memoryBlue Insights – 4/19/2021

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 100+ sales development campaigns and 200+ SDRs working relentlessly to generate net new revenue for these businesses.

We recently received the results of a third party, anonymous survey of the memoryBlue staff covering a range of topics related to employee satisfaction and engagement. There were a number of excellent pieces of feedback stemming from this survey, but what we’re most proud of is that 90%+ of our entire company fully agreed with the following statement:

“I see professional growth and career development opportunities for myself in this organization.”

Providing a fertile ground for career growth and expansion remains a major goal at memoryBlue. It’s great to see this major commitment shining through to our team from coast-to-coast.

Notable Numbers

• 71.6% of all prospect leads in April have been booked via the phone. Our SDRs prioritize getting into active, engaging phone conversations with prospects because that is precisely what creates strong lead quality and well-qualified new business opportunities.

• 37.5% of all client-scored leads last week earned a 10. That beats the 30.6% number seen over the last 1,000 leads scored and it’s a great indication that our lead quality was incredibly strong during the timeframe.

• All 7 memoryBlue Academy cohorts kicked off this year scored the sales training program with an NPS of 50 or better. A Net Promoter Score (NPS) of 40 or better is considered “best in class” traditionally, so it’s great to see how strongly participants feel about the positive impact our signature sales training has on their abilities.

Highlight of the Week

Ross Barton, a Client Delivery Manager based out of our HQ office, manages a campaign that recently celebrated an extraordinary accomplishment. The company, which focuses on technology business solutions in the mortgage lending space, closed a new business deal based off the very first lead his memoryBlue team booked for this client.

This particular client kicked off their work with us in the middle of Q1, but Ross and his team quickly ramped up and produced a rapid, tangible result. We absolutely love bringing this level of value to our clients so quickly.

Spotlight on Training

Joey Plesce, the Managing Director of our Denver office, led a full staff training last week focused squarely on the importance of prospect meeting hold rate, featuring tips, tactics and real world examples around precisely how to increase this crucial metric.

Joey took a deep dive through the methods and techniques SDRs should employ during a call, after a call, and on the actual day of the next steps meeting to ensure prospects show up. Helping our SDRs perpetually improve in this area increases client campaign value and results directly in more opportunities for new revenue.

Lead Scores

Here are a few client-based lead scores that stood out over the last week:

4/16/2021 – 3:58PM – 10/10 – Cheyenne
“Great prospect to meet with! Cheyenne gets a 12 on a scale of 10 in getting Melissa/RRH on the call.”

4/13/2021 – 1:35PM – 10/10 – Nicole
“Wow amazing meeting setup by Nicole! Tom is the exact right person and team we need to be talking to!”

4/13/2021 – 1:25PM – 10/10 – Chris
“Great call and major wealth of information from this customer towards other hospitals and contacts that we can pursue.”

Matt Bright Wins Alumni of the Year Award

The 7th annual memoryBlue Alumni of the Year program concluded recently when we announced the official winner – Matt Bright, Sales Director at Snyk. Matt put together a sensational year in 2020, and he beat out our most competitive field yet (including 33 applicants/nominees, 10 outstanding Semi-Finalists, and two other Finalists who put up seriously impressive numbers of their own last year).

This award represents our highest alumni honor and we’re thrilled to see just how many of our former employees are making major impacts across every sector of high-tech sales. But one of our four sales industry expert judges perhaps summed up the quality of our alumni Finalists best in a note that included the following commentary:

“I don’t envy you having to come up with a winner. As I said at the beginning, all three are worthy of the reward. I will say this – these three are incredible examples of employees your company has trained and if I were still in the sales world, it would be a phenomenal testimony to your services if you were trying to get me to buy. I honestly don’t know how I could say no. Congratulations on all of your success and thanks again for allowing me the opportunity to participate. I feel very honored!”