memoryBlue Insights 9/26/22

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.

Competition is everywhere and the sales field is no exception. It takes a special kind of person to be able to enter this type of environment and rise to the occasion rather than crack under the pressure. A person who is fueled by the chance of winning, rather than discouraged by a fear of losing.  

This week we have the pleasure of highlighting an SDR who hit some incredible milestones, due to her desire to win and her actions to support it. We also share David Kiley’s best tips to improve your hold rate and overall client relations once you get a meeting in the books. 

Notable Numbers

• 7.58% – September’s conversion rate of conversations to booked meetings. This is trending higher than August’s conversion rate of 7.48%.

• 15% – Percentage of meetings booked by email last week. This is a slight increase from the previous week’s percentage of 14.5%.

Highlight of the Week

While the sales field welcomes people of all different backgrounds and interests, there are certain traits that are sure to thrive in this high-energy, fast-paced work environment. Here at memoryBlue we are specifically drawn to candidates who have the drive and desire for success. SDR Joyce has been no exception. In just four short months, she has not only displayed an eagerness to grow, but a deep hunger to win, and it’s safe to say that she has already begun to satisfy that hunger.

Right off the bat, Joyce excelled in Academy, winning her first place in our Biggest Game Competition. However, this was just the start. Joyce has the ultimate task of working with a client who has trusted memoryBlue for the past two and half years. In that time, the client has benefitted from $5.8 million sourced by memoryBlue in their pipeline. Amazingly enough, more than 50% ($3.1 million, to be exact) of this pipeline opportunity was generated in the four short months since Joyce joined the campaign. This is the kind of tangible payoff that can only be achieved by unwaveringly keeping your eyes on the prize. After all, sales is one big competition, and we’re proud to see Joyce exemplifying memoryBlue’s dedication to victory on behalf of our clients.

Spotlight on Training

Delivery Manager David Kiley centered his training on the tricky task of increasing your hold rate. He began with a prospect’s reasoning for reschedules and no-shows. No matter the reason, it really comes down to one common theme: they’re just not that interested. However, David assured attendants that this roadblock is avoidable if you learn how to work smarter throughout the entire process.

It all hinges on your ability to first make the best use of the initial call. While efficiency is key, David stressed the importance of not closing until you truly have a pain, fear, or gain identified. Without this crucial detail, the client will likely lack any conviction to follow through with the meeting.

The remainder of David’s training discussed the necessary organization and customer management that should follow the initial phone call. After all, your job is not done just because you booked a meeting. Continuing to follow up with your prospect, reminding them of the value you can provide them with and displaying your vested interest in helping them, is what will keep them locked in. Lastly, David outlined how to properly follow-up with various examples and outlines depending on what platform you’re utilizing and at what point in the process.

Lead Scores

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

09/19/22 – 2:36 PM – 10/10 – Simon

“This was a fantastic call! Really great job following up with the prospect to confirm the meeting this morning! Org is starting formal tech eval, had several stakeholders on the call, because Simon was so thorough with his follow-up.”

09/21/22 – 4:56 PM – 10/10 – Maggy

“Love the creativity in getting this book and as a result putting us into a position to deliver a ton of value during the introductory call. Nice work Maggy!”

09/21/22 – 6:33 PM – 10/10 – Michael

“Another great meeting set up by Michael. He provides good pre-call info, calendar agenda info, and does a nice job setting the stage when the call first kicks off. Well done.”

Service over Sales

It’s no secret that a competitive nature is a common quality shared among most successful SDRs. However, it’s important to unpack the underlying motives that keep those SDRs continually driven to victory regardless of the competition, roadblocks, and losses they encounter along the way. A strong SDR doesn’t just want to win for the sake of winning. That’s the kind of mentality that will crumple under the weight of failed meetings and inevitable disappointments. Instead, it’s the kind of mentality that is rooted in service rather than greed that goes the distance.

For this reason, we stress the value in humanizing the sales process as it pushes SDRs to find a deeper meaning in the work they’re doing and power through any obstacle they encounter. Encouraging them to find that meaning allows them to book meetings out of a firm belief in the product they’re selling, rather than just trying to meet their metrics. It inspires them to nurture relationships with their prospective customers out of a true desire to help them, rather than just looking at them as a pipeline opportunity. At memoryBlue we train to serve rather than to sell, and we watch as the success follows.