memoryBlue Insights – 6/21/2021

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 you will see in the opening metric below, memoryBlue maintains a strong bias towards booking prospect leads over the phone. The reason we do this is because sales is a uniquely human endeavor. People want to buy from people, and there is no better way to help that process get started than by picking up the phone and starting a conversation.

The numbers in June suggest we’re outpacing the year-to-date propensity to secure new revenue opportunities primarily by calling prospects. This does not mean that we ignore other valuable channels including email and LinkedIn, those two avenues perfectly compliment our phone activity. But it does underscore a core principle at our company – developing the craft of professional sales requires consistent interpersonal interaction and there is no substitute for real conversations.

Notable Numbers

• 77.3% of our leads have come via the phone in June. That number runs well ahead of the 70% pace we observed between January 1st and May 31st of this year. The refined curriculum in memoryBlue Academy preps our 250+ SDRs well to maximize this channel and generate tangible results.

• 72% of all occurred leads in our Austin, TX, office received client-based lead scores last week. Clients based out of our Austin office did a tremendous job harnessing the power of this real-time feedback channel. Our HQ and Seattle offices also pushed up to 67% scoring or better last week. Every time our clients score prospect leads, they help their campaigns improve or stay steady on the right track.

• Prospect conversion rate topped 9% for the third week in a row. Checking in at a sizzling 9.1% last week, we’re converting conversations with prospects into actionable next steps meetings at a blazing level right now. This is the first such three week stretch in 2021 and the fourth week over 9% in the last six weeks.

Highlight of the Week

One of Delivery Manager Danielle DellaPenna’s teams, focused on a cloud communications and software platform client, just applied the finishing touches to a blistering four month run of sales development success. During that 120 day timeframe, the SDRs working on this account stuffed the pipeline with 100 booked meetings.

A performance like that gets you noticed and, in this case, it earned the following pair of client remarks:

“If I am counting correctly, this is our 100th memoryBlue booked meeting to date – exciting milestone!” – Client POC

“Fantastic! Let’s keep that mojo going.” – Client CRO

Spotlight on Training

Maria Corrales, our Human Resources Generalist here at memoryBlue, recently spearheaded an effort to engage all managers at the firm in a dynamic online training course titled, “A Manager’s Guide to Diversity, Inclusion, and Accommodation.”

The course served as a critical step in our process to ensure that our entire staff gains an increased understanding in the role every employee plays to make the company an inclusive environment. The aim is to ensure that every individual who works at memoryBlue feels safe, protected and taken care of when it comes to this critical area.

Lead Scores

These client-based scores caught our attention last week:

6/14/2021 – 12:16PM – 10/10 – Madeline
“Homerun. Perfect contract, perfect timing, we closed Jarred on a demo within 10 mins. Outstanding.”

6/18/2021 – 3:03PM – 10/10 – Francois
“This was one of the best Discovery call leads I’ve ever had. Francois is a star.”

6/18/2021 – 2:25PM – 10/10 – Sophie
“Great lead. Think it’s one of the best fits so far.”

The Importance of Juneteenth

This past Friday, memoryBlue honored an incredibly important moment in our county’s history by organizing Juneteenth celebrations across multiple offices. These staff parties included outstanding catered food from local, black-owned businesses, music, games and much more.

Company Co-Founder and Managing Partner Chris Corcoran sent out a note to our entire staff Friday morning that highlighted memoryBlue’s approach to commemorate this special day. In part, his note read:

“Team, Tomorrow marks a historic day in our country’s history. On June 19th, 1865, two years after the emancipation proclamation was signed, Union Soldiers marched on Texas plantations and liberated slaves from the unyielding slavers. This day is known as Juneteenth.

In recognition of this important event, memoryBlue celebrates the liberation of our African American citizens. For many people, including African Americans, this is Independence Day. But more than anything, this is an opportunity to better celebrate African American history, people, and culture; and memoryBlue would like to take this opportunity to do so together.”

The celebrations brought our staff into an inclusive, educational environment and received rave reviews from the crowd. We’re hoping that these celebrations represent a new, lasting tradition within our walls.