memoryBlue Insights – 10/4/2021

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.

Like most companies, we consistently encourage existing staff members to refer potential new hires our way at memoryBlue. Some of the very best hires in the history of the firm were referred in directly from one of our current employees at the time. This Fall we’re running a special internal program geared specifically towards increasing these referrals. The war for talent is in full force across the country and we aim to win more than our fair share of future top performers.

We ran a similar program in May with sensational success – hiring dozens of individuals who started due specifically to a referral from our team. We’re expecting this Fall to be just as strong – and that’s great news for our clients who get to reap the direct rewards of the program.

Notable Numbers

• memoryBlue Academy earned an average Net Promoter Score (NPS) of 59 for cohorts starting in Q3. It’s great to see this classic quality measure trend well above the goal of 40 (which denotes a “best in class” mark).

• 35% of the last 1,000 leads scored by our clients received a 10 out of 10 for lead quality. That’s a new all-time high for the trailing 1,000 scored leads and it’s a phenomenal achievement on this critical metric.

• Meetings booked by phone last week earned a 7.88 average lead score. That was the top scoring mark across three major prospecting channels (phone, email and LinkedIn) and made more impressive by the fact that the majority of our leads are booked via the phone (78.5% of leads booked last week were booked via the phone).

Highlight of the Week

Noah, an SDR based out of our Boston office, captured our internal HUSTLE title in September with a massive level of effort. The HUSTLE metric is a memoryBlue-specific measure that tracks individual performance across a range of key sales prospecting activities including dials, CWPs (calls with prospects), and booked meetings.

Even better, Noah beat out all competitors to reach the top of the HUSTLE performance chart in just his second month at the company! Jumping off to such a fast start earned him our boxing-style championship belt to display on his desk in October and massive bragging rights until someone else beats him to the top of this virtual podium.

Spotlight on Training

Steve Manolakis, a Client Delivery Manager on our Public Sector team, ran an outstanding staff training session last week focused on behavioral sales prospect objections. It is common prospect behavior to incorporate a range of actions that often serve as a barrier to what may become a very productive sales conversation. Examples of this sort of behavior includes “ghosting” (an initially receptive prospect stops responding to outreach), “bullying” (a prospect answers the phone and simply hangs up), or the silent treatment (a prospect connects, for example on LinkedIn, but refuses to answer basic inquiries).

Filled with real-world examples and practical techniques to overcome these behavioral barriers, Steve armed our team with several takeaway tactics strong sales pros use every day to get past these walls. Those tactics lead directly to increased sales conversations and ultimately net new revenue for our clients.

Lead Scores

The following client-based lead scores set the bar last week:

9/30/2021 – 5:32PM – 10/10 – Rio
“Rio quickly reached out to them and set up a meeting in less than 24 hours which was awesome! They were looking to go with a competitor, but feel our solution is a better fit for now.”

9/28/2021 – 3:29PM – 10/10 – Paxton
“Paxton’s lead write-up and insight was super helpful for call prep! Prospect was open, company size is good and timing seems perfect. Nice lead!”

9/29/2021 – 7:49AM – 10/10 – Luke
“Business contact who has analysts supporting her. She had real business pain and a business initiative that aligns to what we can solve. This was an awesome call.”

A College Tour to Remember

The memoryBlue campus recruiting team visited nine different colleges and universities across the country over the last week. This is prime career fair season for these institutions and we’re involved at the largest scale ever in the history of the firm.

Undertaking a campus blitz this Fall is part of our relentless drive to find and hire tomorrow’s top tier sales talent. Locating, hiring and training these early-stage sales professionals has long been a hallmark of our business. And with an office footprint that now spans six locations from coast-to-coast, we have expanded the number of universities we visit each Fall and Spring. The college recruiting efforts feed our desire to bring in as much local talent as possible through each office.

These sales pros often get hired by clients in those same local markets and form the backbone of strong regional memoryBlue alumni networks in each locale. It’s a major benefit for our clients and for the company as we expand this important recruiting cycle at the collegiate level.