memoryBlue Insights – 10/11/2021

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 150+ sales development campaigns and 275+ SDRs working relentlessly to generate net new revenue for these businesses.

As our signature sales training programs experience serious growth this year, we are consistently expanding the memoryBlue Academy facilitation team. Many of these facilitators started right on our sales floor and they hail from multiple offices coast-to-coast. Gaining experience and success in the SDR role prepares facilitators incredibly well for this important position.

The growth of Academy is exciting. We trained over 140 individuals through the Prospecting Principles sales development course in Q3 alone. Every single new hire at memoryBlue goes through this course, but we’re experiencing a growing demand for it from our clients. Whether we’re training our SDRs or those from an external business, we love arming the next wave of high-tech sales pros with the tools they need to succeed in sales.

Notable Numbers

• Client lead scoring percentage stands at 89.3% in October. It’s relatively early in the month, but we’re seeing tremendous participation rates across our entire portfolio of clients right now. Utilization of this critical feedback mechanism drives campaign improvements and helps increase program value.

• Connection rates have risen to a 4.9% weekly average across the business in the second half of 2021. This is up from the 4.7% weekly average we observed in the first half of 2021. This continues to be a positive business signal for our sales development teams, representing a steady increase in calls with receptive prospects.

• Leads booked by email have an 87.9% meeting hold rate for the year to date. This number is well above the company mark of 70.4% for all channels (phone, email, LinkedIn) combined. The quality and stickiness of leads from our email programs continue to serve as a major boon in our sales development campaigns.

Highlight of the Week

Karina, an SDR based in our Austin office, recently created an opportunity for her cloud management-focused client that had their team buzzing with enthusiasm. She brought in a new opportunity with the Director of Technology Automation and Development at Harvard University that appears to have major potential. Karina’s great work earned the following high-praise from a long-standing client of memoryBlue:

“Best lead we’ve ever gotten! The team we spoke with has been working on a build your own solution for two years and have decided to start looking at other options in the market. Great conversation and perfect titles involved.”

Amazing job by Karina – that is the type of hustle that opens new doors and creates big-time value.

Spotlight on Training

Joe Reeves, the Managing Director of our Silicon Valley office, led a staff training last week focused on a vital piece of our prospecting process: CWPs (calls with prospects). In this pivotal moment, a great SDR can extract crucial market information, log valuable intel on prospects, and begin the sales cycle that builds pipeline and leads to net new revenue.

Reeves stressed the importance of diligent note taking during CWPs and organizing notes into a clear, concise, and value-focused conversation write-up. These detailed conversation write-ups are designed to provide transparency for clients and help prioritize the next steps that bring SDRs closer to booking a meeting. Additionally, these habits create a digital trail of the current standing with a prospect so that anyone, on the client or memoryBlue side, can easily understand where things sit. Reeves broke down every small, yet monumental step of CWP best practices, and his team got back in the game with an actionable plan to get results and keep our client needs front and center.

Lead Scores

These high-level leads scores stood out last week:

10/5/2021 – 3:42PM – 10/10 – Kirsten
“Home run around the Pesky Pole. Prospect is currently looking for a Gov-based CLM – great call – sending info and will follow up for a demo.”

10/8/2021 – 4:05PM – 10/10 – Travis
“I wish I could rate this higher than a 10!!! I wanted to give major kudos for this lead and intro call. Today I was able to break down so many barriers that exist from being ONLY on Zoom by following Travis’ prep document. I was able to close for a full demo and should get a significant opportunity to make a difference for this customer!”

10/6/2021 – 12:12PM – 10/10 – Caroline
“Caroline is awesome and has provided a number of meetings that have long term value.”

The Audio Road Show

Our memoryBlue podcast, Tech Sales is for Hustlers, hit the road last week and paid a visit to the Austin (TX) office. This “on location” tour provided us a golden chance to record in-person episodes with a wide range of alumni from that local office.

These alums continue to thrive in various high-tech sales industries and we absolutely love bringing their personal sales journeys to life through the airwaves. The Austin recording tour was so well received that we’re planning the next stop with our Silicon Valley office.

It will be a few weeks before we get the Austin episodes launched, but in the meantime, take a moment and listen to past episodes right here. You can also find the show on Apple iTunes, Spotify or wherever you get your podcasts.