memoryBlue Insights – 1/24/2022

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’re getting ready to kick off the 8th annual memoryBlue Alumni of the Year award program this quarter. With over 600 alumni making waves throughout the high-tech sales industry, it is becoming more difficult to crown a winner. This prestigious title goes to an alum who posted an outstanding set of professional accomplishments last year. The competition is judged independently by a panel of sales industry experts, former Alumni of the Year award winners, and even the public-at-large.

In addition to earning a place of honor in our company’s history, the winner receives a $5,000 dream vacation and gets a conference room named after them in one of our offices. We love celebrating these accomplished alumni who represent our brand, our business, and our culture in the very best ways possible.

Notable Numbers

• 71.8% of all client-scored leads have earned a rating of 7 or better in January. Lead quality remains high as we move toward the end of the month.

• There are 119 total enrollees across all Prospecting Principles cohorts that start this month. Our signature memoryBlue Academy sales development training course is educating a record number of participants in January.

• The average number of words received as optional feedback accompanying all client-scored leads this month is 20.6. Clients who add this quality insight actively help their campaigns gain additional momentum.

Highlight of the Week

Will Pidgeon, an SDR based out of our HQ office, posted impressive results recently on behalf of his legal industry marketing technology-focused client. Will consistently tests out and strategizes ways to push past gatekeepers and overcome what would otherwise be dead ends, sometimes leaving upwards of 50 voicemails a day. He landed several leads in the first week of January alone and the following week posted a sizzling stretch setting up a whopping nine more sales prospect meetings.

That run prompted direct praise from his client’s CEO, noting their sincere appreciation for Will’s outstanding efforts. Will joined memoryBlue this past Fall, and he has wasted no time getting up to speed quickly and making a fantastic impression as an SDR who can flat out move the needle.

Spotlight on Training

This past week Charles Bates, a Client Delivery Manager based in our Seattle office, held a training on rapport building with prospects and addressing the root cause of common prospect objections.

If you’re talking more than you’re listening, you’re doing it wrong. Charles highlighted the importance of preparing thoughtful questions that respectfully dig in to prospect needs and desires. Great questions combined with active listening techniques build bridges with the professionals on the other end of a sales call.

Bates emphasized key training points by presenting multiple common objections and deconstructing the possible context for each one. After participating in active listening exercises, critiquing and learning from real calls with prospects, and mapping out their next CWPs, the team walked away with strategies for engaging in meaningful conversations, ensuring more booked meetings and higher quality leads.

Lead Scores

These client-based lead scores caught our eye recently:

1/19/2022 – 1:42 PM – 10/10 – Kirsten

“Well qualified conversation, actively looking into OSINT solutions and they’ve seen at least one of our competitors already.”

1/20/2022 – 12:03 PM – 10/10 – Edris

“Edris found a company and use case where connectivity is extremely important. The prospect thought there was no way we had a better offering than what they already had but Edris did a great job of assuring him that this meeting would be beneficial. AND IT WAS. Great job Edris!”

1/19/2022 – 12:57 PM – 10/10 – Noah

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

Growing the Field

The memoryBlue network expanded at a tremendous clip last year. In 2021 we added 161 new alumni, which was more than double the numbers from the previous year. Launching formidable careers in the high-tech sales industry lies at the heart of our core values and creates endless opportunities for clients and memoryBlue sales professionals alike.

But the best news is that we expect to smash that single year alumni record yet again in 2022. Widening this stream of talent is great news for our current and future clients. Well-trained, highly motivated sales professionals fuel growth across multiple high-tech industries.

Programs like our Alumni of the Year competition and the Phenom Award are just a few of the ways we honor and encourage the memoryBlue hustle mentality to continue long after professionals leave our offices.