either, it continued as she fostered a close relationship with her prospect and prepped her team for a productive meeting. Through this deal, Taylor revealed how success as an SDR requires the time and dedication far beyond a singular phone call and we look forward to see her continue to succeed in the coming months.

Spotlight on Training

Last week, Jake Cerulli, a DM in our Tyson’s office, focused on the ABCs of training: always be closing. Participants specifically had the chance to learn all about his 7-part “Team Cerulli” closing framework. From the hedge objection to the phrase that pays and everything in between, his framework encompasses every major key to a good close.

As he broke down each part, Jake also included examples and various pivotal points in the event of push backs or unforeseen roadblocks. After all, no call is the same so the more situations you prepare for, the better off you’ll be. Lastly, Jake concluded with some major takeaways to ensure a call is valuable, time-efficient, and always capitalizing on opportunity.

Lead Scores

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

09/15/22 – 4:12 PM – 10/10 – Pete

“This was an ‘A Star’ lead with having the right technical person in the room who had the right business problems and was familiar with what we do as per Pete’s due diligence.”

09/15/22 – 9:18 AM – 10/10 – Jack

“Jack had a good grasp of general subject matter and was able to mesh well into the conversation. The customer was very pleased.”

09/15/22 – 10:53 AM – 10/10 – Griffin

“Great title from a well-informed and excited prospect. Doesn’t get much better – nice work Griffin!”

Research Leads to Revenue

It can be easy for SDRs to fall into the mundane repetition of dialing and prospecting and begin to lose the why behind each call. However, the why serves as a crucial motivator to ensure the work they’re doing is worthwhile rather than wasted. It’s not just about booking meetings, it’s about booking the right meetings. Taylor’s contribution to her team’s record-setting close was a perfect demonstration of the payoff that is made possible when quality is the priority.

True quality requires each SDR to put in the work that initially goes unnoticed, but will yield praiseworthy results. This is why we encourage each of our SDRs to go the extra mile as they research, dial, and nurture customer relations so that they’re setting their team up for success and greatly benefitting our clients.