memoryBlue Insights – 11/30/2020

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.

As we approach the stretch run that will bring this year to a close, we would like to take a moment and say, “Thank You” to our clients for their ongoing commitment to successful sales development engagements with memoryBlue.

Nothing about this year can be classified under the label “normal,” but we’re certainly excited to cross into the new year on an extremely positive note. Sales is the lifeblood of every business, and we’re honored to be leading the charge for so many strong high-tech firms.

Notable Numbers

• Prospect conversion rate in November stands at 9.27%. That makes the current month our best month of the year in this key metric and it shows an extremely positive upwards trend for our SDR teams when it comes to securing next steps sales meetings.

• Prospect meetings booked via LinkedIn earned an 8.63 average lead score last week. This is well above the company average lead score of 7.7 shown over the last 1,000 scored leads. Using LinkedIn effectively is a mainstay weapon in the SDR arsenal, and delivering high-quality leads like this provides critical support to higher volume channels like the phone and email.

• Meeting hold rate in November is close to 73%. This would mark the 5th straight month at or above 73% as a company, after being at or below 70% for much of the first half of the year. A booked prospect meeting is only effective if it occurs, and we consistently teach our SDRs a wide range of strategies to ensure prospects do not bow out before that most critical moment.

Highlight of the Week

Trevor Shan, a Client Delivery Manager based out of our Silicon Valley office, oversees a campaign with one of our cyber clients that is really turning heads across our business. Just like his Boston office counterpart Robert Gonsalves (profiled last week), Trevor’s team has delivered so well for this client that an initial one FTE campaign has exploded into a four FTE engagement.

This particular company is a returning client from a few years ago, when they had an engagement that went well enough to result in a direct hire of the SDR working on their account. After coming back for a second helping of sales development outreach this year, Trevor and his team are making this reprised engagement a highly successful one.

Spotlight on Training

Jared, a Senior SDR based out of our HQ office, led a training recently that was focused on tips, tricks and tactics SDRs can use to go the extra mile. Effective sales techniques are critically important for every sales professional, but Jared demonstrated the other side of the success coin in this session: the way taking one extra step every single day can lead to massive gains over a long period of time.

It may sound like common sense, but Jared did a fantastic job of breaking down the long-term effect of making small, extra daily strides on dials, emails, list building and LinkedIn touches. His personal commitment to these increases led to 20+ additional CWPs in a month and added four additional booked meetings to his achievements. Teaching the team how effective these small steps are, especially as we head into the holiday season, gives everyone on the memoryBlue staff a blueprint for a successful end to the year.

Lead Scores

These client-based lead scores really stood out last week:

11/23/2020 – 11:14AM – 10/10 – Austin
“Thanks Austin! Great meeting. I can feel us broadening our reach in this account all thanks to you.”

11/23/2020 – 4:54PM – 10/10 – Allyson
“Can’t get too much better of a title than CEO! Great contact, great timing.” (FUN FACT: This was Allyson’s swan song, as she was hired out by her client last week – going out in style!)

11/23/2020 – 12:38PM – 10/10 – Aaron
“Great Contact! I think this title makes sense to focus on for future outreach at other organizations.”

Keeping it 100 with Our Alumni

We closed out the 2020 memoryBlue Phenom Award alumni program in November by crowning Kellen Robideau as the champion. This annual award recognizes the alum off to the fastest start (those who left in the last two years) and the contest featured a number of highly deserving professionals.

One of the things we’re most proud about at memoryBlue is just how tight the bond remains between the company and our former employees. These hard-working hustlers stand at the center of our podcast and they serve as the bedrock foundation of our company culture.

In fact, when we surveyed hundreds of our alumni just two years ago, we learned that 100% of these accomplished sales pros:

• Would choose to start their career again at memoryBlue
• Keep in touch with former memoryBlue colleagues
• Believe they learned sales or professional skills vital to their current success while at memoryBlue

Maintaining a consistent focus on this important group of professionals will always remain a major priority for our company.