memoryBlue Insights – 1/31/2022

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.

The weekly memoryBlue podcast, Tech Sales is for Hustlers, shines a spotlight on highly successful alumni making waves throughout the high-tech sales industry. These accomplished individuals share unique, personal stories and offer behind-the-scenes career insights for anyone interested in professional growth.

In January, we’re seeing an explosion of audience growth as the show is currently on pace for over 1,200 episode downloads. Three of the last four months have set new high-water marks for downloads and the feedback we get from our network is tremendously positive. If you’re looking for a fresh, sales-oriented podcast to add to your collection, follow our show on Apple Podcasts, Spotify, or wherever you get your podcasts.

Notable Numbers

• The average lead score for all leads booked by phone last week was 7.94. The phone is our highest volume channel, and lead quality last week was well above the 7.7 company average over the last 1,000 scored leads.

• The meeting hold rate was 83.1% this past week for leads booked via email. Achieving a hold rate over 70% for any channel is strong, but this number is exceptional.

• Our prospect connection rate hit 4.8% across all campaigns last week. Connection rates are elevated in January and we’re on pace to achieve the highest monthly rate in over a quarter.

Highlight of the Week

Thanks to a strategic lead sourced by Ben Cooke, an SDR from our Seattle office, his entire team is elevating their shoe game. Ben’s prospecting efforts helped his cyber security client close an impressive deal with a major brand in the footwear industry.

In appreciation for Ben and the rest of their memoryBlue squad, the client sent a pair of the “often copied, never equaled” shoes to each team member.

Ben joined the memoryBlue team nine months ago after graduating from Washington State University, and he’s absolutely knocking it out of the park.

We love sharing this excitement with our clients and celebrating big wins as a team makes the work even more rewarding.

Spotlight on Training

This past week, memoryBlue’s Head of Sales Nimit Bhatt ran an in-depth SDR training addressing strategic ways to gather information from a prospect and gauge their viability as a lead. He demonstrated ways to identify the decision-maker and the decision-making process, and ultimately provided a framework to grade each touchpoint of the prospect engagement.

Nimit broke down every crucial element needed to advance the deal. SDRs can now use Nimit’s rubric to translate prospect responses in each step of the engagement and define lead quality as a numeric score. Nimit also provided SDRs with a list of questions to reference that will help them guide the prospect through the call. These actionable takeaways will help our entire team improve lead quality and bring in prospects who are genuinely interested buyers.

Lead Scores

These client-based lead scores hit the mark last week:

1/27/2022 – 3:25 PM – 10/10 – Victoria

“Victoria did a great job sourcing this lead and the customer gave some good information on our competitors. We will use this information to get higher in the account with decision-makers. Thank you Victoria!”

1/27/2022 – 2:47 PM – 10/10 – Nick

“Perfect job title. Excellent prospect. Strong need for our services. Great job, Nick!”

1/28/2022 – 8:27 PM – 10/10 – Michael

“Michael did a great job qualifying the prospect and the organization. The client’s challenges and formal project aligned with two of our solutions and we were able to set up a demo. Overall, this was a great use of time.”

The Sales Talent Solution

Is your organization hiring for more advanced sales roles? The current hiring climate makes that need more challenging to fulfill than ever before. This is precisely where memoryBlue’s Direct Hire service can help.

Our expert team solves organizational sales gaps at elevated levels by vetting potential hires and bringing forward a consistent flow of highly qualified candidates.

We know what it takes to succeed in professional high-tech sales, so our search is focused, accurate, and tailored to your business. With over 600 memoryBlue alumni excelling in high-level sales roles across the country, as well as access to other deep talent pools, we have a far-reaching network of potential candidates.

If you need additional talent throughout your entire sales organization, click here and get started today.