memoryBlue Insights – 1/11/2021

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.

Today marks the official first day for our memoryBlue Seattle office. Located downtown in the heart of the action, and positioned with sweeping views of an amazing Pacific Northwest city skyline, we are thrilled to turn the lights on in this phenomenal location.

memoryBlue Seattle is our sixth office, and the third location we have opened in the last two years. The high-tech scene in this great town is, of course, very well-known. That is precisely why we’re so excited to bring our sales development expertise into the mix and make our presence felt right away.

Notable Numbers

• 75% of the leads scored last week received a 7 or better. In contrast, a relatively small 7.7% of leads received a score of 4 or worse (including no leads scored as a 1). The client lead scoring program continues to represent an outstanding opportunity to continuously ensure our campaigns are hitting the bullseye.

• Leads booked via email last week averaged an 8.33 client lead score. Leads booked over the phone also averaged a score of better than 8 in the first week of the new year, but email-based leads really set the bar for quality coming out of the holidays.

• Prospect connection rates hit 3.6% this past week. That is the highest level achieved in the last 10 weeks, and it’s a great sign that the new year is exploding with very willing buyer interest across the board.

Highlight of the Week

Kyle Gross is officially memoryBlue’s newest Managing Director, taking the reins of our Seattle office as it opens for business today. Kyle’s path to this important role is one we absolutely love: he launched his career right out of our HQ office as an SDR several years ago.

After a strong showing in that role, Kyle earned a promotion to Client Delivery Manager, where he has led successful campaigns on behalf of a wide range of high-tech clients for the last several years. After repeatedly demonstrating a knack for coaching and mentorship, Kyle now ascends into one of our core (and most exciting) internal promotion opportunities: the one-of-a-kind chance to open his own office and plant the memoryBlue flag in a brand new location.

Spotlight on Training

Last week the staff was treated to a training by Kristen Wisdorf, Head of Client Services & Delivery, from our HQ office. Injecting some fun into our weekly session, the team embarked on a scavenger hunt designed specifically to help build a new library of outstanding sales prospecting calls.

Everyone played a role as the SDRs pulled highlight reel call recordings in our ExecVision platform. The usage of call recording software enables our leaders to coach and train SDRs in an incredibly effective and efficient manner. This training underscored the ongoing value of this call review tool and the results from this competitive endeavor will remain useful to our team moving forward.

Lead Scores

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

1/6/2021 – 5:12PM – 10/10 – Samantha
“Great lead. They are looking for things we offer and were well primed to have a solid discussion about forecasting and budgeting.”

1/5/2021 – 12:11AM – 10/10 – Kirsten
“This was a great exploratory call into a possible partnership that could net us significant long-term revenue. Kirsten did a great job reaching out to me ahead of time asking if this call would be worthwhile, which was great also.”

1/6/2021 – 3:31PM – 10/10 – Zehr
“The CIO was a great lead who could understand the value proposition of our product and be in a position to strategically engage his IT leadership in a deeper evaluation. Getting him to this 30-minute introductory is a great win and an example of a best case scenario discussion.”

memoryBlue Academy Draws Rave Reviews

It’s no secret that we placed a high degree of focus on polishing the curriculum and effectiveness of our signature sales development training power course – memoryBlue Academy – throughout all of last year. That is why it has been especially heartening to see a wide range of positive comments flooding in lately from external sales managers who are making use of this program for their SDR teams.

While many of these comments are notable, we would like to share one below that really stood out and has energized our entire Academy team: