memoryBlue Insights – 4/5/2021

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 we charge past 19 years in business (this month), memoryBlue stands on the cusp of naming our 7th annual Alumni of the Year award winner this Friday. The three Finalists represent our nearly-500 strong alumni base incredibly well.

We’ve already received feedback from the six former winners and industry expert panelists about just how difficult the choice is to pick a champion this year (they help us judge the competition). That’s exactly the way this competition should play out, and it’s a major credit to the committed sales professionals who choose to launch their careers with us.

Notable Numbers

• The prospect meeting hold rate clocked in at 73% for March. That makes March the 9th straight month with hold rates at or above 73% as a company. Securing prospect buy-in to attend a booked meeting is a technique we teach every SDR, so it’s great to see that education paying off in a tangible way.

• 30.4% of all client-scored leads in March earned a top score of 10. Getting close to one third of all leads scored as the very top tier for quality is a great boost to client campaign value. We routinely see better than 70% of all leads scored as a 7 or better, and perfect 10s make up the bulk of that number.

• Conversion rate hit 9.4% last week. That is the single best week of the year to date and is a great sign as we head into Q2. Converting calls with prospects into booked next steps meetings is a metric on the dramatic rise across our business.

Highlight of the Week

Robert Gonsalves, a Client Delivery Manager based out of our Boston office, stands at the helm of a client campaign that is blowing it out of the water.

The memoryBlue team has delivered over $6M of pipeline in less than a year. Those are eye-popping numbers that has the client incredibly pumped. This campaign actually started as a much smaller engagement (just one SDR initially) with an IT solutions provider last summer. But due to continuous success and results like this, it has blossomed into a four SDR program that is providing a major boost in net new revenue.

Spotlight on Training

Jeremy Wood, the Managing Director of our Boston office, led a training last week focused on “holding the punch” – an advanced sales development strategy used to pull more prospect pain and further qualify a next steps meeting prior to locking it down. While an SDRs initial instinct may be to find and opening and book a prospect meeting, it can dramatically pay off to be patient and fully explore a sales conversation prior to setting the next steps.

The interactive session got incredibly lively as Jeremy encouraged the staff to offer candid feedback and present additional insights, success stories and real-world experiences that allowed all of our team members to increase their learning.

Lead Scores

These recent lead scores caught our attention:

3/30/2021 – 4:00PM – 10/10 – Kelsey
“Great work! Huge potential client, currently using a competitor. Thank you for setting up this call.”

3/23/2021 – 9:48AM – 10/10 – Carlos
“This is a perfect lead. Currently evaluating competition, very clear with decision criteria. Carlos knocked it out of the park.”

3/31/2021 – 2:10PM – 10/10 – Emma
“TOP Qualified lead we’ve gotten. PERFECT fit. Advanced. Large. Multiple Surveys. She did a killer job at qualification. This is advancing and can allow an amazing partnership! Nice work Emma.”

Tech Sales is for Hustlers Podcast Cuts a New Path

Our company podcast, “Tech Sales is for Hustlers,” has traditionally focused on the stories of our alumni up to this point in its one-year history. While those stories remain the focus of the show moving forward, we debuted a new episode recently featuring the story of one of our current employees Nimit Bhatt.

Nimit has been with the company for nearly a decade, elevating all the way from the SDR position into several key leadership roles, including his work opening our first remote office in Austin (TX) and his current position as the Head of Sales. His personal career journey is inspirational and we think it’s important to periodically get stories like his on the show. In the coming months, we plan to feature several more employees like Nimit who have chosen to launch and elevate their careers right within our halls.