The Sales Development Blog

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

memoryBlue Insights – 9/28/2020

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.

memoryBlue celebrated the first ever member of our alumni group arising out of our newest office in downtown Denver recently. This is a milestone we love to see, as it marks the beginning of what we know will be a long and fruitful relationship with the local high-tech scene wherever we open our doors.

In fact, our alumni group is doubling at an incredible rate (nearly every three years on the current pacing). That’s a testament to the power and effectiveness of the memoryBlue model, but also to the strong success-oriented mentality of the people we hire.

Notable Numbers

  • Email-booked leads back on top for lead quality with a 7.97 average client-based lead score. After yielding the top spot to phone-based leads last week, email quality jumped back to the top of the heap.
  • Prospect conversion rate is trending towards 7.78% in September. August was one of the best months of the year at 8.05%, so this is a slight decline, but still on track for a very good month. Converting prospects to booked next steps meetings is a combined result of building a solid target list and executing strong prospecting work by the SDR teams.
  • Leads scored as perfect 10s comprised 33.9% of all scored leads last week. A score of 10 is still the most submitted score for all memoryBlue leads and last week’s percentage is above the current last 1,000 leads mark of 32.4%.

Highlight of the Week

One of our long-time client campaigns currently based in the memoryBlue Boston office is approaching a serious milestone – 1,000 booked leads! The team stands at 997 as of today, which means we’ll be smashing that barrier this week in all likelihood.

For Client Delivery Manager Robert Gonsalves and SDRs Tyson and Ryan, all of whom work on behalf of this clean energy storage provider client, the achievement represents consistent days, weeks and months of getting the job done. When you deliver a steady stream of qualified leads, the prospect lead generation business partnership is an important win for everyone involved.

Spotlight on Training

Client Delivery Manager Ross Barton, based in our DC-area HQ office, led a staff training last week focused on the nuances of handling objections from a prospect vs handling a brush off. Recognizing the differences in these common prospect behaviors is an important step towards determining the right path forward in a conversation.

Ross engaged the team through a lively group breakout activity, call reviews with his breakdown as the calls unfolded, and full group discussions around the top strategies for each situation.

Lead Scores

These client-based lead scores stood out this past week:

9/23/2020 – 10:51AM – 10/10 – Dylan
“This is exactly the type of contact we want meetings with. C-Level. We generally have more luck with CISO’s, but Compliance and Privacy Officers are second, especially when part of a large health system like Karen is. Thank you and keep them coming! Great job!”

 

 

9/23/2020 – 10:40AM – 10/10 – Ray
“Perfect contact. Perfect setup. Viable next steps. Exactly what we’re looking for. Nice job, Ray.”

 

 

9/22/2020 – 5:19PM – 10/10 – Masa
“Masa does a great job of lining up calls with the right people. The prospective client was very interested in our diligence services. Very promising!”

 

Nimit Shines on the Sales Game Changers Podcast

Continuing his tour of appearances on prominent “virtual” sales events, webinars and shows, our own Nimit Bhatt recently joined Fred Diamond (President and Co-Founder, Institute for Excellence in Sales) on the Sales Game Changers podcast. In this well-received session, Nimit walks Fred’s listeners through several key strategies outbound sales pros can use to overcome the specific fear of cold calling prospects.

The entire episode can be found here.

Nimit’s three specific tips will help SDRs improve as well as offer a boost to sales leaders searching for a better way to coach a team around this very important topic.

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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