memoryBlue Insights – 10/19/2020

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 memoryBlue Phenom Award is an honor we bestow each year on a recent alum who is making big things happen after leaving the firm. We’re currently on the hunt for our 2020 winner, and you can read more about this later in the bulletin.

This program is part of our effort to continually showcase just how big of an impact memoryBlue alumni make as they matriculate into positions of increasingly larger responsibility in the professional high-tech sales industry. It’s a credit to them and a point of pride for our entire firm to see these shining examples of success in sales.

Notable Numbers

• 67.43% of all occurred meetings in Q3 received lead scores from our clients. This outstanding level of active participation set an all-time quarterly record and helps every single memoryBlue campaign achieve greater levels of sales development success.

• The Net Promoter Score (NPS) for the last 20 client surveys completed stands at a massive 85. Achieving an NPS of 40 or better is commonly accepted as a “best in class” rating, so we’re thrilled to see this sensational feedback from our client universe. Completing client surveys and offering memoryBlue guidance on how to fine-tune our sales development work on your behalf continues to be extremely important to our business.

• SDR prospect conversion rate continues to surge in October, checking in at a robust 8.8% last week. We’re going to continue looking closely at this number as the quarter rolls on, given how closely it tracks with our sales trainings in-house. The best way to keep prospect conversion rate high is to continuously arm our SDRs with an array of tactics and practical skills, which is a primary focus for the firm.

Highlight of the Week

One of our newer clients, a company focused on the enterprise digital automation space, is seeing some rapid returns on their memoryBlue sales development engagement. The campaign itself is less than 60 days old and there has already been a closed deal as a direct result of the team’s efforts. This particular campaign is run out of our DC Metro HQ office under the leadership of Client Delivery Manager Joe Trapasso.

This is exactly the type of result that is possible with the right business conditions and a targeted strategy of prospect outreach. Certainly, every company has different sales cycles, so this type of situation is not always possible. But it’s great to see it come to fruition when it is an option.

Spotlight on Training

HQ office Managing Director Andrew Palmer held a recent staff training focused on the importance and nuances behind pulling sales prospect pain, as well as the secret strategies needed to ask great questions.

Getting a sales prospect to provide detailed information on their pain with a current solution or business problem is an absolutely critical component of any good sales development outreach. These conversations are the ones that lead our SDRs down the path of booking a next steps call when the situation is a good one. Conversely, no sale happens if an SDR cannot get a prospect talking about their pain. That’s where asking better questions enters the picture. This topic made for an absolutely outstanding training that all of our team members benefited from last week.

Lead Scores

These lead scores drew some rave reviews from our clients last week:

10/16/2020 – 11:30AM – 10/10 – Jack
“Perfect lead – Never spoken to them/heard of them before but entirely our target buyer, so this is exactly the kind of lead we leverage mB to find. Keep up the great hustle Jack!!”

10/12/2020 – 2:08PM – 10/10 – Quincy
“Quincy got the meeting with the ICP at one of our largest clients and we were able to uncover a multi-million dollar opportunity.”

10/16/2020 – 2:32PM – 10/10 – Smita
“Perfect match of company that has good potential for business.”

Alumni Program Recognizes Fast Starters

One of our signature Alumni programs – the 2020 Phenom Award – is in full flight right now. While the overall Alumni of the Year competition annually recognizes the memoryBlue alum who puts together an unmatched year in professional sales, the Phenom Award honors the former employee who is off to the hottest career start.

All employees who left in the last two years were eligible to apply for the award, and later this week we will officially announce the Finalists. These hard-working sales professionals will compete to win a $2,500 paid vacation and earn some well-deserved recognition within our company. The award is independently judged by all of our former Alumni of the Year winners as well as last year’s inaugural Phenom winner.

Learn more about this program and look for more announcements about it on our dedicated online page!