memoryBlue Insights – 12/7/2020

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.

In November, eight of the Top 10 SDRs on our company leaderboard for sales quota attainment have been in the role for six months or less (170+ SDRs). That won’t come as a surprise to anyone who has experienced the power of memoryBlue Academy or spent time being coached by our special group of Client Delivery Managers.

Onboarding and ramping up impactful SDRs quickly is a hallmark practice at memoryBlue. We hire and train hundreds of SDRs every year, and we’ve built a business grounded in our ability to do this better than anyone else. November’s leaderboard is just further confirmation that we’re on the right path when it comes to this phenomenon.

Notable Numbers

• 37.5% of all leads scored last week received a perfect 10. That’s well above the already-strong 30.6% of 10s over the last 1,000 scored leads and ensures December is off to a great start for lead quality.

• 60.98% of occurred prospect leads received client lead scores in November. That was slightly down from the 62.18% in October. Lead scoring participation from our clients remains a major focus for us in the second half of the year, and we have a lofty goal of pushing this number to 70% monthly.

• The Net Promoter Score (NPS) from our last 10 external Academy Managers is 60. Keeping the pulse of what outside SDR Managers think of our Academy sales training program is vital for our business. Our current NPS exceeds 40 by a wide margin, the commonly held mark to be considered “best in class” in this crucial metric.

Highlight of the Week

Jackson Hawkins, Managing Director of our Austin office, oversees a client that recently hit a major milestone with our business. Featured as a successful memoryBlue Case Study, Couchbase has officially hired 20 sales professionals from our team in close to four years of partnership!

The major database solutions provider, based in Silicon Valley, began this fruitful relationship with memoryBlue in an effort to acquire highly skilled, well-trained sales talent while expanding their talent pool beyond the geographic boundaries of their HQ location. Hitting this hiring milestone is a strong indicator that they found the ideal solution by tapping the steady pipeline of sales talent from memoryBlue.

Spotlight on Training

Jenn Cedillo, a Client Delivery Manager based out of our HQ office, led a training last week focused on the core SDR prospecting skill of pulling pain. In particular, Jenn led our team through an instructional power session on the methods and strategies SDRs can employ to ask great questions.

One part art, one part science, and one part timing – learning and refining the open-ended questioning techniques that get a prospect to open up represents arguably the single, most important skill every sales professional must master in order to achieve success. Jenn had both new and highly experienced SDRs alike taking notes, reviewing calls and making incremental skill gains with her illustrated best practices.

Lead Scores

These recent client-based lead scores caught our attention:

12/4/2020 – 2:44PM – 10/10 – Sotiria
“The discussion was on point, I was well prepared by and the client expectations were appropriately set and the clients needs are right in our sweet spot, well done!”

12/2/2020 – 9:52AM – 10/10 – Ryan
“This was by far the best meeting I have had a USDA in the 6 years that I have covered the account. Ryan continues to provide VERY high-quality meetings!”

12/3/2020 – 12:59PM – 10/10 – Jane
“No improvements on this one. Good intro and meeting overall.”

The Simple Power of a Lead Score

One of our favorite client engagement activities at memoryBlue is the Lead Scoring Program. When clients take the time to provide meaningful feedback on occurred leads, the entire campaign is the ultimate winner. Going further, every month we randomly draw and give away four $250 restaurant gift cards to client contacts who take the time to score these meetings. This is our way of saying “Thank You” for participating in such an important activity.

In November, we were truly inspired when one client winner chose to donate the $250 winnings to a charitable cause (he selected Meals on Wheels). That selfless act multiplied the power of the program and makes us incredibly proud to do business with the people we call our partners.