memoryBlue Insights 4/18/22

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.

When our talented sales professionals continue their careers beyond our doors, the memoryBlue culture is carried with them. By celebrating wins and lifting each other up with support, coaching, and growth opportunities, top-performing sales professionals cultivate amazing careers for themselves and those around them.

This week we celebrate the 2022 Alumni of the Year winner who showcased the most impressive results in 2021 and dig into the heart of how to have impactful conversations that better qualify prospects and lead to more booked meetings.

Notable Numbers

• There are 665+ memoryBlue alumni part of our network today. Alumni are memoryBlue SDRs who were hired by their client, or placed with a client searching for top sales talent.

• The percentage of meetings booked by email or LinkedIn last week was 20%. Phone continues to be the highest source of booked meetings.
• The average hold rate of meetings booked by email or LinkedIn last week was 79.4%. Even with phone as a top source of meetings, email and LinkedIn prove the stickiest sources for meetings.

Highlight of the Week

Each year, we celebrate one high-performing alum with the Alumni of the Year Award based on revenue generation, team building, and growth scaling achievements. We reviewed 50 applications for this year’s award and narrowed it down to three impressive finalists.

After votes submitted by past Alumni of the Year winners, the memoryBlue leadership team, and a panel of inside industry sales professionals, we congratulate our 2022 winner, Mike Mishler, Regional VP of Automox.

• Mike’s impact:
  • Scaled Company Revenue $3M to $8M
  • Scaled his company’s SDR Team 300%
  • Committed to building a leadership team of 50% women; the Sales Development Organization is currently made up of 60% women.

Spotlight on Training

This past week, Denver Client Delivery Manager James McPhillips delivered a team training about gap selling: positioning your product as the bridge that takes a prospect from where they are to where they want to be. McPhillips took a granular look at the elements:

• Basics: where are they based, what do they sell, to who do they sell, team size, etc.
• Problem: the issue from both a technical and business perspective
• Impact: how the problem affects the bottom line and level of productivity
• Root: where the problem stems from
• Emotion: how this makes the prospect feel

This information will lead the conversation naturally to what an ideal future looks like for the prospect. Gap selling centers the conversation around the prospect’s problem and sets the SDR up with quantifiable and prospect-specific metrics that strengthen the impact of the close.

Lead Scores

These client-based lead scores hit the mark last week:

04/13/22 – 8:45 AM – 10/10 – Caitlin 

“Caitlin did a great job setting this one up. Caught prospect in search mode while planning for fiscal year budget and managed to impress. Demo scheduled. Great work!”

04/13/22 -6:32 AM – 10/10 – Myles

“Could not have asked for a better meeting. Myles used a nod from the king to make his way through a huge company that we have been going after for years and he set up a meeting in his first month. The prospect came intrigued and full of questions.”

04/15/22 – 10:23 AM – 10/10 – Eric

“Prospect was very engaged and had appropriate expectations going into the demo. Eric also did a great job with providing additional information going into the call that helped set our own internal expectations.”

Our Alumni Make an Impact

Since leaving memoryBlue in 2017, Mike Mishler continued to develop and coach the next generation of sales professionals, never forgetting where he got his start.

Now, Regional Vice President at Automox, Mike dedicates himself to scaling sales teams with increased diversity to create stronger overall teams that take in all perspectives to exceed annual revenue goals.

“Being an advocate and voice for diverse team members creates stronger overall teams, is effective leadership, is needed on today’s sales teams, and is the right thing to do.”

Throughout his career, Mike has regularly lifted up top talent from memoryBlue and cites his fellow memoryBlue alumni as instrumental in delivering significant results. Naming an Alumni of the Year each year gives us a chance to see the impact alumni are making in various stages of their career across the tech industry. It makes us incredibly proud to have built a network of award-worthy alumni who continue to stay in touch with us long after they depart.