memoryBlue Insights – 12/06/2021

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.

Our team just came back from a successful AWS re:Invent in Las Vegas. After attending keynotes, breakout sessions, workshops, and on-site activities, our staff gathered knowledge and networked to learn how our teams across the country can inspire and support faster client growth. Our team is eager to take what they learned in Las Vegas and start exploring more ways to interpret data about prospects to better serve our high-tech clients.

Notable Numbers

• 88.6% Hold rate of leads booked by email. The year-to-date company-wide meeting hold rate for leads booked via email is steadily climbing and reached 88.6% last week, outpacing our average across all sources of 71.4%.

• 76.3% Leads scored last week. The Client Account Reps we work with on a daily basis scored 76.3% of our leads out of those that occurred last week. This is trending higher than normal, enabling us to coach our teams to use this incredibly valuable feedback and provide more quality leads in the future.

• 13 SDRs Elevated to Delivery Manager. Thanks to our existing and new clients, memoryBlue can grow our team of Delivery Managers by giving our best sales talent a chance to elevate their career. Just this quarter, 13 top-performing SDRs were promoted to start sharing their skills with newly ramped SDRs and clients.

Highlight of the Week

Just last week, we saw four Silicon Valley SDRs promoted along with countless others across our office locations. With the increased interest our clients have shown in our sales development services, Q4 2021 has the most promotions of any quarter and we’re only halfway through.

Elevating top-performing SDRs to coach the next generation of top sales talent allows our clients to reap the benefits of having a Delivery Manager with a specific background in the job they are coaching. Having more Delivery Managers among our ranks enables us to specialize in client campaigns and support coaching Sales Development Representatives, shortening our time to peak performance.

Spotlight on Training

Kian Anderson, a Silicon Valley Client Delivery Manager, conducted a staff training last week addressing ways to effectively prepare for and execute calls with prospects. A great salesperson continuously seeks information about their product or service, stays on top of industry trends, and constantly seeks new ways to better serve the needs of their prospects.

Anderson presented his team with a number of case studies, citing several key takeaways from “The Challenger Sale” by Matt Dixon and Brent Adamson, “The Way of the Wolf” by Jordan Belfort, and “Never Split the Difference” by Chris Voss. The memoryBlue team stands ready to apply customizable problem-solving strategies that build client pipelines.

Lead Scores

These lead scores made our clients especially thankful last week:

11/30/2021 – 4:23 PM – 10/10 – Connor

“This was a really great lead. The prospect engaged the buying process immediately after the demo. Consider this a win!”

11/30/2021 – 11:24 AM – 10/10 – Matt

“Matt kicked off the meeting very well! What a great lead he uncovered, very difficult job he has, and I value his work! I was kept up to speed and knew the expectations going in. Great job Matt!”

12/01/2021 – 10:08 AM – 10/10 – Sophie

“Really good job of staying in front of the contact after they didn’t show up for a first meeting. Sophie continued to stay on top of it, the meeting ended up holding yesterday, and it’s a very solid opportunity.”

2021 Phenom Award Winner

It’s no secret that we love to see our alumni out in the field with a running start, our clients closing deals, and our SDRs crushing quotas and rising through the ranks. Our obsession with elevating our people — clients, employees, alumni, prospects — defines who we are and what we believe in.

In keeping with our tradition, we’re excited to announce the 3rd annual winner of our Phenom Award, Caroline Sullivan, as she had one of the fastest paths to success of anyone hired by a client in the past two years. In just one year since leaving memoryBlue, Caroline created $22.1 Million in pipeline and $1.75 Million in total bookings; and that’s just the beginning of her career.