memoryBlue Insights – 6/28/2021

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.

The memoryBlue Academy signature sales training program recently added a third facilitator to its roster. We typically welcome a number of May college graduates to our team this time of the year, but the rapidly filling classes go far beyond our own hiring ramp.

As you will see in the numbers below, the massive appetite for quality sales training coincides directly with the ever-growing demand in high-tech for accomplished sales professionals who understand how to drive real revenue growth.

Notable Numbers

• memoryBlue Academy trained 190 SDRs across multiple cohorts initiated in Q2. That large number includes both internal hires as well as external candidates. But most of all, it represents an army of professionals who will enter the high-tech sales world prepared to succeed right from the start in this space.

• Our Direct Hire team filled over 120 open sales positions in the last 240 days. Filling an open professional sales role for our Direct Hire clients every other day for eight months demonstrates just how large the demand is for strong performers. These are not easy roles to fill as most businesses are desperate for top performers, but our Direct Hire team is absolutely delivering the goods.

• The company hold rate for leads booked by email stands at 73.7% in June. Company hold rates have been particularly outstanding over the last several months (over 70% each month), but email-based leads are really setting the pace in June for this key metric. That’s no small feat in the heart of summer vacation season across the U.S.

Highlight of the Week

Two SDRs based out of our HQ office, Bethany and Joshua, put together a set of massive accomplishments culminating earlier this quarter for their digital intelligence client. Over the course of a spectacular eight month run, they personally surfaced leads that led to over $350K in net new business.

That run included 72 new opportunities that this dynamic duo unearthed on behalf of an enthusiastically grateful VP of Sales. In fact, it prompted the following note from the client which is worth sharing here:

“These are 72 companies that did not know about (us) and now do AS A RESULT of Bethany and Josh’s cold outbound efforts.”

Spotlight on Training

Client Delivery Manager Jace Edwards, based out of our Austin office, led a staff training last week based off critical lessons learned in the book “Never Split the Difference” authored by former FBI Hostage Negotiator Chris Voss.

In particular, Jace spent time walking our team through the principles of labeling and mirroring. Through the usage of mirroring, SDRs gain the ability to get a sales prospect to clarify a previous statement or expand on a potential barrier. This results in the accrual of added information, which is incredibly important in sales discussions. The labeling tactic helps an SDR assign the expressed concerns or emotions of a prospect into a general category, which demonstrates good empathy and can build increased prospect rapport. Both techniques serve as powerful tools for our team to deploy in the heat of their outbound sales efforts.

Lead Scores

These lead scores stood out from the pack this past week:

6/24/2021 – 6:13PM – 10/10 – Stephanie
“Boom! Great meeting. Well qualified, the right contacts, pain & interest. Nice work!”

6/25/2021 – 12:31PM – 10/10 – Sophie
“This is a highly qualified contact from a company well versed in the BI, ML and AI. Plus the logo is a very valuable for a new company like us.”

6/22/2021 – 4:29PM – 10/10 – Jordyn
“Great title, active need for our solution, we support their stack/use case, and interested in moving to demo/trial. Unconfirmed but team likely has budget for this. Great meeting overall!”

A Community of Alumni

The 2020 memoryBlue Alumni of the Year Award Winner Michael Breslin recently cashed in on his $5,000 dream vacation – the reward for winning our most prestigious alumni honor last year. Due to the obvious global travel limitations in 2020, Michael and his wife Amanda were finally able to enjoy this well-earned trip.

But perhaps the most remarkable side note about this vacation was the fact that the Breslins were joined on the holiday by another memoryBlue alum Christian Mory and his wife. Christian was a peer of Michael’s during his time with us, and they have remained good friends ever since that time.

It all serves as a great reminder that there is much more to this company than the business of professional sales. Our alumni stick together, stay connected, and keep in touch long after their time with us comes to a close. It goes beyond networking and it’s exactly what we love to see as this massive group continues to expand at a rapid rate.