memoryBlue Insights – 11/1/2021

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.

The memoryBlue model for SDRs fosters a growth mindset, even when that growth includes losing strong performers to clients. A more recent trend we have observed is a growing hunger for alumni to return to the company and help us expand the business. We’re hiring these “boomerang” former employees into a wide range of positions that includes almost every department at memoryBlue.

It’s incredibly rewarding to watch alumni flood into the high-tech sales marketplace and make important contributions to cutting edge companies. But it’s equally rewarding to see a portion of those high-achievers eventually return and use their talents to push the company forward.

Notable Numbers

• 84.2% of all occurred leads in October received scores from our clients. Consistently scoring leads is becoming a habit across the business and it represents a major win for everyone involved. Scoring leads and providing unfiltered feedback keeps campaigns on track or helps reverse downward trends quickly.

• Our “Tech Sales is for Hustlers” podcast captured 920 downloads in October. This marks the largest single download month of all-time for our flagship audio program that features riveting sessions with memoryBlue alumni and current elephants, as well as special episodes with college sales educators.

• The average lead score in the month of October checked in at 7.80. That marks the second straight month of sequential improvement for overall lead quality – rising from 7.69 in August and 7.76 in September.

Highlight of the Week

Masha, an SDR based out of our Silicon Valley office, was treated to an onsite demo/site visit with her drone technology-focused client recently thanks to her incredibly hard work and strong results. This was no ordinary demo. Due to her client’s specific space and the nature of their work, the meeting took place in a “hard hat required” location.

Masha finished the month of October well above her sales targets and the Account Executive she supports made sure to extend her the special site visit invitation due to her sensational ongoing performance on their behalf. That’s how you become a true extension of the team you support – great work, Masha!

Spotlight on Training

Jeremy Wood, the Managing Director of our Boston office, ran a company-wide training last week aimed at helping SDRs translate and navigate objections that can occur at any point during a call with a prospect. Objections come in a variety of forms, but every sales professional experiences these barriers. For example, a prospect may try to dismiss an SDR quickly by saying, “Send me an email,” at the beginning of the call before any value has been communicated. Alternatively, a prospect might register the same obstacle later in the call, even after value has been shown.

Jeremy took an analytical approach to several common objections as he thoroughly demonstrated the importance of context while offering multiple strategic response paths. It’s extremely important for SDRs to understand the best avenues to take when leading a prospect through these initial conversations. Jeremy helped our team look 10-steps ahead and armed them with the practical tactics necessary for these pivotal moments.

Lead Scores

The following lead scores set the bar last week:

10/27/2021 – 3:42PM – 10/10 – Ryan
“Ryan teed up this call so well. He was tenacious in getting the customer to get on the call and his background data was spot on. IT opened the door for a major opportunity with a huge university system! I am so happy he is on the team lining up these first ins for me!”

10/26/2021 – 3:23PM – 10/10 – Gia
“She got us on the phone!! Demo scheduled 12/7. Great work Gia! Customers exact words, “She deserves a promotion for getting me on the phone.”

10/29/2021 – 11:53AM – 10/10 – Ned
“Ned has been nothing short of amazing for me. It seems like all of his calls are pinpointing the exact folks I need to speak with. ALL STAR material!”

The Biggest Game in Academy

memoryBlue Academy’s Prospecting Principles course will feature over 200 participants spread across more than a half dozen cohorts in Q4. Within each cohort, enrollees will learn winning sales development strategies while they compete with peers for the Biggest Game in Academy Award. This award honors the participant that consistently outworks, outhustles and outperforms their peers throughout the entire six-week program.

Winning the title is no easy feat. Participants submit their best call each week to be scored by their facilitator and peers with the exclusive Academy rubric. This helps the prospectors learn from real-life experiences and conversations as they happen.

After all calls are scored and reviewed live for feedback, the top three people with the highest score that week earn points towards the overall Biggest Game in Academy competition. After six weeks of competition, whoever has the most points within their cohort across all Foundations sessions takes the title.

Fostering a competitive drive and building a gamified culture are important right from the outset for every SDR we hire.