memoryBlue Insights – 6/14/2021

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.

This week we will hit a milestone for the Tech Sales is for Hustlers podcast as we release our 50th episode. Our flagship audio endeavor is now an important source of sales career insights, tips, and lessons learned for our larger professional sales community as it features riveting discussions with memoryBlue alumni as well as college sales educators.

When we launched the podcast last Spring, our modest goal was to build a recurring wealth of knowledge for current and future sales pros. The show garners anywhere from 700-900 downloads every single month, and the feedback we routinely receive is highly positive. It feels great to know this content is hitting the mark and leaving an impression with our dedicated audience.

Notable Numbers

• 71.3% of all client-scored leads earned a 7 or better last week. Lead quality remains high as we push towards the end of Q2, including over 31% of all scored leads clocking in as perfect 10s.

• Prospect connection rate stands at 4.9% through the first two weeks of June. After averaging a robust 4.7% in the month of May, the current month is off to a sizzling pace. Building strong lists and timing outreach appropriately both help us move the needle on this key metric.

• Academy cohorts starting in Q2 this year average an NPS of 57.9. Measuring the Net Promoter Score (a key customer satisfaction metric) for all of our Academy classes is very important to us. It’s great to see the sales professionals going through our signature training give such rave reviews to the course, the materials and the trainers.

Highlight of the Week

Mallory, an SDR based out of our HQ office (working on Delivery Manager Kelsie Edmonds’ team), put together a week for the ages this past week. Mallory works on behalf of a healthcare tech company and she knocked the ball so far out of the park for them that it created the following client note on Friday:

“Please let Kristen Wisdorf know she would be challenged to find a better ‘Highlight of the Week’ than Mallory Walsh this week! Five notable meetings booked this week representing over 300K US-based employees across two states, the Fortune #26 and #295 employers, as well as one of America’s largest private companies! Not sure if you have anything else pressing on your calendar, but you should definitely get your well-deserved weekend started now. Nothing else needed on our front.”

Spotlight on Training

Luke, an SDR based out of our HQ office, led a staff training last week on the fundamentals of persuasive language. Luke’s training and presentation occurred as part of his path towards elevating into a Senior SDR position, and he put extensive care and insight into this session.

At the heart of Luke’s training session were two core ideas – what you say and how you say it are absolutely critical components for every single prospecting call you’ll ever make. Yet too many SDRs fail to study the science behind these two areas and understand precisely what they can do to sharpen both areas of their sales game. Luke grounded the team in the fundamentals including tidbits from ancient Greek philosopher Artistotle’s rhetorical triangle and applies those lessons to practice insights all of our SDRs could take action on right away.

Lead Scores

These recent client-based lead scores made a splash:

6/11/2021 – 9:50AM – 10/10 – Javier
“Good fit, looking for an upgrade, bringing the whole team to see the technical demo.”

6/8/2021 – 1:09PM – 10/10 – Noah
“Noah did a great job connecting with the correct decision-maker in this program. This call led to a demo, opportunity and follow up call in July.”

6/11/2021 – 11:08AM – 10/10 – Kayla
“Kayla is doing an excellent job!!”

Wellness Week Fuels Our Team

Professional sales is certainly a job that induces its fair share of pressure and stress. In order to help our team relieve some of that pressure, we recently held Wellness Week across the company.

The program offered our staff the chance to participate in a series of events including a steps challenge, designated (suggested) standing time at their desks (many of our employees have standing desks), and quick outdoor team walks in the mid-afternoon to get the blood flowing. Participation in all activities was optional, but we had an outstanding level of interest and enthusiasm for the entire week of activities.