memoryBlue Insights – 11/29/2021

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 175+ sales development campaigns and 275+ SDRs working relentlessly to generate net new revenue for these businesses.

We’re incredibly thankful for the 50 new campaigns memoryBlue kicked off so far in Q4, as well as our entire portfolio of existing clients. Each of these engagements represents a golden opportunity for both the high-tech firm and the SDRs working on these accounts.

Creating these growth opportunities remains the dedicated focus of our business and we cannot express enough gratitude in this space for every single one of our clients. We’re aiming to help all of you hit your business goals and close the year with massive momentum.

Notable Numbers

• Conversion rates checked in at 9.5% last week – the best week of Q4 to this point. Converting calls with a live prospect into a booked next steps meeting comes down to skills and execution. We’re seeing outstanding SDR performance with this crucial metric across our full set of campaigns.

• 74.2% of all leads scored by clients in November have earned a 7 or higher lead score rating. That’s a very consistent level of quality leads, with close to three out of every four leads hitting or exceeding an elevated level.

• There were 369 votes cast in our online People’s Choice Poll for the memoryBlue 2021 Phenom Alumni Award winner. The onslaught of votes was 41% higher than this same poll achieved last year, and the results will play a role in determining our ultimate champion unveiled later this week.

Highlight of the Week

Matthew, an SDR based out of our Austin office, created a stir recently when the deal he surfaced on behalf of his HR-focused compliance technology client became a closed deal. Matthew’s client kicked off with memoryBlue just last month, and this deal was the very first sourced opportunity on the campaign.

On the initial call with this prospect, they offered a very standard sales objection by indicating they were “all good” when it came to their existing solution. Matthew persevered and went on to set up a next steps meeting by practicing a wide range of best practice sales development techniques. It’s fantastic to see these tangible results in such a short period of time – well done, Matthew!

Spotlight on Training

Kaylie Doherty, a Client Delivery Manager based out of our Boston location, captured an opening win for her office in our first weekly sales interview training competition. The competition stems from a large-scale company training for all memoryBlue hiring managers focused specifically on building the skills and techniques necessary to bring in tomorrow’s top sales talent.

Developing a sharp eye for hiring the right talent comes by perfecting the craft of sales interviews. This is an often underrated, yet incredibly vital set of skills for sales hiring managers. We’re harnessing the experience of our Executive Team at memoryBlue to conduct extensive interview training sessions with all managers.

Following these training sessions, we unleash good old-fashioned competition as the teams (broken up by office location) submit weekly examples showcasing the implementation of these skills. Winning the weekly competition is a significant honor, but improving hiring practices for our entire team pays dividends for our clients and our business over the long-term.

Lead Scores

These lead scores made our clients especially thankful last week:

11/22/2021 – 1:55PM – 10/10 – Nick
“Excellent company. Excellent contact. Hopefully this will bear fruit in Q1.”

11/22/2021 – 1:00PM – 10/10 – Raechel
“This was a great meeting, we are scheduling a follow up demo to include the “decision makers” but Justin completely sees a benefit to having a solution such as ours. Great meeting!”

11/22/2021 – 2:40PM – 10/10 – Caitlin
“Caitlin continues to rock!”

Added Firepower in the War for Talent

Winning the war for sales talent has never been a tougher task than it is right now. We routinely hear from clients and colleagues throughout the high-tech space on just how challenging it is to build an elite sales team stacked with high-performing professionals.

And those hiring challenges extend well beyond the SDR role.

In response to the growing high-tech sales talent need, we opened the memoryBlue Direct Hire practice last year. This service is completely dedicated to filling open sales roles at every level in the high-tech space. Finding, training and ultimately placing sales talent is a core strength of our business. With over 575 alumni in the high-tech marketplace, we have worked directly with high-performing sales professionals who are now actively thriving in every sales role imaginable – from SDRs to VPs and beyond.

If this service might be interesting to your business, or you would simply like to learn more about it, click here.