memoryBlue Insights – 3/22/2021

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

As the first quarter of 2021 comes to a close, we’re prepping to celebrate our official 19th full year in business. memoryBlue was founded in April 2002 with the firm belief that someday we would achieve so many of the milestones that now mark our history.

The company is going for its 9th appearance in a row on the Inc. 5000 Fastest Growing Private Companies list, we’re closing in on having 300 employees across six bustling offices from coast-to-coast, we’ve added new lines of service to compliment our bedrock sales development offering, and, best of all, we’re just getting warmed up. We’re thrilled that your company is taking this remarkable journey with us, and we’re honored to play a role in the steady growth and success of your business.

Notable Numbers

• 74.7% of all scored leads last week earned a 7 or better. That beats the trailing 1,000 leads (73.1%) and continues to show that the teams are delivering quality leads while we push to the end of Q1.

• The two March Academy cohorts have a combined NPS score above 60. Tracking the Net Promoter Score for all Academy participants is the best way to understand and measure exactly how our enrollees view the program. Anything above an NPS of 40 is considered “best in class” from a customer service standpoint, so we’re excited to see our numbers climb well above even those lofty heights.

• The prospect connection rate hit 8.1% last week. That marks the 4th straight week of connection rates over 8% across the business. We’re getting more and more prospects on the phone, which gives our SDRs an increased chance to flex their significant sales conversation skills in the quest to secure a next steps meeting.

Highlight of the Week

Bryanna, an SDR based out of our Seattle office, recently demonstrated the spirit and hustle that we consider our signature ingredient at memoryBlue.

Through her own success, she had earned a very difficult to achieve benefit of time off on a Friday due to absolutely crushing her weekly sales goals. But she refused to let that achievement take precedence when a prospect demo call that she set up occurred that morning a 8am. Bryanna made time for the appointment and made sure her client was fully taken care of throughout the process. The Account Executive she assisted sent this note of thanks to her and the Seattle office Managing Director Kyle Gross:

​​​”Hi Kyle, I just wanted to share kudos that Bryanna joined our demo call this morning (it was 8am her time) and she said she had earned the day off. I just appreciate her dedication to show up even on her day off. She’s been super thorough and great to work with! Thanks Bryanna!”

Spotlight on Training

Nick Perry, a Client Delivery Manager based out of our HQ office, led a training last week on the secrets to running a multi-faceted, methodical sales development cadence specifically using our cutting edge power dialing software from FrontSpin.

Nick put on a masterclass in every aspect of this process including how to work a specific call-voicemail-email cadence, how to build an intermediate and advanced prospect outreach game plan, and he let the staff in on all of the insider secrets we want our SDRs taking advantage of when it comes to establishing a methodical, winning approach. He left the crew with a full set of detailed notes, including a variety of educational videos designed to let them review best practices and keep the momentum going back at their desks.

Lead Scores

These lead scores stood out recently:

3/16/2021 – 9:41AM – 10/10 – Tyson
“Good lead and good demo. Definitely have a need for a solution and are aware of some of the CA clients that we already have. Not the decision maker but a good first contact for the city.”

3/19/2021 – 11:09PM – 10/10 – Michael
“In the spirit of March Madness, Michael is like that end of game half court shot. He has been draining threes all game, team is up by a thirty spot, and they still launch him the inbounds for him to carelessly swish it while throwing up three goggles in everyone’s face. He yells “too easy” as he turns around before the ball enters the net. Great lead, great baller!”

3/19/2021 – 10:57AM – 10/10 – Bethany
“Great overall call and end user can help influence decision making process.”

Seattle Sales Sweepstakes Nears the Finish Line

The Seattle Sales Development Sweepstakes concludes at the end of March and we’re absolutely pumped to give one local business a shot in the arm through a free sales development campaign.

As a reminder, 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 is completely free to enter and is our way of introducing ourselves to the business community in every spot we open a new office.

Every high-tech business located in that part of the country is eligible to enter (including existing clients!). You can also learn more about the sweepstakes right here.