memoryBlue Insights – 3/15/2021

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

Our 7th annual Alumni of the Year competition is in full swing right now and we’ve seen an unprecedented amount of highly qualified applicants. This is our signature alumni event where we award the alum who put up the best year (last year) with a $5,000 dream vacation and a permanent spot in our company’s Hall of Fame.

The competition featured so many quality applicants that we are actually asking our current staff and alumni to decide our three Finalists by special vote. That’s something we’ve never done before, but the more our alumni ranks swell with sensational high-tech sales success stories, the more we can see this becoming par for the course in the future. We love showcasing alumni like this for our current staff, as they have set a bar everyone who comes through memoryBlue should work to get over.

Notable Numbers

• Prospect conversion rates hit 8.1% the last two weeks in a row. Converting prospect conversations into next steps meetings is the end goal for our SDR teams, and right now they’re completing that function at a high level. The last three weeks in a row have all been over 8%, which is an outstanding number.

• 67.6% of our booked leads are coming in via the phone in March. The phone is our SDR’s best friend! We love a multi-channel cadence when it comes to sales development outreach, but getting meetings by calling prospects is always our focus.

• 35.4% of all scored leads last week received the highest score of 10. That beats the 28% seen with the trailing 1,000 lead scores (available for view on our web site) and it is a great sign that lead quality is on the rise right now.

Highlight of the Week

Deng, an SDR based out of our HQ office, received some serious attention from an Account Executive client this past week. His AE was so impressed with the high quality leads Deng has been sending her way, she reached out and literally Venmo’d him money out of her own pocket to treat himself to a nice dinner!

Deng is a regular atop memoryBlue monthly leaderboards in a wide range of categories due to his serious hustle and hard-to-match production. That type of work always gets noticed and rewarded at the end of the day.

Spotlight on Training

Julia Fitzgerald, a Client Delivery Manager based out of our Denver office, led a training last week focused on confidence and tone on the phone. As you can see from the numbers section, teaching the best way to harness the power of the prospecting phone call is of critical importance within our company. And a big part of success on the phone for any sales professional starts with their demeanor and approach.

Julia walked the team through the nuances associated with displaying confidence when dialing a prospect who may seem to be in an elevated position compared to an SDR. Creating equal business footing and keeping perspective on how our sales prospects are still human beings at the end of the day goes a long way towards building confidence and a professionally assertive tone on the phone. These are skills that take practice and real world experience to fully master, but Julia’s training left our team better prepared to pick up and dial their targets.

Lead Scores

Here are a few client-based lead scores that caught our eye last week:

3/8/2021 – 2:30PM – 10/10 – Sean
“Great lead. Right size org with the right needs. Time frame and budget for eval confirmed.”

3/12/2021 – 6:29PM – 10/10 – Veronica
“Great champion, use case, and company!”

3/12/2021 – 6:03PM – 10/10 – Nardin
“Excellent meeting! Right people, and right amount of time to speak with customer – will lead to follow up meetings.”

Academy Keeps Minting Success

The memoryBlue Academy continues to produce the next wave of talented sales professionals. Some of these recent wins are too good not to share:

• Five SDRs from the March 1st cohort had “Hat Tricks” last Wednesday (they each booked three quality leads in one day). That’s a rare feat for any SDR, but to see one cohort have five individuals pull it off at once is simply amazing.
• That group of hustlers collectively booked 52 meetings for the week (5.2 meerings per person). Those are some serious results right there.
• 41% of all current Academy attendees hit or exceed their quota last month. Keeping in mind these are individuals who are actively learning and reinforcing the skills necessary for sales success, it’s phenomenal to see such a large percentage of them off to a huge start.

The Academy debuted an ongoing Call Competition this month designed to reward and recognize the top performer in each cohort, as well. The current cohorts are using this competition as fuel to take their production to the next level and we are absolutely loving the early results.