memoryBlue Insights – 1/10/2022

Below is the memoryBlue weekly bulletin, delivering sales development insights every Monday to our entire slate of high-tech clients. The updates span all six memoryBlue offices, encompassing 175+ sales development campaigns and 275+ SDRs working relentlessly to generate net new revenue for these businesses.

We’ve hit a growth spurt, so we’re investing in ourselves in order to invest in you more deeply. All six memoryBlue offices spanning from coast to coast are undergoing major changes and renovations this year to build out our capacity. The additional office space increases our ability to collaborate, train, and execute better than ever before. Best of all, these expansions are a tangible signal that a high-tech sales career path is growing as the preferred choice for talented and motivated professionals.

Notable Numbers

• The Net Promoter Score (NPS) from memoryBlue Academy Prospecting Principles attendees was 57 in December. A score of 40 or higher is best in class for this key metric, indicating that our most recent sales training cohorts relish this powerful course.

• We earned an 8.8% conversion rate of Conversations with Prospects (CWPs) to Meetings Booked across our entire campaign portfolio last week. That’s a nice jump up from 8.3% the week prior. We’re aiming to push it past 9% before the end of this month.

• 34.2% of leads scored by clients have been rated as a perfect 10 so far this month. That tops the 30.3% mark from the last 1,000 scored leads and is a strong indicator that 2022 is off to a roaring start for lead quality.

Highlight of the Week

As part of our Client Lead Scoring program, each month we draw ten random names (client contacts who scored leads last month) and reward them with a $250 gift card to any restaurant of their choice.

But one of our recent client winners paid Senior SDR Francesca Simon from our Boston office the ultimate compliment by giving the gift directly to her for outstanding work on the campaign. Francesca has been an instrumental part of this successful client engagement right from the start of her tenure at memoryBlue just over one year ago. That success has led to client retention and expansion, and it has clearly created an atmosphere of appreciation for a job well done!

Spotlight on Training

Countless studies show that learning, productivity, and enthusiasm in the workplace exponentially increase when people have fun. This past week, we blended fun with competition, as memoryBlue teams were charged with a unique sales training “scavenger hunt” designed to increase their skills and improve performance.

The session created a chance to learn from one another and gain more opportunities for growth — which is what we’re all about. Teams earned points by completing a variety of learning activities including call reviews, gathering peer feedback, showcasing recent 10/10 client lead scores, and much more.

While every team benefited from the session, HQ-based Client Delivery Manager Jenn Cedillo’s team stood out above the crowded field and captured the win.

Lead Scores

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

1/5/2022 – 1:12 PM – 10/10 – Caitlin

“The prospect was prepped and ready to go and already interested in what we have to offer!”

1/5/2022 – 4:12 PM – 10/10 – Spencer

“It was a great meeting! He was a true decision-maker and is ready to move forward with our full suite NOW (sign off) for starting July 1, 2022.”

1/6/2022 – 12:15 PM – 10/10 – Ben

“Great meeting and perfect timing for a customer that is looking to upgrade now.”
 
 

Driving Sales Development in the Public Sector

memoryBlue customizes sales development offerings designed to target federal, state, and local government agencies through our Public Sector practice. If this is something your business needs an increased focus on, we can help.

Typically run from our HQ offices in the DC Metro region, Public Sector campaigns enable clients to effectively sell into this important space. Fostering lead generation and growing revenue for our clients is our specialty thanks to a comprehensive understanding and seasoned expertise in the intricate elements of this unique environment.

Ron Cooke (Director, Public Sector) leads this high-performing unit. Since his appointment to the role last year, Ron has quickly bolstered our rapidly growing practice by leading a wide range of client engagements while simultaneously expanding the team.

If you have ambitions to expand your business into this landscape, learn more here.