memoryBlue Insights – 12/14/2020

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.

We recently celebrated a new partnership with a high-tech business that will feature 10 of their in-house SDRs participating in the memoryBlue Academy program. This company is making a choice to provide lasting sales skills growth for its team, and it is an investment that we are confident will pay off.

Investing in your employees is one of the smartest business decisions a company can make. It creates a positive environment where continuous learning is prioritized, and it helps employees feel valued and appreciated. It is why every single memoryBlue SDR kicks off their tenure with us by going through our carefully designed Academy program.

Notable Numbers

• Our prospect connection rate was up 10% week over week. After a slight dip the first week of December, our SDR team pushed this number up significantly last week. That’s a great sign as we work to close the year out on a very high note.

• 61.9% of our new business leads were generated over the phone this past week. That number stood at 59% in the month of November, but we love to see it on the rise as we prioritize getting into real conversations with prospects as a critical part of the sales development process.

• Conversion rate soared to 9.3% last week. After slightly dipping into the mid 8s for two weeks (which isn’t a bad number at all), our team pushed the envelope in this time frame. Rising connection rates paired with strong conversion rates typically equals major results for our partners.

Highlight of the Week

Spencer, an SDR based out of our HQ office, recently struck absolute gold with a lead that was so good, it prompted the following amazing client commentary:

“FANTASTIC lead. Decision maker with budget, and a planned acquisition. This is probably the zenith of situations – perfect example of how cold calling prospects works. Outstanding work, Spencer. Thank you.”

Typically we include striking lead score notes like this a little later in the note, but these comments were too strong not to showcase right here. Kudos to Spencer for this massive win – this is the exact type of lead that we relish bringing to our clients.

Spotlight on Training

Steve Manolakis, a Client Delivery Manager based out of our HQ office, put together a dynamic staff training session last week entirely focused on handling prospect objections. In particular, Steve examined three specific types of objectives – the Silent Treatment (commonly found when connecting on LinkedIn), Bully Ball (prospect trying to steamroll the SDR out of a conversation), and Stranger Danger (a prospect who indicates that they can’t answer key business questions over the phone with a cold caller).

Steve broke down the psychology that lives in the prospect behind the wall presented by each of these situations. And, using actual call recordings and LinkedIn exchanges as examples, he demonstrated exactly how our SDR team can put together a winning strategy to overcome these often temporary roadblocks. This is the type of tactical sales training our team can soak up and put into action right away.

Lead Scores

These client-based lead scores stood out last week:

12/11/2020 – 1:30PM – 10/10 – Andre
“Andre got him right before he was making a decision on this. We spoke with (the prospect) on Friday morning and he will be presenting on the right tool Monday afternoon, so timing was impeccable and he’s a key decision-maker.”

12/9/2020 – 9:26AM – 10/10 – Rebecca
“Great call; they have an MSSP they are not impressed with, are going to evaluate (our solution) and have VM & EDR projects as well.”

12/10/2020 – 11:32AM – 10/10 – Ian
“Right contact, end user/buyer; engaged and knew exactly what pain point the solution was going to solve.”

Win Free Public Sector Sales Development

If your organization sells to the public sector, don’t forget to throw your hat in the ring to win the memoryBlue Public Sector Sales Development Sweepstakes! In honor of our latest business unit – memoryBlue Public Sector – we’re giving away FREE SDR service for an entire year to one lucky company just after the turn of the new year.

The memoryBlue Public Sector practice harnesses our deep experience in this space and channels it into a tailored sales development offering designed specifically to help businesses focused on selling to federal, state and local government entities.

Sweepstakes entry is completely free and you can enter online right here. Entries close on 12/31 and we plan to pull a random winner the first week of January!