memoryBlue Insights – 2/15/2022

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

Excitement is building as we get closer to the 2022 AA-ISP Leadership Summit on March 8th-10th in Chicago, IL. Over 1,000 professional sales executives and leaders will take part in keynote presentations and break-out sessions from seasoned professionals such as our own Head of Sales Nimit Bhatt.

If you’re heading to the event, don’t miss Nimit’s opening day session focused on the strategies we used to hire, onboard, and train over 550 SDRs from coast to coast in 2021. Let me know if you plan to attend – we would love to meet up with you in Chicago!

Notable Numbers

• Prospect connection rates hit 4.9% last week – a high point for the year-to-date. This is a great sign that buyers are open to conversations right now.

• The average lead score for meetings booked via email last week was 8.3. That’s well above the 7.7 average across all channels over the last 1,000 scored leads.

• The average Net Promoter Score (NPS) was 55.7 among Academy Prospecting Principles participants across our three January cohorts. Achieving a score over 40 is commonly viewed as a “best-in-class” NPS mark.

Highlight of the Week

SDR Chris Tennant in our Silicon Valley office has been consistently securing leads with high-quality targets for his enterprise software development client. Delivering results on strictly enterprise accounts is challenging, but Chris makes it look easy.

Providing consistently detailed lead write-ups while securing valuable leads earned Chris repeated praise and attention from his AE and DM Alexander Rankin.

In six months with memoryBlue, Chris has dramatically exceeded expectations with an eye-popping average client-based lead score of 9.13, along with his outstanding client rapport. We love nothing more than seeing our SDRs thrive while watching our clients reap the benefits.

Spotlight on Training

This past week Michelle Galatis, the memoryBlue Director of Academy, held a deep dive training session about the data industry. SDRs well-versed in the responsibilities and concerns of data architects, scientists, analysts, and other potentially relevant prospects command authority and inspire confidence that leads to more booked meetings.

Understanding the differences between data lakes and data warehouses, or structured data and unstructured data, for example, were just a few of the specific areas covered in the training session.

After breaking down associated terminology and highlighting the capabilities and limitations surrounding data, Michelle administered a comprehensive quiz. Expanding knowledge in a key tech industry sets all our SDRs a step ahead while adding significantly to their overall professional growth and development.

Lead Scores

These client-based lead scores hit the mark last week:

2/7/2022 – 10:20 AM – 10/10 – Brandon

“Qualified lead – the prospect has a need, budget, and authority to move forward.”

2/9/2022 – 1:36 PM – 10/10 – Connor

“HUGE ACCOUNT! This is the lead of the month!”

2/10/2022 – 11:33 AM – 10/10 – Michael

“WELL qualified prospect and a great use of time. The follow-up meeting has already been set to move the deal along!”

Campus Series Returns

Our Campus mini-series podcast resumed last week, kicking off with Barry Erickson, the Director of the Professional Sales Program at the University of Washington. Twice a month for the next four months, we will showcase a different college educator for a behind-the-scenes look at how they’re prepping the next generation of sales professionals.

By helping these outstanding, tenured educators tell their stories, we shine a light on the benefits and opportunities of pursuing a career in sales. It’s a win for everyone if we can use vehicles like our podcast to grow the overall sales talent pool by exposing the many benefits of pursuing professional sales.