memoryBlue Insights – 10/18/2021

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.

Sometimes key changes in prospect targeting and ideal personas can create a major impact on sales development campaigns. We experienced this exact scenario recently when, together with a client, we pivoted a campaign from an enterprise approach to a focus on state and local education accounts. In less than two weeks, the team surfaced close to a quarter of a million dollars in pipeline opportunity for this enthusiastic and appreciative client. Staying flexible with a sales campaign approach can pay off quickly when the move makes sense.

Notable Numbers

• 38.8% of all leads scored last week earned a perfect 10 for lead quality. This percentage tops the 37% mark seen over the trailing 1,000 scored leads and it is a strong indicator that lead quality continues to rise.

• Managers of external participants in memoryBlue Academy have rated our signature sales training program with a Net Promoter Score of 71 in 2021. With a rating over 40 commonly viewed as the “Best in Class” mark for this metric, it’s fantastic to see these SDR Managers are thrilled with the value our program provides.

• Leads booked via email earned an average lead score of 8.33 last week. That beats the average lead score of 8.01 for all channels during the same time frame. In addition, as client lead scoring program participation continues to go up (noted last week), we’re seeing a steady rise in the overall average scores themselves (rising from 7.7 to 7.9 for the trailing 1,000 scored leads in the past few weeks).

Highlight of the Week

Jack Klaas, a Sales Development Executive based out of our HQ office, surfaced a perfect match for his client specializing in comprehensive cyber security partnerships. His attention to detail and thorough effort enabled Jack to surface a major new opportunity at a company with more than 100 years of manufacturing expertise and end their quest for the ideal cyber security solution.

This lead closed recently, featuring a total contract value (TCV) of more than $340k for his client, representing a fantastic win for their business. The first memoryBlue lead to close here represents the perfect glimpse at a promising future for this engagement.

Spotlight on Training

Last week Delivery Manager Hailey Slaton, based out of our Seattle office, led a staff training addressing the SDR-AE relationship. This key link in the sales chain is an often neglected, yet incredibly essential element for overall sales success. At the heart of her training was a simple concept: AEs want to work with supporting SDRs they trust to anticipate their needs and concerns.

Slaton challenged the SDR team to ensure quality and accuracy in every AE touchpoint. Lead write-ups, activity reports, market feedback, and other small details matter in ongoing interactions. Hailey stressed the need to make open and professional communication the cornerstone of these engagements. Her practical strategies left the team with actionable takeaways and tangible improvement tips moving forward.

Lead Scores

These recent client-based lead scores garnered amazing feedback:

10/12/2021 – 3:31PM – 10/10 – Allison
“10 out of 10! Right contact, wants sensors, knows value and seemed very excited to get something deployed. Only caveat may be international support, but didn’t focus on that, so hopefully not a show stopper. Great job!!”

10/15/2021 – 12:51PM – 10/10 – Rishi
“Great lead in. Paul was leaning forward and we uncovered a few different ways that we could help. Rishi did awesome at introducing the company and continues to do a great job.”

10/12/2021 – 3:44PM – 10/10 – Phoenix
“Wow Phoenix hit gold with this contact, we are working on a 2nd meeting. They will help us get key introductions with their govt customers!”

Working to Close the Gap

The Wall Street Journal published an article last week about the current U.S. labor shortage with the headline, “4.3 Million Workers Are Missing. Where Did They Go?” In particular, the authors indicate that over 4 million workers are missing from the U.S. job market since the start of the pandemic. That absence comes as U.S. employers are struggling to fill over 10 million open roles.

One small, but meaningful way we aim to help is by offering a free webinar on November 16th at 1 pm ET titled, “Why choose a career in tech sales?” Our Head of Client Services, Kristen Wisdorf, Campus Recruiting Manager, Madisson DeLisle, and SDR, Gia De Choudens, shine a spotlight on the massive growth the tech industry has seen this past year and the subsequent surge in tech sales career opportunities. The idea is to expand the overall universe of sales professionals and help motivated individuals learn how rewarding a career in high-tech sales can be.

If more individuals waiting on the sidelines, or those unsure of their professional future, are shown a phenomenal career path, maybe it can help make a dent in this critical issue.

Please feel free to share the registration link to this webinar as far and as wide as you wish.