memoryBlue Insights – 5/10/2021

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.

As high demand and strong growth continues to fuel our business forward, we’ve been thrilled to bring the opportunities associated with professional high-tech sales to an increasing number of motivated individuals. Even better, it’s been rewarding to see our current staff expose these career opportunities far and wide within their own personal networks recently.

These hustlers and high-achievers are in the very best position to recognize kindred professional spirits through their own personal connections. In the “it takes one to know one” spirit, this type of viral spread of the sensational career opportunities available through professional high-tech sales is exactly what the industry needs right now.

Notable Numbers

• memoryBlue produced 10 more alumni in April. The majority of these individuals were hired out by their client, which means all parties involved received a major benefit. April was actually the lightest month of the year for new alumni, too, as we continue pacing towards well above 120 new alumni for the year. That would be a nearly 50% increase over last year’s record-setting number, as well.

• Leads booked via email last week registered a 7.81 client-based lead score. That beats the company average of 7.7 across the last 1,000 scored leads and show that our campaigns are putting together excellent outreach efforts in that valuable channel.

• Prospect connection rates continue to surge, topping 5% last week for the second time this year. On the heels of the 4.7% number the week before, we continue to see connection rates rise across our entire business. This is the product of increasingly receptive prospects and a dedicated effort to build outstanding prospect lists at memoryBlue.

Highlight of the Week

Jack, an SDR based out of our Silicon Valley office, received a phenomenal shout-out from his client this past week. The Director of Demand Gen at his Cyber client informed us that a deal Jack unearthed early in the client campaign closed recently, making it their first client in company history. Here is how it looked:

“Today (we) achieved an exciting milestone, with (a major target prospect) signing a contract to become our first customer. This firm was one of the first meetings (I think the 3rd) set by Jack back in February. They were on our list of (potential) customers we believed would be receptive to hearing from (us). The initial meeting date was rescheduled to March 2, with Jack following through effectively to make that happen. Andrew and his team took the meeting and now, about two months later, they are our customer. The first of many. Jack, great job getting us in the door and making sure the meeting happened. I know there will be more of these from both you and Brett in the future.”

Spotlight on Training

One unique educational tactic we believe in at memoryBlue is to perdiocally feature current SDRs running a detailed training session for their peers and colleagues. The SDRs running the training get a taste of leadership development while the staff benefits by hearing different voices speaking to important sales topics.

In that spirit, Elijah and Billie, SDRs based out of our Boston office, recently teamed up to lead a sales training session focused squarely on effective prospecting tactics and sales development techniques on LinkedIn. They showed our staff exactly how to tailor a prospect message on the platform, how objection handling differs in this important channel, and demonstrated a wide range of real-world examples for the benefit of everyone involved. Prospecting phone calls will always be a priority at memoryBlue, but learning to get the most out of every other available channel

Lead Scores

Here are a few client-based lead scores that stood out this past week:

5/5/2021 – 12:56PM – 10/10 – Devon
“Great conversation. Prospect also seemed to be very well informed heading into the call. Good work Devon!”

5/7/2021 – 4:49PM – 10/10 – Jordan
“Exact Right ICP – title, size, industry and had a need! Well done, Jordan, exactly what I’m looking for.”

5/6/2021 – 8:37PM – 10/10 – Ethan
“This contact was probably the key architect on the most critical application at Cerner. Great find and ability to set the meeting.”

memoryBlue Academy in High Demand

We continue to see amazing demand for our new Academy cohort launches, which currently kick-off two times per month. Cohorts were running typically around 80-90% of capacity in the early parts of the year, and we just experienced our first-ever completely sold out cohort starting with the group kicking off with a two-day bootcamp on May 17th and 18th.

We do have availability in our June, July and August sessions, and we’ll be adding additional cohorts through the Fall months soon. Please feel free to pass along word of our signature sales development sales training program to anyone you think might benefit from this experience.

Spots will fill fast, that much is for certain. To see available sessions click here.