memoryBlue Insights – 11/2/2020

Below is the memoryBlue client bulletin, delivering sales development insights every Monday to our entire slate of high-tech partners. The updates span all five memoryBlue offices, encompassing 100+ sales development campaigns and 150+ SDRs working relentlessly to generate net new revenue for these businesses.

Over the last few weeks, memoryBlue has been fortunate to re-hire a number of our alumni back into the company. We call these “new” hires boomerangs (naturally!) and they now occupy key roles throughout Sales, Marketing, Client Delivery and more.

These former SDRs went on to spread their professional wings after a successful career start in our firm, and when they return they bring a fundamental knowledge of our business and our best practices back with them. As the company continues to thrive and grow, we expect the number of boomerang hires to only increase every single year. That’s great news for our business and for our clients.

Notable Numbers

• Academy Manager (external) NPS stands at 50 for the last 10 enrollees. Measuring what the direct supervisors of our external Academy enrollees think of our program is a crucial focus for us as our signature sales training course grows. Earning a Net Promoter Score above 40 tells us this power course is on the right path.

• Prospect connection rate rose to 3.6% last week, making it the strongest week of Q4 so far. Building stronger prospect lists and reaching out at the right moment continues to be a focus for our client delivery teams. We’re keeping a close eye on this number as we head into the closing stages of 2020.

• Conversion rate clocked in at an outstanding 8.73% in October. The essence of our sales development business is converting prospect conversations into booked next steps meetings. October now stands as the best month of the year for this metric, beating out the company average (just over 7.5%) by a wide margin.

Highlight of the Week

Nathan, an SDR based out of our Denver office, recently received a big-time shout-out directly from the CEO of his HR governance and compliance software client. He was able to successfully book a prospect meeting with a highly elusive target and that earned him the following note of appreciation:

“NICE WORK NATE! I have had Greg on my list for ~3 years now, unsuccessful in my attempts to get a meeting. Keep up the strong work!!!” The client has been impressed enough with the memoryBlue partnership that they have elected to double their SDR resources on the campaign, and notes like this make it easy to see why they made such a move.

Spotlight on Training

Grant, an SDR based out of our HQ office, led a staff training last week centered on the basics of ensuring sales prospects respecting the time of an SDR. All too often, sales professionals can find themselves in an unbalanced power position where the prospect is perceived to be “calling the shots” when it comes to the sales process.

If such an imbalance is allowed to occur, it can lead to wasted time and lowered SDR performance. Grant showed the team some key moves they can make to better establish mutual respect, trust and cooperation with prospects as a sales conversation unfolds in order to avoid such an imbalance. His training wisdom paid immediate dividends, as multiple SDRs reported demonstrably positive prospect interactions later in the week utilizing Grant’s specific techniques.

Lead Scores

These lead scores sent in by clients last week caught our eye:

10/28/2020 – 4:43PM – 10/10 – Morgan
“Good connect, good contact and we will sign them as a partner.”

10/29/2020 – 3:13PM – 10/10 – Billie
“Keep up the good work Billie! These calls are leading to opportunities!”

10/30/2020 – 2:09PM – 10/10 – Brad
“Bullseye for industry and decision maker – well done.”

memoryBlue Sponsors Major Government Marketing Event

The largest gathering of Government Marketers kicks off next week and we’re proud to be a sponsor. The Government Marketing University’s #GAIN2020 Conference promises a strong lineup of virtual content in a high energy learning environment. This annual conference is packed full of the tools, insights, and inspiration your business needs to take your 2021 government marketing goals to the next level.

Learn more about the event at www.thegainconference.com and register today.