memoryBlue Insights – 2/15/2021

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.

Love is in the air at memoryBlue right now. Specifically, we love it when clients hire our people. It tells us our engagement model is a major benefit to the organization we exist to serve. It tells us we’re uncovering and developing top performers and future sales leaders. It reminds us that our partnership with clients creates value well beyond the net new revenue growth produced by strong results at the top of the sales funnel.

And, as you will see in the Numbers section below, memoryBlue SDRs are getting hired out at an incredibly fast pace in the early stages of 2021. That’s a terrific sign for everyone involved in our business.

Notable Numbers

• 13 memoryBlue SDRs have been hired directly by a client so far in 2021. This torrid pace would translate to well over 100 such hires by the end of the year. That number would be twice as many client SDR hires as 2020 (the current largest year in company history with over 50 hires).

• We produced a 73.3% hold rate across all campaigns in January. Maintaining a consistent meeting hold rate every single week means our SDRs are taking the steps necessary to ensure valuable target prospects are showing up for booked opportunities.

• Connection rate clocked in at a robust 8.1% last week. That’s one full percentage point higher week over week, and makes it the second best of the year so far (8.2% a few weeks ago is the top mark). Connection rates with prospects is the benchmark we use to ensure we’re building the right target lists and executing an effective outreach cadence.

Highlight of the Week

Jack, an SDR based out of our HQ office, earned an exceptional lead score note (which was a 10) from his client this past week. The detailed commentary is amazing and well worth a share here:

“John (Jack) Klaas communicated extremely well with all parties leading up to this meeting and persevered admirably in order to identify this high-quality prospect and bring it to the table for open discussion on their security needs.

John showed a lot of flexibility and patience interacting with the prospect, who admittedly and somewhat apologetically said he made it difficult on John. These attributes will carry him far with customers as I am sure they already have. This prospect had two very specific needs that bring in two separate segments of our offerings and seems to be a high-quality prospect for us to move forward with.”

Spotlight on Training

Simone Comer, Director of Public Sector at memoryBlue, hosted a fireside chat last week with Elizabeth Powell, Account Executive at GuidePoint Security, for the benefit of our entire staff. In this vibrant session, our current SDRs were able to gain insight on what it takes to move to the next level in their professional sales careers by hearing it firsthand from a successful AE.

Elizabeth started her career as an outbound sales representative and now closes valuable deals for her business. Our crew was able to pick her brain with a range of questions and listen to the experiences that have shaped her outstanding career.

Lead Scores

Here are a few lead scores that stood out last week:

2/11/2021 – 2:05PM – 10/10 – Dickie
“Great title (Director of CS) in a great vertical (B2B SaaS) with a current team inbox workflow/system (via Zendesk) that they’re not completely satisfied with. The prospect is interested in continuing to learn more about Front and seeing what his team thinks. This was a great use of time for everyone involved.”

2/10/2021 – 4:24PM – 10/10 – Ervin
“This was a great connection and a breakthrough getting into the account at the right level. A testament to Ervin’s persistence. While not an immediate need for the client, he noted the timing might be perfect as they are beginning to look into our space.”

2/8/2021 – 5:46PM – 10/10 – Victoria
“Excellent!”

Academy Sets the Pace

The memoryBlue Academy continues to post some amazing metrics over the last few months. The refined curriculum is producing big results from our own internal SDRs and external participants alike. We’re excited to see more and more tech companies interested in this service offering as a result of the ongoing success of the program.

A few facts worth noting:

• • We had a record amount of Academy cohort members (70+) from Jan. 1 through Feb. 2 (this includes both internal and external participants).
  • The program had the largest amount of external attendees from one company (10) between December and January.
  • Two different cohorts in 2021 maintain sensational Hustle scores over 80% (which beats the 24 month average of 59.9%). The Hustle score is our own very aggressive internal measure of SDR-specific KPIs designed to measure critical sales development activity by our reps.

If your business is interested in harnessing the power of memoryBlue Academy, please let us know. It’s safe to say our flagship sales training program is minting tomorrow’s sales stars on a weekly basis.