memoryBlue Insights – 3/1/2021

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.

Gamification is an important part of our culture at memoryBlue and this March we’re going bigger and bolder than ever before with this bedrock sales incentive strategy. We recently unveiled a company-wide “memoryBlue Madness” competition including three different internal “tournaments,” thousands of dollars in available bonuses for the winners, and endless opportunity for our SDRs to secure an ocean of bragging rights among their peers.

Sales is a full contact sport and we love giving our SDRs the ability to “get on the court” and earn tangible rewards for clutch performances. Using the annual NCAA college basketball tournament as our inspiration, we’re excited to see this friendly competition result in massive wins for your business and a little extra cash for our top performers.

Notable Numbers

• Conversion rate jumped to 8.8% last week across the business. That’s a jump of 1.5% over the prior week and helped February finish with an solid 7.8% conversion rate overall. That’s up from 7.65% in January and presents a positive upwards trend as we close out the quarter in March.

• Prospect hold rate for meetings booked via email soared to 90.9% in February. With hold rates staying over 71% across all channels for the last eight straight months, we’re finding success across the board on this key metric. But our SDRs are absolutely crushing things when it comes to deploying a very effective email strategy that gets prospects to show up for booked calls.

• Connection rates in February cruised to a sensational 4.45% level. That makes February our very best month for prospect connection success since before the global pandemic hit last March! There are a number of factors that pour into this achievement including meticulous list building techniques, improved outreach tactics and steady coaching and mentorship by our leadership team all combined in an effort to move this important needle.

Highlight of the Week

Erin, an SDR based out of our HQ office, exceeded her sales targets in February and, by doing so, officially capped off a “perfect year” against quota. This accomplishment is extremely rare for any sales professional, but it’s made even more impressive in this case because Erin did this in the face of a global pandemic. 12 months out of 12 months, regardless of larger economic headwinds and forces out of her control, Erin met or exceeded her ambitious target.

The two qualities Erin most embodies in her SDR role are persistence and hustle. She refuses to let excuses prevent her from hitting a goal, and we’re all incredibly proud to share her sterling example with our entire staff. She is absolutely a professional sales star on the rise!

Spotlight on Training

Max Haar and Grant Johnson, two Client Delivery Managers based out of our HQ office, conducted a staff training last week in tandem focused on the nuances and extreme benefits of making prospecting calls to mobile numbers. The global pandemic has changed everything about the way people work and, more specifically, where people work (from home, in an office, or time spent in both locations). Prospects are no longer simply anchored to a desk in the middle of one central location every single day.

Max and Grant led our team through a very detailed training on the best way to secure a prospects mobile number, which is quite often the very best way to reach people now. They offered tangible advice on the best approach to these calls, the common objections likely to arise from dialing a mobile number, and they shared the dramatic way contacting prospects this way increases connection rates (we’re seeing 2-3x connection rate improvement in several areas and a 12-month high water mark across the entire business).

Lead Scores

Here are a few lead scores that caught our attention this past week:

2/26/2021 – 10:50AM – 10/10 – Peyton
“Awesome lead. Pharmacy and quality or patient safety are really good leads for us.”

2/22/2021 – 1:33PM – 10/10 – Jack
“Great job getting us a demo with a couple of folks that previously told us no!”

2/25/2021 – 3:22PM – 10/10 – Stephanie
“Great set up by Stephanie. Doug should buy in the next two months!”

Alumni of the Year Competition Heating Up

Our signature alumni event, the 7th annual memoryBlue Alumni of the Year Award, hit the next stage recently as we prepare to announce a well-qualified crop of Finalists this week. This program recognizes the hundreds of memoryBlue alumni who are making major contributions out in the tech sales industry on an annual basis and selecting the Finalists this year is an immense challenge.

The eventual winner of this program becomes part of the very history of the company while earning a $5,000 dream vacation on us and a permanent spot of honor within our halls.

A competition this intense cannot be judged by us alone, which is why each year we call on the former winners as well as independent sales industry luminaries to help make the final decision. Keep an eye on our social media feeds and web site as we announce these high-achieving individuals later this week. We use the success of these accomplished professionals as the example of exactly what to aim for with our current staff.