memoryBlue Insights – 2/22/2021

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.

When we opened the memoryBlue Seattle office last month, the expectation was to grow our presence steadily and build a rock-solid position in a location brimming with opportunity. But less than two months later, that office has grown at a rapid pace and now features eight SDRs working alongside Managing Director Kyle Gross.

The growth is even more exciting when you add in the fact that we have four additional job acceptances from individuals who have committed to join our newest office in the coming months. We had to quickly add desk space in Boston just a few months after opening that location, and it looks like Seattle is on a mission to match that impressive feat.

Notable Numbers

• Leads booked via email are carrying a terrific 8.11 average lead score in February. That beats out the overall 7.61 number across all lead channels this month, and serves as a positive sign that our SDR team is strategically targeting high quality prospects and nailing their messaging in this important activity.

• Academy NPS is above 60 for the last 150+ participants. Maintaining a “best in class” Net Promoter Score (over 40) is a constant goal for our Academy program, and over the last six months of cohorts we’re thrilled to see such positive feedback. This score includes internal and external participants, and presents a very positive temperature check on the direction of our signature sales training power course.

• 30.71% of all scored leads last week received a perfect score of 10. That exceeds the mark of 26.4% over the trailing 1,000 scored leads and paves the way for a strong close to the month in terms of lead quality.

Highlight of the Week

Josh, an SDR based out of our Austin office, put together a case study around how to thrive in the face of extreme adversity last week. As the state of Texas suffered under a state of emergency brought on by the extreme weather conditions that led millions to be without power and heat, ostensibly turning the state dark and frigid, Josh represented an amazing spirit of resilience and tenacity.

Over the course of the week, he found a way to book six new prospect meetings on behalf of his client despite spotty or non-existent power at times. In fact, he occurred four of those meetings last week, and achieved a top lead score of 10 for three of those four meetings! While our thoughts and concerns remain fixed on the ongoing recovery for all of the citizens of that great state, our collective hats are off in amazement at the week Josh turned in despite such massive headwinds.

Spotlight on Training

Joe Reeves, Managing Director of our Silicon Valley office, conducted a staff training last week centered around preparing for the most likely outcomes of every single sales call. Specifically, Joe focused on the exact way to prepare for the most common objections SDRs hear on a daily basis. The concept behind the training was to arm our team with the tools they need to stay two steps ahead of their prospects.

Training our team to use a systematic approach to objection handling sets every memoryBlue SDR up to succeed and sets them apart from the vast majority of their competition in the marketplace. The essence of good objection handling lies in meticulous preparation, and Joe’s training helped all of our SDRs get a little better in that area.

Lead Scores

These client-based lead scores from last week stood out:

2/18/2021 – 10:28AM – 10/10 – Jamie
“This was a great lead and even though we were passed along to the IT Finance, it was (in my opinion) the exact place to start. Well done!”

2/19/2021 – 2:34PM – 10/10 – Michael
“A massive account that Michael pulled out of thin air. Still have some work to do convincing them to make a change, but great work planting seeds here.”

2/19/2021 – 2:42PM – 10/10 – Catherine
“Excellent prequalification and prep notes!”

The Seattle Sweepstakes Rolls On

The Seattle Sales Development Sweepstakes is in full swing right now and we’re excited for this event to serve as a great opportunity to meet our new business neighbors in the Pacific Northwest. We’re giving away 90 days of sales development service completely free of charge to one business located in the greater Seattle area.

The contest runs until the end of March, so stay tuned to our social media feeds as we announce a lucky winner in early April. If you know of any businesses located in that part of the country, please be sure to pass along this great opportunity.

You can also learn more about the sweepstakes right here.