The Sales Development Blog

Your place for the latest scoop on sales trends, techniques, and career advice.

memoryBlue Insights – 6/1/2020

memoryBlue logoBelow is the memoryBlue client bulletin, delivering sales development insights every Monday to our entire slate of high-tech partners. The updates span all five memoryBlue offices, encompassing 100+ sales development campaigns and 150+ SDRs working relentlessly to generate net new revenue for these businesses.

As we move into the summer months, memoryBlue continues to keep an eye on the variety of phased approaches, state-by-state, for a return to in-office work with our staff. We are incredibly pleased with the production and performance of our entire team during the last two months, but we also look forward to a safe return to the office environment as soon as that proves possible.

Stay tuned for more updates on the timing of those moves as this process unfolds.

Notable Numbers

  • The hold rate for booked meetings averaged 68.2% in April and May combined. This represented a marked increase from the 64.1% dip we experienced in March. memoryBlue Academy continues to instill the techniques and best practices used by our SDRs to push this rate higher as market conditions improve.
  • Academy Net Promoter Score (NPS) hit 70.6 for the May 18th fully booked cohort. A score of over 40 is considered “best in class” for NPS, so this provides solid guidance that enrolled students are seeing strong tangible benefits from this power sales course.
  • 39.2% of all lead scores last week were perfect 10s. That’s well above the 32% trailing average from the last 1,000 scored leads. Clients consistently tell us lead quality is the most important aspect of any sales development campaign, and this number tells us we hit the mark at a very high rate.

Highlight of the Week

Bianca, an SDR based out of our HQ office, took over a new (second) campaign for an existing client in early May. In less than one month, she has personally contributed just over $87K in pipeline for them.

The client has an existing team of internal SDRs, but Bianca’s share of their overall May pipeline was a whopping 43.5%! It’s always a win-win when our SDRs blend right in to a team and make an immediate impact on the bottom line.

Spotlight on Training

Trevor Shan, a Client Delivery Manager based out of our Silicon Valley office, conducted an SDR training session this past week based on key lessons learned from the book “Never Split the Difference” by former FBI Hostage Negotiator Chris Voss.

Voss details a wealth of valuable tips with direct application to professional sales including best practices for active listening, asking open-ended questions and much more. Trevor distilled those lessons into a hard-hitting training hour that reinforced key points while keeping SDRs engaged and interactive.

Lead Scores

Here is a continued look around our client portfolio at some of the top lead scoring comments we saw last week:

 

5/29/2020 – 10:17AM – 10/10 – Trevor
“Quality prospect who was interested in sending us opportunities. This would be a new type of customer for us.”

 

 

5/28/2020 – 12:43PM – 10/10 – Jenn
“Great call! Looking forward to setting up demo and next steps, thank you!”

 

 

5/27/2020 – 5:58PM – 10/10 – Huy
“The guy asked great qualifying questions to speak intelligently on how to best help the customer. His help could help us land a project. Thank you Huy!”

 

memoryBlue Academy Webinar Series – Part 5

Nimit Bhatt, our Managing Director of Business Development, hosts the fifth of his series of free webinars designed to take participants inside the memoryBlue Academy curriculum.

This week he will unveil the secrets behind building great sales prospecting lists, as well as offer tips on the best ways to leverage gatekeepers. The free webinar runs on Wednesday, June 3rd at 1pm ET and lasts approximately 30 minutes. Every session in this 6-part series will cover a specific sales development topic and reveal the fundamental lessons we instill in every single SDR across our business.

Register here, the session is open to everyone who wishes to attend.

Kevin Harris is the Director of Marketing at memoryBlue. A seasoned professional with over 23 years of experience in public relations, marketing and content management, Kevin oversees all major internal and external communications programs for the firm. He holds a Bachelor of Science degree in Communications from James Madison University.

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