memoryBlue Insights – 11/9/2020

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.

Posted in prominent locations throughout every memoryBlue office is something we call our Hustle Board. These large dry-erase frames are updated daily with metrics and visual signs which indicate how every single office — as well as the company as a whole — is performing on all of our key sales development metrics. Success or struggle is indicated with a green or red triangle for every single business day in the current month.

Putting these boards in locations where every staff member and office guest can easily see them is an important accountability move. In addition, the visual representation of these boards is emailed to the entire staff every morning (for the benefit of anyone not in an office at the time). These boards make it clear that memoryBlue will never compromise when it comes to tracking, measuring and elevating the core building blocks that impact sales development success.

Notable Numbers

• 34.8% of leads scored last week received a 10/10 rating. This tops the current level of 29.2% over the last 1,000 scored leads and is a positive sign that we are keeping lead quality high.

• Meeting hold rate was 76% in October across the business. The single best month of the year, hold rate continues to climb in the second half of 2020. Keeping our prospects committed to these booked next steps meetings is vital for sales development success.

• 63.2% of booked leads came via phone outreach this past week. Picking up the phone and dialing prospects remains a dominant force in the sales development universe. That is precisely why memoryBlue Academy carefully instills the phone game SDRs need to succeed through this vital channel.

Highlight of the Week

Bianca, an SDR based out of our HQ office, is making big things happen for her supply chain software client and it isn’t taking long. Just over one week ago, she booked and occurred a meeting with the Head of Strategy at an ideal customer.

Fast forward to last week, and that initial discovery meeting has instantly blossomed into a signed deal. Her client sent over a major shout-out, highlighting just how good of a job Bianca did in identifying a prospect with a true need that fit the exact profile they want to target for new deals going forward. Way to go Bianca!

Spotlight on Training

For training last week, we structured a company-wide Power Hour that really placed a focus on the importance of our full commitment to metrics and accountability. In this major wind-sprint, our SDR teams are assigned targets for all of our major Hustle metrics (dials, CWPs, booked meetings and more) and they are fueled by a high-energy, enthusiastic environment led by active participation from our Delivery Managers.

The SDR role is certainly a challenging one, so keeping spirits high and encouraging our full team to push themselves creates a mutual drive to succeed. At the close of the Power Hour, delivery teams meet and go over how the team performed, highlighting key wins and areas of opportunity in future work. This shared accountability is incredibly motivating and uplifting for everyone involved.

Lead Scores

Take a look at some of the lead scores that caught our eye last week::

11/6/2020 – 5:21PM – 10/10 – Scott
“Great work. Scott was very proactive on this, getting a hold of the medical director over care management and getting him to consider us as an option as they re-evaluate their existing platform. Hopefully we’ll get traction, but regardless, Scott’s efforts were top grade.”

11/6/2020 – 8:36AM – 10/10 – Nicole
“This was a qualified lead. Nicole positioned the lead well and the briefing notes were helpful. Mike is receptive to participating in a demo with his extended team which is our objective. Well done.”

11/5/2020 – 4:26PM – 10/10 – Craig
“Great lead – and is looking forward to expanding our solution to the community.”

Public Sector Sweepstakes Taking Off

After announcing the kickoff of the memoryBlue Public Sector Sweepstakes a few short weeks ago, we’re seeing interest flood in. Over 125 high-tech firms around the country have already entered, and we expect that this number will continue to swell.

As a reminder, 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 and you have until December 31, 2020, to get in the mix. We will randomly pull and announce the winner just after the turn of the new year.

Learn more and enter today at memoryblue.com/public.