memoryBlue Insights – 10/12/2020

Below 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.

The initial signals we’re seeing across the business indicate that Q4 has a chance to be a very big one for both memoryBlue and our clients. Many of our key metrics are trending upwards for our sales development campaigns, and we’ve seen a flood of clients find value in our offering and either initiate new campaigns or expand existing engagements.

All of these positive signs have us more enthusiastic than ever about the health and direction of the firm. We’re poised to play a larger high-tech sales role in the public space and officially open a new office before the curtain closes on 2020. It’s an exciting time here at memoryBlue.

Notable Numbers

• 72.51% of client-scored leads last week earned a quality rating of 7 or better (scale of 1-10). This tells us the overwhelming majority of our leads hit the mark for our clients. And close to half of that 72.51% checked in as a perfect score of 10 (35%).

• Leads secured by email earned an 8.4 client-based average lead score. That’s well above the overall 7.7 average lead score across all channels. With an eye towards increasing the potency and effectiveness of our entire outreach cadence, continually refining our email quality on a case-by-case basis is a continual focus for our client delivery teams.

• SDR prospect conversion rate swelled to a 9.05% average the last two weeks combined. That’s well above the 7.55% mark averaged in the prior two weeks. October has a chance to be the best month of the year for this important metric that measures how well we’re turning prospect conversations into booked meetings.

Highlight of the Week

The West Coast team for one of our relatively new Data Consolidation and Business Insights clients is having a sensational two week run. Headed up by Client Delivery Manager Thomas Lacalle, based in our Silicon Valley office, this squad has secured 20 new prospect meetings in that short ten business day timeframe.

Occurred meetings for this client are averaging a lead score of 7.62, which is inline with the strong overall company average of 7.7. That means this flood of freshly booked leads are very likely to result in high quality opportunities and added pipeline for this appreciative client.

Spotlight on Training

Denver office Managing Director Joey Plesce led a dynamic staff training last week on the top barriers that commonly prevent an SDR from attaining quota. Identifying and systematically smashing these barriers requires a steady commitment to a range of intentional behaviors that Joey shared with the team.

Addressing common issues such as grappling with a lack of day-to-day focus. struggling with prospect conversation flow and failing to sharpen existing sales development skills, Joey relayed the specific tactics every SDR should employ in order to ascend past each of these success hurdles.

Lead Scores

These client-based lead scores caught our eye last week:

10/5/2020 – 4:49PM – 10/10 – Anna
“Anna does an amazing job, is coachable and continually looking to help us gain more clients. Appreciate her and all of the hard work she does!”

10/8/2020 – 5:21PM – 10/10 – Ervin
“This was exactly the type of senior level lead we wanted to meet. This was the result of great diligence and persistence. Well done.”

10/8/2020 – 1:08PM – 10/10 – Andrew
“Andrew did a phenomenal job of sourcing this lead — while they are in the early stages of an evaluation, his ability to prep us on expectations, where they sit in current state, and long term horizon projects have given us a chance to bring in additional Sales Business units and expand on this opportunity.”

Academy Expands Call Review Abilities

The memoryBlue Academy is poised to dramatically increase the horsepower of call analysis software usage over the coming week. In particular, the team is rolling out expanded coverage of ExecVision for external Academy participants. This is the same call analysis software used for all internal SDRs for the vital call review portion of our curriculum.

Giving increased access to this resource allows our external clients and partners to take advantage of this powerful tool without the need to personally invest in a system during the cohort session. That’s an important win and extended benefit which helps keep all of our cohorts and trainers aligned.