memoryBlue Insights – 8/2/2021

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.

The memoryBlue Client Survey is an important way we engage with the companies who trust us to deliver net new revenue opportunities. Clients who take the time to complete the questionnaire earn multiple benefits from that relatively short investment of time.

Survey responses are reviewed immediately by our entire Leadership team. Since we ask about all elements of a campaign, detailed responses give both sides a chance to make necessary adjustments to any area of a campaign. Even when everything is perfect, there is always room for constructive feedback and strategic suggestions. Nobody knows your business better than you – and we love to hear your unfiltered feedback through this key vehicle.

Notable Numbers

• 39.1% of all leads scored by clients last week earned a 10/10 for quality. That is well above the 35.7% mark over the last 1,000 scored leads and it means our SDR team is positively killing it this summer.

• Leads booked via email checked in with an 8.13 average lead score in July. That sizzling number bests the 7.8 average lead score for all channels in the same time frame. When email prospecting is done the right way, the resulting high-quality leads can serve as a major boost to an overall campaign.

• 78.4% of all leads that occurred in July (across the entire business) originated via the phone. That’s up from 75.1% in Q2. Generating valuable sales leads over the phone stands at the core of our business – and our SDR team continues to maximize that channel in their outreach efforts.

Highlight of the Week

Josh, an SDR based out of our Silicon Valley office, is putting on an absolute clinic when it comes to conversion rates for his work on behalf of a safety management solutions client. The company-wide goal for conversion rates is typically 10% (which is better than the industry average), but Josh has been going much larger than that recently.

Over the last three weeks, he is averaging a whopping 13.1% conversion rate (turning calls with a prospect into booked next steps meetings). That includes a 16% mark he put up just last week. This great work prompted a note from his client POC (Senior Sales Manager) who wondered if we’ve ever even seen anything like this before. We love to see clients so impressed by strong performances that they can’t help but drop us a line.

Spotlight on Training

John Laufer, a Delivery Manager based out of our Austin office, led the staff in a training last week centered on “picture painting” and how to deliver an effective value statement. This is a critical stage in every cold sales outreach, and John did a fantastic job giving our team actionable insights on this important element.

John demonstrated how asking the right questions in a discovery call will pull pain and give SDRs a clear understanding of the prospects current situation. This directly helps the sales rep deliver a value statement tailored precisely to the moment. The training was active and engaging, including a hands-on small group activity crafting a value statement based on a real situation.

Lead Scores

The following client lead scores caught our attention last week:

7/28/2021 – 11:44AM – 10/10 – Stephanie
“Providing pricing and creating an opportunity from this. Good use of time and should result in a won deal.”

7/27/2021 – 12:28PM – 10/10 – Conor
“Excellent lead, huge company, open-minded and not using any video analytics so a great time to get in the mix.”

7/30/2021 – 6:27AM – 10/10 – Ann Marie
“Ann Marie really focused on bringing an extremely detailed lead to the table. Ann Marie is really an asset to this lead call out. Detailed, focused, and committed to getting it done and done right!”

Unlocking Potential Right Away

memoryBlue Academy is producing some eye-popping results right now. This power course is resulting in SDRs hitting quota (on average) three times faster than before we installed Academy. We’ve seen an 89% increase in quota attainment between SDRs who took the course compared to SDRs prior to the creation of our program. And no cohort has scored below a 42 for Net Promoter Score (NPS) in 2021 (a best in class rating is 40 and above).

That speed to ramp and overall quality is making a difference for our clients, and it will continue to transform the sales development landscape in the years to come.

Get your team involved and register for a future cohort right here.