memoryBlue Insights – 12/20/2021

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.

For memoryBlue, closing out a successful 2021 means preparing for an even better 2022. Part of that preparation includes our recent commitment to sponsor the 2022 AA-ISP Leadership Summit taking place March 8th-10th in Chicago. With over 1,000 senior inside sales leaders in anticipated attendance, this annual summit offers unparalleled insight into current best practices and access to marketplace trends spanning a range of topics across the profession.

memoryBlue’s Head of Sales, Nimit Bhatt, will be a featured speaker along with other sales leaders and technology providers across the globe. Feel free to use this link to register if you’re planning to attend or if you want to learn more about the event. We hope to see you there!

Notable Numbers

• 82.1% of all leads booked in December have occurred via a call with the prospect. While every sales channel carries value, we maintain a “phone first” mentality to bring strong results (especially during the busy holiday season).

• The average weekly prospect connection rate stands at 4.54% across our business so far in Q4. That is significantly up from the 3.87% weekly average observed in Q4 2020.

• Over 625 professionals have completed our signature Academy Prospecting Principles sales development training program in 2021. The importance of instituting fundamental sales training that sticks cannot be overstated, and we anticipate this number will grow even larger in the new year.

Highlight of the Week

Gavin and Luna, a pair of SDRs based out of our HQ office, posted such impressive numbers last week that their cyber security training-focused client brought their entire internal team onto the weekly call for a deep dive around our methods for success. These two stand-out professionals more than doubled their typical (and already-strong) weekly booked meeting totals while achieving a combined prospect conversion rate over 23% (achieving better than 10% on this metric is top-level performance).

On the call, our team revealed keys to success such as their personal efforts to increase overall industry knowledge, whiteboarding sessions to game plan for common prospect objections, and tactics that succeed in keeping a prospect engaged through professional persistence.

The client recently added memoryBlue’s metrics to their own internal team dashboard to encourage friendly competition, which is increasing overall sales production for their business across the board.

Spotlight on Training

This past week our lead Sales Operations Analyst, Eric McNally, led a staff-wide training focused on Salesforce best practices. Gathering, interpreting, and reporting accurate market data is a critical skill we actively develop within our SDR teams.

Teaching SDRs how to get the most out of our comprehensive tech stack and use data to reveal prospecting insights improves their sales abilities while serving as a benefit for clients.

Eric brought the team up to speed on the best ways to set up automatic and customizable tools that can be used to track all relevant metrics for their sales efforts. Clean metrics, combined with practical insights from lessons learned during the sales development process, give sales teams the fuel needed to continuously optimize performance.

Lead Scores

These client-based lead scores set the standard last week:

12/14/2021 – 5:50 PM – 10/10 – Ann Marie

“Great lead set up by Ann Marie, as usual. Engaged prospects with an understanding of future needs. Great use of time!”

12/15/2021 – 1:34 PM – 10/10 – William

“One of the best leads I’ve gotten from memoryBlue. They are super interested, and it has the opportunity to be a few different accounts with us. Great job Will!”

12/16/2021 – 11:26 PM – 10/10 – Garrett

“Meeting went really well, uncovered two opportunities from this meeting. One new opportunity and one that Garrett initially uncovered. Great call, great work Garrett.”

Wrapping Up a Second Year On-Air

Our Tech Sales is for Hustlers podcast concluded the 2021 season with a fantastic episode from the Austin Series last week featuring memoryBlue alum Deionte Davis, Account Executive at Searchspring. Year two of the show garnered professional sales insights, career inspiration, and useful anecdotes from some of our most accomplished alumni as well as a wide range of professional sales educators around the country.

The podcast positively impacts our staff, alumni, students considering a career in sales, and other industry professionals, routinely achieving between 850-950 downloads every month. We’re proud to foster a community of shared ideas, lessons learned, and sales career path advice through this weekly show.

Take some time this holiday season to check out Deionte’s episode, as well as the many other editions available on the memoryBlue site, Apple iTunes, Spotify, Stitcher, or any other place you enjoy listening to podcasts.