memoryBlue Insights – 2/7/2022

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.

As part of the ongoing office expansions across our entire company, the Silicon Valley office upgraded into a larger space this past week. As our team grows, so do our capabilities. We’re gearing up to take on more for our clients and provide more support for our staff. Under the supervision of Managing Director Joe Reeves, the Silicon Valley office continues to expand rapidly. The new space is over twice the size of our old one, and its improved layout nearly triples our capacity for SDRs in this key location.

The growth of our offices is a positive sign that more individuals than ever before are choosing to pursue a career in professional sales — excellent news for our clients.

Notable Numbers

• 95 SDRs started at memoryBlue this past January. We helped over 500 new SDRs launch sales careers last year and we’re picking up momentum as we steam into February.

• 36.5% of client-scored leads earned a top mark of 10 last week. That’s well above the 32.5% mark observed across the last 1,000 scored leads.

• 79.1% of our prospect leads so far in February have been booked over the phone. The phone remains our primary focus when it comes to securing new business meetings.

Highlight of the Week

SDR Matt Rindhal is doing stellar work out of our Austin office. Matt started with memoryBlue six months ago and has already booked a strong collection of meetings with an average lead score of 8.93 for his talent acquisition technology-focused client.

Matt set up a meeting with a VP and CFO from his collegiate alma mater using his networking skills. The meeting occurred on Thursday last week and went so well that a five-figure deal closed almost immediately. Matt’s efforts are helping federal contractors and financial institutions create and retain a more diverse workforce. Suffice to say, our client and the memoryBlue team could not be more pleased with his fantastic results.

Spotlight on Training

This past week Emily Prendergast, a Client Delivery Manager based in our HQ office, held a training session on building and executing a winning SDR outreach cadence — the multistep process for prospect engagement. Mapping out the core touchpoints of a prospect outreach helps maintain organization, fuels persistence, and creates accountability.

Emily challenged the team to rework their personal roadmaps for a perfect cadence, including all the work between each point of outreach. The team did a deep dive on the art of list building, the importance of emails, LinkedIn messages, and voicemails, all of which are only as effective as the diligence of your notes. Emily’s detailed lesson helped the team walk away prepared to diagnose prospect problems accurately, book meetings more efficiently, and boost client pipeline.

Lead Scores

These recent client-based lead scores caught our attention:

1/31/2022 – 5:31 PM – 10/10 – Casey

“Casey made a great initial connection with the prospect. I “walked” into a great environment to take this conversation to the next level. The meeting outcome was achieved with a scoping call later this quarter. Nice work Casey!”

2/1/2022 – 11:16 AM – 10/10 – Sarah

“Absolutely perfect first lead of the new campaign. Way to go!!! They have a project and want to close this quarter. Amazing!”

2/2/2022 – 4:41 PM – 10/10 – Sophie

“They signed up during the demo! Spot on lead. Amazing work from Sophie crafting targeted messaging for the customer – the prospect specifically said she never responds to sales outreach, but Sophie’s note caught her eye. 48-hours later: they’re a customer.”

The Rewards of Lead Scoring

The client-based lead scoring program at memoryBlue is an important source of continuous feedback within our sales development campaigns. And participation in the program is trending at an all-time high, with well over 70% of all leads receiving scores over the last several months.

But perhaps one of the most fun elements of the program is a monthly rewards program we installed to incentivize client participation. Every month, we draw ten random client contacts who scored at least one lead the prior month to win a $250 gift card to the restaurant of their choice – a small token of our appreciation for their involvement.

In the last two months alone, we’ve awarded gift cards to stunning locations such as:

• Nobu (LA)
• Chef’s Table (Florida)
• Din Tai Fung (Seattle)
• Uchi (Denver)
• Peak NYC (New York)
• Tuckaway Tavern (New Hampshire)

Adding to that list, some individuals have even elected to give their gift cards back to memoryBlue SDRs as appreciation for a job well done.

We ask clients to give their campaigns every single edge possible by scoring leads — but these tasty rewards are a nice bonus on top of the clear ROI benefits.