memoryBlue Insights – 3/8/2021

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.

Today is officially recognized as International Women’s Day around the globe. This moment on the calendar serves as an important reminder that it’s always a good time to advance the profession of high-tech sales with women.

memoryBlue hosted a DC AA-ISP chapter meeting focused specifically on women in sales, we feature women in key roles throughout the company, and we have women in our alumni ranks who count as some of the most successful sales pros in the high-tech industry. We can absolutely do even more to help advance this great career with future generations of women sales leaders. The sales profession needs more women and we are committed to doing everything we can to help make that shift happen.

Notable Numbers

• The first two SDRs to smash quota in our new Seattle office were women. It’s no small feat to crush your sales quota, especially as a new hire in a brand new office. We’re very proud to see two of our outstanding women in the Seattle office set the pace and show everyone exactly how you get the job done.

• 57% of our new hires in the Austin office are women so far in 2021. The best way to increase the number of women in professional sales is to hire them at the start of their career journey and arm them with all the tools, skills and connections they need to succeed. And that’s exactly what we’re doing!

• Our top HUSTLE score in February stood at a whopping 170% and it was turned in by a stellar woman. The HUSTLE score is one of our most important – and celebrated – internal metrics combining a variety of important SDR activities into one measurable KPI. We track and report this metric for every single SDR in the company on a daily, weekly and monthly basis.

Highlight of the Week

Idalia, an SDR based out of our HQ office, is turning in some major accomplishments within her first 29 days on a client campaign. In that relatively short timespan, she has already booked 12 sales prospect meetings (and occurred six of them). That is creating some major waves right out of the gate!

We’re working to continuously cut down on SDR ramp time through our memoryBlue Academy sales training program and highly focused coaching techniques, and this an excellent sign that all of these efforts are combining to create tangible results and major benefits for our clients.

Spotlight on Training

Francesca, an SDR based out of our Boston office, led a local office training last week focused on best practices when it comes to using LinkedIn for sales outreach. Social channels have grown increasingly popular in the sales development world now, and LinkedIn stands at the top of the list as a tool most professionals have to have in their sales outreach tool belt.

Francesca walked the team through the most effective ways to use LinkedIn from both a research and outreach perspective. When deployed as part of a larger cadence, LinkedIn has the ability to increase high-quality booked sales meetings (this channel routinely gets very strong client-based lead scores from the meetings that flow from its usage).

Lead Scores

These lead scores stood out last week:

3/2/2021 – 4:46PM – 10/10 – Cass
“Cass was awesome, and the contact that she brought in was a very good one!”

3/3/2021 – 12:47PM – 10/10 – Mallory
“Incredible notes and Mallory was able to get a call in spite of the fact that they were very close to signing with a competitor.”

3/2/2021 – 3:56PM – 10/10 – Hailey
“Right person, right time. knows about us, current project. Intelligent, informed prospect, straight and to the point, DEMO scheduled for Friday.”

Starting in Sales Creates Opportunities

We have featured several memoryBlue alumni on our weekly Tech Sales is for Hustlers podcast this year who took their careers in slightly different professional directions after starting out with us in sales. The two most recent episodes are clear examples (Episode #44: Tiffany Dunn – The Trailblazer and Episode #43: Tim Fabian – Never Take No for an Answer).

Both of these accomplished alums use the skills and knowledge they accrued during their memoryBlue tenure on a daily basis, yet they are no longer in sales roles.

The fact is starting your career in sales can unleash unlimited opportunities no matter what your eventual professional future holds. That is a concept we stress with every single new hire at memoryBlue and it’s never more true than it is today.