memoryBlue Insights – 8/23/2021

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 150+ sales development campaigns and 275+ SDRs working relentlessly to generate net new revenue for these businesses.

memoryBlue was honored to earn a place on the Inc. Magazine. 5000 list of the fastest-growing companies in America for the 9th year in a row last week. Making the list continuously for almost a full decade requires a business to grow at a strong pace perpetually. But we’re most proud of this achievement because of what it represents – steady fulfillment of the serious commitment to deliver value and results for our clients.

But this is no time to get complacent. Receiving this award is a testament to our dedicated people, our outstanding clients, and our award-winning culture from coast-to-coast, but we’re just getting started. The future looks brighter than ever, and we’re excited to continue this journey with our clients and the high-tech community.

Notable Numbers

• 74.7% of all scored leads in August rate as a 7 or better for lead quality. Better than 33% of all leads scored in that same time frame received a 10 – the very best mark a lead can be given. It’s encouraging to see strong lead quality remain front and center across our entire portfolio of campaigns.

• Connection rates check in at 4.8% last week, making it the 7th straight week where we experienced metrics at or above that level (the best stretch of the year). Rates have been on the rise during 2021 as we continue to grow our SDR prospect list-building techniques and focus on the elements our team can control.

• 77% of all leads occurring in August so far were booked via the phone. This metric underscores just how deep our commitment is when it comes to getting into live conversations with prospects. Phone outreach (and SDRs armed with first class phone skills) will consistently remain a top priority at memoryBlue.

Highlight of the Week

Jack, a Sales Development Executive based out of our HQ office, produced a high-potential lead with a major athletic clothing supplier back in 2Q 2021. That promising lead, delivered to his advanced analytics and AI-focused client, officially closed this August and it represents a massive logo win for their entire business.

The deal is one of the quickest closed deals they have seen come through, and it is the source of a phenomenal buzz for both our team and theirs. That is big game hunting at its finest.

Spotlight on Training

We were incredibly fortunate to be joined by Kandra Vu, Head of Global Sales at Adjust, for a Fireside Chat at our HQ office recently. Kandra is a force in the high-tech sales world and a core part of the memoryBlue story. She has been a client on several occasions, hired multiple SDRs from memoryBlue, served as an Alumni of the Year Star Judge, and now has even helped steer her own son into the fold as an SDR.

Kandra walked our team through her own personal path to the Tech Sales world and shared a litany of sales career advice layered against the backdrop of an ever-changing sales industry. It’s hard to overstate the impact she made on our SDRs and how helpful her advice is for their careers. It was an honor to have her live and direct with our squad.

Lead Scores

These recent client-based lead scores caught our eye:

8/18/2021 – 1:12PM – 10/10 – Matt
“Contact knew what we were there for, had great questions/feedback. This call will lead to a great opportunity! Thanks Matt, keep them coming. :).”

8/11/2021 – 4:09PM – 10/10 – Laura
“It was an excellent call, good buying signals, immediate need, great next steps.”

8/17/2021 – 9:38AM – 10/10 – Sarah
“Great qualification. This stakeholder is high enough to “carry our water” until a sponsor is engaged. We allowed it to run long since he was so very interested, showing traditional buy signs. This is the best lead out of our marketing spend in quite some time. Excellent.”

A Return to Campus

The Tech Sales is for Hustlers: Campus Series version of the podcast ramped back up this month as we steamroll into a new academic year. Each weekly release brings a different professional sales educator right into your headphones. College sales programs are growing rapidly across the country, and our mission with these special sessions is to bring forward the stories, advice, and lessons learned from the educators who are inspiring tomorrow’s top sales performers.

One idea we have long supported at memoryBlue is the notion that the entire sales community needs to play a role in expanding the notion of sales as a career for people just starting out in the professional world. These college professors are on the front lines of that important mission and we hope you’ll take a moment to hear their message and learn how they’re interacting with their highly motivated students in these new episodes.

Check it all out at www.memoryblue.com/podcast or find it wherever you get your podcasts.