memoryBlue Insights – 7/12/2021

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 the curtain rises on Q3, we’re pressing the pedal to the floor across our entire business. We’re on pace to hire more SDRs (we hired over 150 in Q2) and produce more alumni than any other single year in the history of the firm. We trained close to 200 SDRs through memoryBlue Academy last quarter alone, and we’re dramatically expanding office space in every single company location.

But at the heart of our growth lies a simple principle – great sales development takes motivated professionals surrounded by dedicated coaches, armed with the knowledge and skills to do something that isn’t easy. We’ll continue to stick to the things that we know work in the second half of 2021 with the unwavering goal of producing big results for our clients.

Notable Numbers

• Connection rates surged to 5% last week. The third strongest weekly connection rates in 2021 were produced during a holiday period, which underscores just how valuable these times of the year can be for sales prospecting efforts.

• Leads booked by email earned an average quality score of 8.03 in June. That beat the company average score of 7.75 in the month. The email channel represented roughly 20% of all scored leads in June, but those leads were extremely high in quality.

• memoryBlue earned a Net Promoter Score (NPS) of 59 from our clients in Q2. Achieving a mark over 40 is considered “best in class” for this important metric, and this was our 6th straight quarter above that level collected via our client surveys.

Highlight of the Week

Reece, an SDR based out of our HQ office, launched out of the gates with an amazing opening recently as he started work for his data-focused client. His very first booked meeting occurred in late June and quicky went on to close for a new $100K deal.

The beauty of sales development done well is that there is no set wait time required for great results. If you target the right prospects with the right message, and present a compelling reason to continue those discussions, major new business deals can easily result. Way to show everyone how it’s done, Reece!

Spotlight on Training

Josh Klein, a Client Delivery Manager based out of our HQ office, put together a staff training last week focused on strategies for effective use of personalization in high-tech sales. Great personalization dives much deeper than baking a few pieces of knowledge about your target into prospect communications. The reality is successful techniques align the correct product or service benefit(s) to the correct responsibility and specialization(s) of the prospect.

Josh showed the full staff a variety of methods he uses and instills with his team during this power session. Using personalization tactics on three distinct levels – industry specific, company or competitor specific, and prospect specific – blended in the right mix creates an improved chance for a positive outcome with any key prospect.

Lead Scores

Here are a few lead scores that caught our attention recently:

7/8/2021 – 3:06PM – 10/10 – Conner
“Great lead, has a definite need, fits our strongest use case, fits our persona as a champion/promoter, feels like he wants to partner with us!”

7/6/2021 – 2:32PM – 10/10 – Allison
“Right title, right person, right timing! Has been looking for sensor tech. Understands benefits, value and looking to pilot sensors as employees come back. A+++ :)”

7/7/2021 – 2:47PM – 10/10 – Nora
“Right person, right time, great fit. Company is on the smaller side, but has the right needs. Great job, Nora.”

Lead Scoring for the Win

The memoryBlue Client Lead Scoring program ensures that every campaign can harness the power of real-time feedback regarding lead quality. We take the additional step of surfacing every single scored lead, including unfiltered client comments, directly on our home page as they roll in. Showing these lead scores publicly offers our respective online audiences a full view at the work our 275+ SDRs put in on a daily basis. This is the work that helps our high-tech clients grow and expand.

However, in Q2, the lead scoring rate dropped from 56.38% to 51.96% across the business. A few of our offices did see participation rates above 60%, however from an overall perspective, scoring leads took a dip that we’re aiming to elevate in Q3. Clients that actively score all leads gain the chance to steer a campaign on a tighter course right from the start. As we hone in on the right targets, the right messaging, and the right cadence, there is no greater assist clients can provide than to encourage their team to score every single lead we produce.