memoryBlue Insights 6/26/23

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 175+ sales development campaigns and 300+ SDRs working relentlessly to generate net new revenue for these businesses.

This week we cover a major deal sourced for one of our clients and recap a wonderful Fireside Chat with memoryBlue Alum Troiani Meyers.

Notable Numbers

• 54.8% – Percent of leads scored MTD.This is about a 18.21% decrease since May. Please prioritize scoring each of our leads so we can continue to serve you as best as possible or adjust our approach as needed.

• 346 – Total number of Academy attendees YTD. As we enter into the summer months, we’re thrilled to be welcoming so many recent college graduates ready to kickstart their sales careers with us.

• 17.92% – Percent of external attendees in our Academy YTD. While a majority of our cohorts are made up of internal employee, it’s always a pleasure to get to share our Prospecting Principles Course with clients looking to revamp their internal sales teams or simply better understand our business!

Highlight of the Week

This week we have the pleasure of highlighting a major deal sourced for a Federal Contracts Financial client by SDR Moe on Delivery Manager Vincent Gorgone’s team!

Since beginning work with us back in 2021, this client has continually renewed given us a deep motivation to prove why we are the right choice when it comes to uncovering leads and building out their pipeline. SDR Moe truly proved his value on this campaign when he successfully sourced this deal worth $800k in subscriptions and $2M + in services. It is now projected to close in August/September, and we can’t wait to see what other valuable leads the team sources in the meantime!

Fireside Chat

Last week was both a fun and incredibly educational reunion in our HQ office, as we had mB Alum Troiani Meyers in for a fireside chat with Co-Founder Chris Corcoran! Since leaving memoryBlue back in 2011, Troiani has navigated the sales landscape through many different roles and has subsequently accrued a ton of valuable knowledge to share.

From being an Account Executive to leading a sales team, he has been able to pick out the key habits and characteristics that thrive in sales through both hands-on experience and a more bird’s eye view as a manager. Him and Chris discussed the value of finding people with a coachable mentality and a hard work ethic, the importance of prioritizing building pipeline, and the art of actively listening and engaging prospects in sales.

Lead Scores

These client-based lead scores hit the mark last week:

6/22 | Lauren

“Great lead quality and great insight from Lauren on what the prospect cared about that hooked the call. Lauren took it to the next level by sharing his LinkedIn activity on an SGE post to give us plenty of ammo into what might spark his interest.”

6/21 | Luisa

“Probably one of the best if not the best discovery call I’ve had working with Luisa. Jim provided a complete overview of the company structure & where/how teams sit. Lots of interested in us and has a need. Great opportunity.”

6/22 | Kenna

“Best lead so far! Great use case, plenty of pain, a One Stop center which is the best fit for our technology, and a demo scheduled on the call. As good as it can get, more of these!”