memoryBlue Insights – 6/7/2021

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.

Engaging our clients through a dedicated survey program continues to be a top priority here at memoryBlue. This detailed questionnaire serves as a vehicle for filter-free feedback that comes directly from our main points of contact and, ultimately, benefits everyone involved in the sales development effort.

The best part is that memoryBlue clients are seizing this opportunity in Q2 and responding to the surveys at incredibly strong levels. With a completion percentage hovering near 80% across the entire business (up from 54% in Q1), this program is enjoying its strongest participation rate in the last several quarters.

Notable Numbers

• Prospect meeting hold rate clocked in at 72.4% for the month of May. That marks the 11th straight month of meeting hold rates at 70% or better dating back to last summer. This is a crucial metric and a specific skill we work with SDRs on routinely.

• Leads booked via email last week earned an average client-based lead score of 8.49. That is well-above the 7.6 scoring average seen across the last 1,000 scored leads. Our email prospecting approach continually yields high quality opportunities for clients.

• 14 SDRs were hired out by clients in the month of May. That’s a pace of nearly one hired out SDR every other day! Our clients continue to binge on our top-tier sales talent and we love seeing this model pay off for everyone involved in the process.

Highlight of the Week

Jack, an SDR based out of our HQ office (working on Delivery Manager Max Haar’s team), recently registered a very nice win for his cyber client. While the ultimate goal in sales may be to land a massive deal with an ideal customer, often those big deals start in somewhat modest ways. That may end up being the case for a client Jack unearthed which closed just before Memorial Day weekend as a five figure deal – the first closed deal for this particular engagement.

Here is what the Head of Sales with this particular client sent over in appreciation of the business:

“Hi Jack and Max, great way to start the weekend. Though small (13k) and wasn’t MDR, this is officially the first memoryBlue deal that has closed. We will nurture this customer and win the MDR business. Thanks again for your support.”

Spotlight on Training

Kellie Courville, our Senior Academy Facilitator, led the full staff in a training focused on the best practices in prospect follow-up and working a pipeline. This strategic approach to keeping prospects engaged and executing a methodical cadence to create qualified meetings strikes at the essence of conducting a great sales development program.

Kellie includes training around this practice during her memoryBlue Academy program, but these points are so critical that offering additional training to the team helps increase the effectiveness in this key area.

Lead Scores

These client-based lead scores stood out last week:

6/4/2021 – 10:13AM – 10/10 – Conner
“This was one of the best meetings we have had to date. Right person, right conversation, they get it. We have multiple actions coming out of this meeting and one tied to an active project.”

6/3/2021 – 1:23PM – 10/10 – David
“Huge opportunity, immediate need (recruiting), good work David!”

6/3/2021 – 3:26PM – 10/10 – Laura
“This was a great lead. Need, budget, and interest along with the key decision maker.”

The Metrics of Growth with an Eye on the Future

As memoryBlue’s HQ office in the DC Metro area approaches 150 employees, and the company prepares to cross 350 employees coast-to-coast, we welcomed over 20 sales interns into the fold this summer. These are some of the best and brightest future sales pros, and we’re fortunate to have them working in several of our offices around the country.

Our intern hustlers comprise a portion of the 90+ new employee starts so far in Q2 alone. These numbers have translated to incredibly full memoryBlue Academy cohorts, with each of the last several Boot Camps featuring 18-20 person full groups. That type of explosive growth is leading to office expansion in nearly every city we currently reside in, and it paints the picture of a very bright future for all of our high-tech sales professionals.