memoryBlue Insights – 10/26/2020

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 official announcement of our newest business unit – memoryBlue Public Sector – has ushered in a flood of excitement within our offices. Simone Comer, one of our most highly decorated Client Delivery Managers of all time, leads the practice in her role as Director, Public Sector.

You can learn more about the official announcement and the amazing opportunity we’re offering to celebrate the advent of this program later in the bulletin, but in this space it’s worth noting how thrilled we are to see an individual like Simone launch her professional high-tech sales career within our walls, consistently exceed our lofty standards in every role she has held at memoryBlue, and ultimately elevate into this key leadership position. It’s a major credit to Simone and a fantastic result for the entire firm.

Notable Numbers

• 77.72% of all leads scored this past week received a rating of 7 or better. This outpaces the 73.30% number from the last 1,000 scored leads and is a clear indication that our lead quality remains extremely high right now.

• Leads booked via both phone and email earned average lead scores over 8 last week. Accounting for nearly 78% of all scored leads, our two main channels both registered phenomenal quality ratings last week. Phone-based leads earned an 8.04 average score and email-based leads checked in at a robust 8.33. These numbers top the already strong 7.7 company average (all channels) over the last two months.

• Meeting hold rate is on pace to finish close to 74% for the month of October. That would make this month the fourth straight month at 73% or better for this key metric. In the first half of 2020, the monthly average hold rate was consistently between 68-70%. Increasing meeting hold rates to this degree dramatically improves our clients’ chances at winning new business.

Highlight of the Week

A cloud management and application client supported out of our Austin office is posting some fantastic numbers lately with a big assist from Client Delivery Manager Jace Edwards and his SDR team. They have officially closed three new deals and there are two more big ones on the doorstep.

How big? If these deals come to fruition, they will be worth roughly $450,000 in total contract value. That’s a big return on investment, and Jace’s group of committed hustlers is just getting warmed up!

Spotlight on Training

Boston office Managing Director Jeremy Wood conducted an important training session last week centered on the concept of “Sales Homonyms” and how to handle these dual-possibility phrases with a prospect. Sales Homonyms are lines frequently heard from prospects where what is communicated can mean different things based on where in the conversation an SDR hears them.

The nuances of recognizing the meaning of phrases like “It’s not a good time to talk,” “I’m not the right person,” and “Send me an email” each can drive different SDR responses based on the time, place and manner in which they come up. Jeremy focused on teaching the techniques sales pros can employ to handle these common prospect conversation moments. He included insight on when it was too early to go for the close, how to circle back into the conversation to dig for pain/uncover value and how to avoid burning bridges in a conversation (so you can go for the close when its truly the right time and in the prospect’s best interest).

Lead Scores

The lead scores below caught our attention this past week:

10/21/2020 – 11:55AM – 10/10 – Emily
“Great lead by Emily. The lead knew the business model and what they needed and the gaps in their current system. I like the fact that we are getting leads in the commercial sector.”

10/20/2020 – 2:04PM – 10/10 – Jack
“This was a great lead resulting in an immediate opportunity. The customer stated this was “the most advantageous cold call he has ever taken.”

10/23/2020 – 1:29PM – 10/10 – Ryan
“Perfect persona fit, well sourced, and perfectly introduced in the call. A+”

memoryBlue Announces Public Sector Practice with a Bang

Last week we formally announced the official opening of our newest practice – memoryBlue Public Sector. The business unit channels our long-standing experience with public sector high-tech sales into a tailored sales development offering designed specifically to help businesses selling to federal, state and local government entities.

And to celebrate the unveiling of the practice, we are giving away a FREE full year of public sector-focused sales development through a free-to-enter Sweepstakes. Entries in the Sweepstakes are open to all business entities interested in a public sector engagement from now until December 31, 2020. We will randomly pull and announce the winner just after the turn of the new year.

Visit memoryBlue.com/public to learn more and enter the Sweepstakes today.