memoryBlue Insights – 7/26/2021

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.

RepVue, an independent sales watchdog group, recently unveiled a “Top 20 Best Companies To Work For for Culture and Leadership for Salespeople” list. memoryBlue landed squarely on this exclusive chart (#16) alongside high-tech heavyweights such as LinkedIn, Apple, Google Cloud and more.

RepVue collects and aggregates unbiased, objective data from thousands of sales professionals based on their experiences selling across a massive cross-section of sales organizations. Their data includes insights on over 1,200 sales organizations and they have published sales organization profiles on nearly 200 different sales orgs. We’re honored to earn this accolade and be recognized for our continued success in these important areas.

Notable Numbers

• The company-wide meeting hold rate for leads booked via email stands at 87.4% year-to-date. We’ve been hitting at over 70% each month (all channels), but email-based leads are really setting the bar for this important metric.

• Leads originating from the Denver office boast an average score of 9.3 in July. That’s well above the company average of 7.8 over the last 1,000 scored leads and the highest number out of any memoryBlue office this month.

• The connection rate has been at or above 4.9% for three straight weeks to open July. That’s three of the strongest ten weeks of 2021 so far – July is off to a great start in terms of getting prospects on the phone.

Highlight of the Week

Hope, an SDR based out of our Austin (TX) office, put together such a strong week on behalf of her Fin-Tech oriented client that she earned an all-expenses paid dinner out from the VP. After occurring eight straight high-quality meetings over the last few weeks (each one received a 9 or 10 client-based lead score), she continued the hot-streak last week which prompted the following note from the VP of Sales:

“Hope, you had a great week and I’d like to show my appreciation by sending you and a guest to the restaurant of your choice for dinner. You select the restaurant, make the reservation, and I’ll call and give my credit card information that will cover the bill and tip so that all you will need to do is enjoy yourself.” We love to see the hustle pay off – great work, Hope.

Spotlight on Training

Jenn Cedillo, a Delivery Manager based out of our HQ office, recently led the staff in a training focused on how to maximize the end of a prospecting call. In particular, she highlighted the best techniques to employ as an SDR works towards clear next steps.

Closing techniques on a sales prospecting call are critically important and Jenn delivered a range of useful insights for the team. It’s vital at this stage to properly set the prospects expectations, as one example, in order to ensure a smooth second sales call. Jenn’s training directly helped the team connect the opening stages of a call with the best route to secure a solid finish.

Lead Scores

These recent lead scores caught our attention:

7/22/2021 – 11:03AM – 10/10 – Noah
“Great tee-up by Noah. Quality account and quality contact. Next steps were set for a demo.”

7/22/2021 – 7:48PM – 10/10 – Cheyenne
“Great lead and prospect (a Director). Showed interest in moving forward to next steps and is a decision maker!!”

7/19/2021 – 9:52AM – 10/10 – Omar
“This one is worth $62,000/year for us and we’ll be snagging it almost literally from one of our competitor’s backyards! Fantastic lead!”

A Head Start on High-Tech Sales

The 2021 memoryBlue class of interns will bring their summer experience to a close over the next few weeks. All in all, we hosted 21 professional sales interns across our offices from coast-to-coast. Last week I detailed the notable accomplishments of a few of these hustlers, but the truth is every single one of them made excellent progress this summer.

This is not an internship for the faint of heart, either. We put every intern through the full memoryBlue Academy experience and immerse them in every aspect of the Sales Development Representative role. They proved to be quick learners and enthusiastic students of the game. We’re excited to see what’s next for every single one of them – the future pool of sales talent is stocked well!