memoryBlue Insights – 11/23/2020

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.

Building a strong culture is at the heart of our business. Last week, in a regular feature we share across our social media channels (titled “Why mB Wednesday?”), we showcased the story of two SDRs in our Denver office who were good friends in college before both chose to launch careers at memoryBlue.

When asked what compelled him to start a career with us, one of these pros remarked, “The culture is unmatched. The sales training was what first intrigued me and the career support is what keeps me going.” Giving motivated people the culture, the training, and the leadership they need to succeed in professional high-tech sales will always serve as a guiding set of principles at memoryBlue.

Notable Numbers

• 77.4% of all leads last week were scored as a 7 or better in terms of quality. That’s higher than the 73% found over the last 1,000 scored leads and it means our lead quality remains as strong as ever right now.

• memoryBlue clients have completed 88% of sent Client Surveys in Q4 so far. The comprehensive client survey is a critical instrument we use to gather feedback and measure campaign progress in the eyes of our sales development partners. Our goal is to get more than 90% of these surveys returned, and we’re closing in on that mark.

• 58.31% of all leads booked last week happened via the phone. We believe a strong phone game is a core skill every SDR must hold, and this number makes evident why we hold that belief. Phone-based leads dwarf the other channels (email, LinkedIn, etc) and excelling on the phone will always be an essential skill for every sales professional.

Highlight of the Week & Training

Robert Gonsalves, a Client Delivery Manager based out of our Boston office, put up the rare double feature this week for training and a highlight. First, one of the high-tech firms within his portfolio has been so thrilled with the memoryBlue experience that they have elected to triple their investment. What launched as a one FTE campaign is now blossoming into a four FTE engagement thanks to hard work and Robert’s steady guidance.

And on the training side of the house, Robert led a session last week focused on helping SDRs craft original messaging geared towards objection handling. In particular, Robert spent time with our team educating them on how to find their voice in sales, and how finding that voice translates explicitly to the objection handling process.

Robert continues to distinguish himself as a top-level manager, and this past week put his abilities and achievements on full display.

Lead Scores

Here are a few client lead scores that drew our attention recently:

11/19/2020 – 12:08PM – 10/10 – Isaac
“Excellent meeting! The contact is the CMO, the opp was well qualified, there is intent to move forward and clear actions. Thanks Isaac!”

11/19/2020 – 9:53PM – 10/10 – Anna
“Great contact and excellent, engaging conversation.”

11/19/2020 – 1:21PM – 10/10 – Francois
“Right vertical (insurance), right title and timing was right.”

Academy Builds Skills Regardless of Experience

One of the best features of the signature sales development training curriculum found in memoryBlue Academy is the way these lessons transform core SDR abilities, regardless of the individual’s tenure in the role. We were reminded of that fact recently when our lead instructor, Kellie Courville, received the following short note from an experienced and external Academy participant:

“Hey Kellie – Just wanted to let you know that someone hit me with the “I’m not the right person” and I came back with the “tell me about your day to day” (as you suggested) and it resulted in a book (next steps meeting).

Just goes to show that even a “seasoned” SDR like myself still has so much to learn. Thanks for the great advice and have a great weekend.”

We couldn’t have said it better ourselves! Learn more about memoryBlue Academy here: memoryblue.com/academy.