memoryBlue Insights – 5/3/2021

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.

One of our clients recently sent over a note thrilled that a lead our team surfaced closed for a five figure deal. They also indicated that two more leads we surfaced are also expected to close shortly. We’re committed to the process of great sales development execution, as well as the mentorship, training, and coaching it takes to build great sales professionals. However, this client note was an important reminder that the absolute focus we always maintain is a commitment to produce tangible results for all of our active campaigns.

Notable Numbers

• Meeting hold rates rose above 84% for leads booked via email last week. We continue to see strong prospect meeting hold rates across the business (greater than 70% for all channels combined), but email-based leads are taking the bar to new heights as we closed April on fire.

• Prospect connection rates climbed over 4.7% for the month of April. That’s consistent with what we saw throughout Q1 of this year, and a dramatic rise from the 3-4% weekly range we saw throughout the entire 2H of 2020.

• 76.5% of all client-scored leads last week received a score of 7 or better. That beats the mark of 73% seen over the last 1,000 scored leads and represents an excellent trend for lead quality.

Highlight of the Week

Joe Reeves, the Managing Director of our Silicon Valley office, received some sensational feedback last week from one of our clients in the financial tech space. As always, we love to share this feedback in its entirety right here, since it speaks for itself:

“I wanted to share something very special that your team has accomplished for (us). Thanks to their relentless outreach efforts and a well coordinated Bronze Enablement program, we reached the highest ever NPS for our Startup Bronze clients in Q1! Hope this makes you very proud of the team! Christina, Makenna, Nicko and Owen, cannot thank you enough. You pioneered this initiative and delivered fantastic results! Please expect a little something from (us) in your mailboxes.”

Spotlight on Training

Kyle Gross, the Managing Director of our Seattle office, led a staff training last week around the “A la carte” sales prospecting technique. This incredibly effective tactic presents prospects with a range of potential pain points that they may be experiencing (related to their specific role and space), and allows them to self-select the issue that’s most pressing at this time.

Kyle offered specific examples of this technique in action, gave clear use cases for different points with a prospect conversation, and helped the team understand some common misuses and pitfalls associated with this tool. He left the staff with a comprehensive set of notes for repeated reference and review throughout their ongoing work.

Lead Scores

These recent client-based lead scores caught our attention:

4/27/2021 – 4:47PM – 10/10 – Noah
“Danielle was a highly qualified lead that is currently doing research on call tracking vendors – so it was a great time and great contact.”

4/30/2021 – 10:57PM – 10/10 – Erin
“Great lead. Follow-up meeting with a demo to come from it.”

4/30/2021 – 2:40PM – 10/10 – Robert
“Another perfect title to share our solution with.”

Women in Sales Webinar Opportunity

Our own Kristen Wisdorf, Head of Client Delivery and Services, will be taking part in the latest IES “Women in Sales: Fresh Voices” webinar taking place tomorrow (May 4th) at Noon ET.

The first Tuesday of each month, Institute for Excellence in Sales (IES) Women in Sales Program Director Gina Stracuzzi brings on some of the highest-performing sales professionals in the IES Women in Sales Community to delve deep into the critical topics facing sales professionals today. The panel will discuss unique sales challenges, opportunities and how the participants are growing their teams in a fun, engaging panel format.

We are thrilled to see Kristen taking part in tomorrow’s episode covering topics that are important to high-performing women in sales. If you’re interested in learning more or registering to attend the event, click here.