memoryBlue Insights – 9/13/2021

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 kicked off our Fall college campus road show with a resoundingly successful appearance at the Virginia Tech Business Horizons Career Fair last week featuring over 800 students! With a full slate of additional college career fair visits planned over the next few months, our campus recruiting team is unearthing future sales talent that will fuel high-tech business growth for years to come.

The Tech Sales is for Hustlers: Campus Series edition of our podcast is also in the middle of a well-timed run featuring a wide range of collegiate sales educators from around the country playing an instrumental role in developing these talented students. The excitement and enthusiasm around professional sales at the university level has never been higher than it is right now.

Notable Numbers

• 37.5% of all leads scored last week earned a perfect 10/10 for lead quality. That tops the already strong 31.5% total seen over the last 1,000 scored leads and it means our SDR teams had an exceptional week for lead quality.

• Prospect connection rates checked in at 5.2% for back to back weeks over the first part of September. Both weeks represent the very best weeks of the entire year to date in this metric as connection rates surge for our crew. Getting into conversations at this high rate translates directly into more leads for our clients.

• memoryBlue Academy has a sensational Net Promoter Score (NPS) of 69 from external managers over the last eight months of cohorts. Anything above 40 is considered “world class” for this core success metric, making it clear that the managers of our external (non-memoryBlue) Academy participants absolutely love the impact of this program.

Highlight of the Week

Nick, an SDR based out of our HQ office, received an incredibly high honor from his educational tech focused client recently. As part of our monthly drawing where we randomly select ten participants from our client contacts who scored leads in August, Nick’s client had their name pulled as a winner of a $250 gift card to the restaurant of their choice.

Due to Nick’s strong production and continued success on the account, this generous client representative elected to give the $250 gift card directly to Nick. The opportunity to impress your clients every single day is a fantastic part of the SDR role at memoryBlue. Kudos to Nick for taking that opportunity and running with it.

Spotlight on Training

Conor, a Senior SDR based in our HQ office, conducted a staff training last week focused on the mentality and consistency required for SDR success. Adopting a committed mindset focused on opportunities (instead of challenges) and the power such a mindset creates is a great lesson for any aspiring sales professional.

In addition to mindset, Conor walked the team through the concept of employing methodical consistency in everything you do as an SDR. The world of professional sales can often feel like a rollercoaster ride, which is precisely why the best pros stick to a strong routine, an adherence to core metrics, and a relentless focus on the task at hand in any given moment. The training was extremely well-received and an important lesson for the entire team.

Lead Scores

These client-based lead scores made waves last week:

9/9/2021 – 11:49AM – 10/10 – Abhay
“I thought his notes were very valuable for the call and the detail was GREAT! We will be doing a follow-up and I can’t say enough great things about how he set this call up and his follow-up!”

9/9/2021 – 9:52AM – 10/10 – Emily
“Very good initial call with the SVP Finance who is in the early stages of exploring solutions that we can provide. SVP agreed to a follow-up overview demo and discussion will continue around how we can add value.”

9/10/2021 – 2:50PM – 10/10 – Ana
“Great lead, right contacts we need to be speaking with. Opportunities for multiple products and services we sell.”

Prospecting Principles Keeps Growing

memoryBlue Academy’s Prospecting Principles program started over 120 participants across five cohorts in July and August this year. Even better, the sessions moved to a hybrid mix of remote and in-person classes this month as we work to safely return to in-person learning. We’re thrilled to see the steady growth of this program and we’re even looking to add additional facilitators in anticipation of continued expansion.

At the heart of it all, participants in this signature training program gain lasting sales development skills through the well-designed curriculum, the seasoned teaching techniques from our facilitators and the accountability instilled throughout the ongoing Foundations sessions.

If you know someone who would benefit from this power course, please visit our Academy page and sign up for the cohort that fits best right here.