memoryBlue Insights – 7/19/2021

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 250+ SDRs working relentlessly to generate net new revenue for these businesses.

Last week we unveiled an exciting, new Alumni Mentorship Program. This endeavor is part of our larger commitment to improve diversity and inclusion in professional sales. The program will actively foster mentor-mentee relationships between memoryBlue alumni and current employees who are members of diverse populations.

Many of our alumni are perfectly positioned to help current employees succeed professionally. And a phenomenal subset have built impressive sales careers while navigating the unique challenges associated with their own diverse backgrounds. We were ecstatic to see an outpouring of support and interest in the program after the launch last week. The future looks incredibly bright for this important initiative.

Notable Numbers

• 72.7% of all client-scored leads last week earned a rating of 7 or better. That’s precisely the same percentage (to the decimal point) that we saw for this metric in Q2. It’s a great indication that lead quality remains strong across the board.

• Conversion rates remain red-hot – clocking in at 9.3% this past week. That marks seven straight weeks over 9% for this key measure. Our SDR team keeps pushing the bar higher for a number that cracked 9% (weekly) four times January through May.

• memoryBlue currently employs over 275 SDRs across six offices coast-to-coast. This swarm of well-trained sales professionals touches nearly every major tech industry imagineable.

Highlight of the Week

Delivery Manager Grant Johnson oversees a new client engagement where four members of the memoryBlue summer internship program are putting on a sales prospecting show in July. Kiernan, Mike, Cameron and Sydney have generated $450,000 in net new pipeline opportunity for their AI SaaS client over the course of just three weeks. That total arrived courtesy of an astounding 53 booked meetings.

The Head of Sales for this particular company indicated that such a pace would likely generate close to $2M in pipeline opportunity by the end of their first campaign. It’s difficult to overstate how impressive that level of production is from any SDR team. It turns out that memoryBlue interns, as we expected, are cut from the exact same cloth as our full time crew.

Spotlight on Training

Josh, an SDR based out of our HQ office, led a detailed staff training last week focused on establishing professional presence with both an AE team and sales prospects. In the case of AEs, it’s critical to pay special attention to a range of key details. Josh highlighted the importance of detailed lead write-ups, the value of over-communicating, and the reasons why being proactive makes a huge difference among other concepts.

On the prospecting side, a few additional training points took center stage. As an example, one common pitfall for SDRs is failure to establish equal business footing with a sales prospect. Josh spotlighted a few ways SDRs can achieve that balance and stand up for themselves in a professionally courteous way. Those subtle moves often add up to big improvements in overall sales development effectiveness.

Lead Scores

These lead scores set the bar last week:

7/12/2021 – 12:10PM – 10/10 – Sierra
“Right person, right time. Great match and excellent write up.”

7/16/2021 – 7:15PM – 10/10 – Olivia
“Great title, active project, in the process of doing the business/cost justification for new SLO tools. Great meeting!”

7/16/2021 – 2:33PM – 10/10 – Kieran
“Kieran did a great job in staying close to Yash and was finally able to reel him in and at the right time. Great job in qualifying and getting things set up.”

Smashing the 10,000 Mark

The Tech Sales is for Hustlers podcast crossed 10,000 downloads recently. That milestone represents better than 160 downloads per weekly episode since we launched it in March 2020. And while we love to see strong adoption, the program serves a larger purpose than the metrics alone define.

We aim to showcase memorable career lessons for specific audiences – current or potential SDRs, memoryBlue alumni and anyone interested in improving an existing sales career. If you produce quality content for professionals who can directly benefit from the material, listeners will follow. Alumni are eager to jump on the show and the Campus Series has created a buzz in the college sales community.

Please consider giving the show a listen and letting us know what you think. Every episode is available right here as well as on every major podcast platform.