memoryBlue Insights – 11/8/2021

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.

How do we expand the universe of people who will consider high-tech sales as a profession? Helping answer that question is a major priority at memoryBlue. It’s a career path packed with opportunity and we have a responsibility to help foster its growth. This is the reason we’re hosting a free webinar on November 16th titled, “Why Choose a Career in Tech Sales?” It’s the reason we have a corporate affiliation with Year Up. It’s the reason our campus recruiting team is engaged in multiple collegiate sales competitions this Fall, like the Northeast Intercollegiate Sales Competition we helped judge last week at Bryant University.

We’re doing all of this and more because, simply stated, these are the grassroots efforts that will unearth more talent and help our entire client portfolio grow more potent sales teams, increase market share and expand revenue streams.

Notable Numbers

• 80.6% of all leads booked for our clients in November have been produced via phone outreach. Calling our target sales prospects remains the central focus at memoryBlue. Email and LinkedIn channels present important opportunities to augment our sales efforts, but getting a live conversation with a prospect will always be our first priority.

• Prospect connection rates rose to 4.8% last week from 4.6% the prior week. Connection rates remain elevated and stable in the second half of the year (between 4.6% and 5.1% consistently). This is up compared to the 4.0%-4.7% rate fluctuations we observed in the first half of 2021.

• 76.1% of leads scored last week earned a client-based rating of 7 or better (scale of 1-10). Lead quality remains blazing hot as we approach the middle of Q4.

Highlight of the Week

The entire SDR team working on a client operating in the AI-focused supply chain risk management space turned in a legendary month. When the dust settled and the October numbers were tallied, the team delivered $7.5M in net new pipeline to an incredibly thrilled client team.

Leading the way for the squad was Toni, an SDR based out of our HQ office. Toni’s efforts alone contributed $1.2M of that massive pipeline figure. Between her great work and the phenomenal efforts of the entire crew, this campaign is a highly effective example of sales development done the right way.

Spotlight on Training

memoryBlue Academy will host a record-breaking number of participants next week when close to 40 people start in our Prospecting Principles program. Demand for this course is soaring as high-tech companies reap the benefits of the well-trained SDRs minted over a six-week sales educational tour de force.

We’re also seeing an increased level of interest in private training sessions tailored specifically to a clients’ needs as well as external SDR Managers looking to improve their own ongoing educational abilities. Our ongoing quest to attract more people into professional sales careers pairs perfectly with the memoryBlue Academy sales training program to further our goal of increasing the number of savvy, polished sales pros in the marketplace today.

Lead Scores

These client-based lead score comments stood out last week:

11/2/2021 – 3:03PM – 10/10 – Malik
“Perfect prospect. We can close this before Christmas.”

11/4/2021 – 1:00PM – 10/10 – Marcel
“Great contact who is actively trying to solve API visibility challenge this fiscal year. Will be setting deep dive with architect and look to move into POV.”

11/4/2021 – 3:54AM – 10/10 – Hector
“Gary, the Freddie Mac contact, said on the meeting that was setup that Hector’s sales acumen is why he agreed to a meeting with sales team. Demeanor is so vital when making a cold contact and Hector nailed it.”

Elevating by Educating

We hire highly motivated individuals looking to grow their sales skills rapidly and advance in sales quickly. The initial part of that advancement process at memoryBlue is often the opportunity to elevate from SDR to Senior SDR.

To complete the elevation, one of the multiple requirements for the SDR includes researching, writing and posting an original article focused on a sales development-related topic. The best of these articles get published on the memoryBlue blog, but all of them are posted on the LinkedIn feed of the author for the benefit of SDRs everywhere.

SDRs also take time to run a staff training around a sales-specific topic during the process. The preparation and presentation elements help our team members get better and encourages a mindset of commitment to continuous professional learning. Embedding a love for keeping your sales skills sharp is something memoryBlue instills in every single person we hire.