memoryBlue Insights – 5/17/2021

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 have spent a significant amount of time this year speaking with the college educators who are teaching tomorrow’s sales leaders as part of our Campus Series within the Tech Sales is for Hustlers podcast. These are tenured professors and, in many cases, former highly successful sales professionals themselves. It’s been incredibly rewarding and interesting to gather their insights on the best ways to expose the value of a career in sales to motivated individuals.

In particular, one common theme has emerged across all of our interviews with these insightful guests: there is no one single personality type necessary to do well in sales. Their belief — a belief we share — is that anyone can do well in professional sales if they are committed to hard work, becoming a “student of the game” and parlaying a burning desire to succeed into a refusal to quit, no matter what obstacles stand in the way.

Notable Numbers

• 70.8% of all scored leads in May have earned a 7 or better from our clients. That includes the most common occurring score of 10, which happens for nearly 30% of all scored leads. We relish delivering high quality opportunities on our campaigns and these numbers tell us we’re making that happen in May.

• Meeting hold rate in May stands right at 70% across the entire business. The hold rate in April checked in at 71.6%, and we’re pushing for a strong back half of May to equal or pass that impressive mark. We have crossed 70% in every month of 2021 so far, a line we crossed 7 times out of 12 in 2020.

• 75.08% of all occurred prospect meetings in May have happened via the phone. Getting prospects on the phone is absolutely the channel we place a major emphasis on at memoryBlue for a variety of important reasons. Keeping this number high helps us ensure that we’re doing sales development the right way on behalf of our clients.

Highlight of the Week

Jordan, an SDR based out of our Seattle office, is putting on an absolute show for his Cyber-focused client located in the Pacific Northwest. Jordan started in the memoryBlue Seattle office in February (just after we opened there) and has been working on this current client campaign since that time.

In just over three months, he has generated an out-of-sight $1.2M in pipeline opportunities! This number equates to 50% of all new pipeline generated by the sales development team at that company in 2021. This means that Jordan put up the same number of pipeline dollars generated as the entire internal team at his client, their marketing team, and their channel partners combined. As a result, his client has already expanded with memoryBlue to bring on multiple other SDRs. We love seeing massive results like this for our clients and for our people. Jordan has a very bright future in professional high-tech sales.

Spotlight on Training

Ellie Miller, a Delivery Manager based out of our HQ office, led a dynamic staff training last week focused on creating value for sales prospects. Too many sales professionals fall into the trap of pushing the benefits of their solution right away instead of taking time to offer real value in a prospect conversation.

Ellie walked our team through some best practices top sales pros employ to stay locked in on building value. She talked about getting “You”-centric as opposed to company-focused during a prospect call. This helps prospects become more engaged in a conversation and limits objections. She also walked our team through the top ways to discover what the prospect values, how to better position your value prop by using their words, and a range of other specific methodologies that our crew could instantly apply to their calls that same day. The session was an absolute home run!

Lead Scores

These recent lead scores garnered top marks from our clients:

5/13/2021 – 12:27PM – 10/10 – Charles
“Absolute perfect fit for our service – the prospect’s description of his needs and wants from a security provider was an exact description of what we do.”

5/14/2021 – 11:21AM – 10/10 – Maria
“Great prospect and opportunity for the type of producers we like to target!”

5/14/2021 – 1:22PM – 10/10 – Shannon
“Great meeting and right audience.”

A Sales Strategy Webinar You Don’t Want to Miss

Our own Head of Sales, Nimit Bhatt, will be a featured speaker on an upcoming webinar hosted by Drift on 5/26 at 1pm ET. The program, “Swipe These Sales Strategies to Speed Up Sales Cycles & Exceed Your 2021 Revenue Goals,” includes a range of sales strategy experts, including Nimit, covering specific tactics you can use to hit your 2021 revenue goals.

Among other topics, the session will cover:

• How to remove unnecessary roadblocks in the buying process.
• Sales strategies that provide clear objectives, contingency plans for alternatives outcomes.
• How AI can remove repetitive processes that take time and resources away from sales.

To learn more and register for this event today click here.