memoryBlue Insights – 2/1/2021

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 175+ SDRs working relentlessly to generate net new revenue for these businesses.

This past week, we featured a post on the memoryBlue blog written by an SDR who successfully transitioned her career from the hospitality industry to professional sales during 2020. The story itself is an outstanding example of resilience and courage, but even better, the author highlights all of the transferable skills and traits someone who worked in hospitality embodies which can help during a career transition to sales.

The story is a shining example of why more people need to be exposed to the idea of launching a career in professional high-tech sales. We’re thrilled to play a role in making that happen for those who make the switch with us.

Notable Numbers

• 70.6% of leads booked last week were rated a 7 or higher for lead quality. That number included 30% that were rated as perfect 10s from their clients. Lead quality consistently outranks lead quantity by clients who complete our client surveys, so we’re thrilled to see that quality stay strong last week.

• Hold rate for prospects booked via email in January soared to 85%. The overall company hold rate for prospect meetings continues to shine above 70%, but leads booked via email are really setting the bar high. The art and science of getting prospects to keep booked meetings is something we heavily emphasize in all of our SDR training programs, so it’s great to see the payoff here.

• 42 new SDRs started with memoryBlue in January. That’s a terrific pace as we start the new year rocking and rolling! The truth is, there has never been a better time to launch a career in high-tech sales, and this number reflects that reality.

Highlight of the Week

Craig, an SDR based out of our HQ office, received some fantastic feedback directly from a prospect this past week that is too good not to share. Generating new business leads on behalf of his healthcare-focused software client, Craig struck up an engaging phone conversation with an IT Manager who has been in the business for a very long time.

Their discussion was met with such a positive reaction from this individual that she sent the following email note directly to him:

“Craig! I am glad I made you smile and will remember our chat! In my 28 years in healthcare, I have spoken to so many sales individuals and most all of them are dry and unresponsive to my ‘crazy’…Way to work it, bruh! Chat you all up tomorrow!”

Sales is about building rapport and establishing trusted relationships, and clearly Craig got the job done in impressive fashion with this particular prospect.

Spotlight on Training

Jackson Hawkins, Managing Director of the memoryBlue Austin office, led a staff training last week zeroing in on the best way to chart a path into a professional sales leadership role. This is an aspiration for a number of our SDRs, so hearing about the knowledge, skills and daily routines necessary to turn that goal into reality is important to understand right from the jump.

As part of the session, Jackson also illustrated the way every SDR should be working with their own sales leaders on a daily basis. The session included a barrage of questions from the staff, and it was met with very positive feedback from our team across the board.

Lead Scores

Here are a few client-based lead scores that stood out this past week:

1/29/2021 – 11:42AM – 10/10 – Raymond
“Ridiculously good call. Great contact. Fast moving opportunity.”

1/27/2021 – 11:38AM – 10/10 – Michael
“Another Grade-A lead.”

1/28/2021 – 2:12PM – 10/10 – Erin
“Right person, has pain, wants to see more. Great job!”

7th Annual Alumni of the Year Program Kicks Off

We’re incredibly excited to kick off the memoryBlue Alumni of the Year competition this week. This is the “crown jewel” event for our alumni and we’re expecting the 7th annual edition to feature some fierce competition. The winner earns a $5,000 dream vacation on us, and they cement a prestigious place in our company history.

Honoring our high-achieving alumni is an important tradition within the halls of memoryBlue. There is no better representation of what we stand for then the individuals who go out into the high-tech professional sales community and make major contributions.

Stay tuned for updates as this competition unfolds – we’re excited to see what massive wins the newest crop of applicants put together in a very challenging 2020!