memoryBlue Insights – 8/30/2021

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.

Several individuals from the memoryBlue team attended the Federal 100 Awards this past Friday night. This annual gala is one of the most prominent awards events in the Federal IT space, recognizing leaders who go above and beyond to help government leverage technology to improve overall performance and efficiency.

Our team enjoyed catching up with so many of our current and former clients taking part in the evening, and we relished the chance to renew connections with several memoryBlue alumni in attendance as well. Ultimately, the event helped re-affirm just how important our growing Public Sector practice is as we seek to make a positive impact across the Federal technology space.

Notable Numbers

• The Denver office has posted an eye-popping 9.3 average lead score for their campaigns in August (month to date). That is well above the strong 7.8 average across the business over the last 1,000 scored leads, and it sets the bar in a lofty spot for the entire team.

• Conversion rates jumped by more than 7% last week compared to the week prior. Converting prospect calls to booked next steps meetings remains core to our work and last week the business performed incredibly well in this key metric.

• 76.4% of leads generated last week across the business were created by phone outreach. We continue to emphasize the value of this sales channel as a business, and the results remain strong across our entire portfolio of work.

Highlight of the Week

Crawford, an SDR based out of our Denver office, played a major part in pulling off a large upsell for his client in the online reputation management space. The company is already working with one of the world’s largest convenience store chains. That well-known chain recently acquired a smaller chain who was using one of his client’s biggest competitors.

After multiple conversations with the acquired company’s digital marketing team, Crawford’s outreach played a key role in helping facilitate the displacement of the competitor in favor of his client’s solution. Crawford’s efforts and, ultimately, his success resulted in an additional $375K+ in revenue for his client.

Spotlight on Training

Macinn Iwahiro, a Client Delivery Manager based out of our Silicon Valley office, led the staff in a training last week focused on the concept of active listening. A skill that every great sales pro must possess, active listening provides a framework for better prospect interactions and engagement.

Macinn walked the team through concrete strategies they can use to become better active listeners. The lesson included real examples from past SDR performances, technique training such as parroting (repeating what you thought you just heard back to a prospect) and a vibrant Q&A sessions. Our team was left feeling energized and armed with useful knowledge they could apply immediately on the phones that day.

Lead Scores

The following client-based lead scores stood out last week:

8/27/2021 – 11:03AM – 10/10 – RJ
“Great opportunity. The person is the right title, clearly is a motivated or at least very interested buyer and informed.”

8/26/2021 – 7:45PM – 10/10 – Masha
“Great meeting, set up and background. Looking forward to where this one goes!”

8/24/2021 – 10:52AM – 10/10 – Erik
“Great lead and this is the perfect prospect at FedEx. This will lead to a deal for sure and is the exact client/target we are looking to turn into a customer. Perfect Persona & opportunity here.”

Going Beyond the Lead Score

The Client Lead Scoring Program continues to be one of our most important campaign features here at memoryBlue. As you may know, we feature every single client-based score and the unfiltered comments in real time right on the home page of our web site. These lead scores are the essence of what we do for our clients and, directionally, they help keep our campaigns continuously on track. We pulled numbers recently (for 2021) that revealed just how seriously so many of our clients take this program.

In particular, a few numbers stood out:

• About 87% of scored leads also receive a written comment (feedback) from the client. This is important because there is often (almost always) added insight that helps give context to the simple numerical rating.
• That written commentary averages over 26 words per comment – roughly two sentences.

This tells us our clients view the program the same way we do – as a valuable opportunity to provide direct assistance in the success of a campaign. Scoring every lead is fantastic, but taking time to give such in depth color commentary really sets this program apart and gives it a lift we love to see.