memoryBlue Insights – 1/19/2021

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.

As we continue the march through January, this week stands out every year due to the observance of Martin Luther King Jr. Day. He was a transformative force for positive change in the world and powerful proof that one person can make a major difference. It is our hope that everyone take some time this week to reflect on his life, his impact and his inspiring messages condemning racial inequality and aiming for a brighter future for all of humanity.

Notable Numbers

• Leads booked via email in January have an 82% hold rate. We love pushing this number to 75% or above for all channels (Q4 2020 was close to 76%), so seeing leads booked via email charge well above that level speaks very highly for our email outreach efforts.

• Conversion rate stands just over 8% through the first two weeks (plus) of January. That’s a noticeable jump compared to the 7.1% number we saw in the final two weeks of December. Converting calls with prospects into booked meetings is a metric on the rise as we hit the new year running at a fast pace.

• 31.9% of all scored meetings last week received a perfect 10. That exceeds the number from the trailing 1,000 leads (31.1%). Lead quality remains high right now, which is the essence of our business.

Highlight of the Week

Jane, an SDR based out of our HQ office, recently pulled off an impressive feat on behalf of her client (a global business governance software leader). She booked a prospect meeting last week that led directly to a closed, five-figure deal just two days later.

The sales success is a testament to never quitting on a potential high-value target. The company Jane booked this lead with was a prior customer for her client, but they had discontinued the earlier partnership due to financial issues. Jane’s precise outreach caught them at just the right moment, as they were emerging from the financial difficulties, and the result speaks for itself!

Spotlight on Training

Company Co-founder and Managing Partner Marc Gonyea led the staff through an important training session last week examining the benefits of maintaining focus and prioritization throughout the work day. A training that emphasized concepts applicable to roles well beyond the SDR job, Marc highlighted precisely how taking control of your work task list unlocks infinitely more productivity.

The difference between SDRs who smash quota and those who struggle with it typically comes down to the small things. And prioritizing your day to maximize the work that matters most is one of those small exercises that can make or break achieving your sales prospecting goals.

Lead Scores

Here are a few lead score notes that stood out last week:

1/14/2021 – 3:53PM – 10/10 – Devon
“Already a client through legacy Inventus. Opportunity for us to expand to other services lines.”

1/13/2021 – 11:52AM – 10/10 – David
“He was interested in the features that our tools can offer and seems to be a good fit. Gave me a date to follow up on and continue next steps.”

1/15/2021 – 2:32PM – 10/10 – Craig
“Craig continues to execute on quality meetings with key execs for athena accounts – Keep up the great work!”

Seattle Sales Development Sweepstakes Takes Center Stage

We’re going to make it rain leads for one lucky Seattle-based firm as we launch the Seattle Sales Development Sweepstakes this week. Any high-tech business located within 60 miles of our new downtown office has the opportunity to enter to win 90 days of sales development service for FREE.

This is a prize valued at over $18,000. The sweepstakes closes on March 31, 2021. We’ll pull one lucky winner from our entries in early April, and announce the winner live on our social media channels.

To learn more and enter for free today click here.