Great, hands-on sales training is time-intensive and requires continuous guidance from sales experts. Sales representatives need to be immersed in a high-energy sales environment that encourages them to follow through on their goals.
memoryBlue Academy’s Prospecting Principles teaches participants the fundamentals of sales development and all aspects of a lead generation role, regardless of their level of professional experience. Our structured learning approach, with repetition and a steady flow of information, yields results, fast.
By implementing this same sales training program to all of our Sales Development Representatives (SDRs), we’ve seen:
3x Decreased Ramp Time
According to The Bridge Group, most SDRs start hitting quota around month 3, but Prospecting Principles graduates hit quota in their first month.
89% Increased Quota Attainment
89% more of our SDRs hit quota in month 1 compared to those who did not attend Prospecting Principles.
Sales Training: Shaping the Future of Technology Sales
Prospecting Principles builds sales skills in a lasting way, where improvements are measured and lessons are put to the test through actual experience. By spending two days with hands-on instruction and role play, participants will learn repeatable prospecting strategies. Then, they practice implementing those strategies over the following 6 weeks while receiving call coaching and mentorship from instructors, sales managers, and peers.
The 6 weeks of Foundations is divided into a series of hour-long building block tutorial sessions, each of which builds on lessons learned in Bootcamp utilizing the participant’s real-life experience.
Here are some of the keys to Prospecting Principle’s success:
2-Day Bootcamp
2 days, 8 hours each of facilitator-led discussion following the course outline and live role play to teach core prospecting skills.
8 Foundations Sessions
Facilitators breakdown participant calls focusing on a different concept taught in Bootcamp in each Foundations session.
25 Daily Huddles
Participants set daily/weekly accountability goals. They meet each day to create actionable strategies and remove obstacles.
25 Call of the Days
Each day, memoryBlue Managing Directors evaluate a participant’s call, giving notes and advice to the whole group.
6 Weekly Reports
Managers receive benchmarked results compared to the rest of the Academy group along with key details about the participant’s goal attainment, areas of opportunity, attitude, and strengths. The participant receives ongoing coaching in each of these areas directly from Academy Facilitators.
1 Award – Biggest Game in Academy
Each week, all participants submit their best call to be scored by their facilitator and peers with the Academy rubric. The person with the most points across all Foundations sessions wins an etched award and Biggest Game in Academy bragging rights.
Prospecting Principle’s Sales Training Course Outline
- List Building Strategies
- Discovering Pain & Need
- Effective Questioning
- Addressing Pain with Value
- Working with Gatekeepers
- Handling Objections
- Impactful Sales Emails & Voicemails
- Closing for Next Steps
What You Get
Within the flat $1,500 per-person tuition fee, participants receive:
- A comprehensive Prospecting Playbook with all the prospecting tips, best practices, and tricks taught throughout Bootcamp
- Call templates to act as a guide for speaking and responding in live calls
- Ongoing private 1-on-1 and group coaching sessions with an Academy Facilitator
- IMX Profile of participant to see how their values and behavior map to prospecting success
- Consistent feedback and call evaluations sent to the participants and manager (if applicable)
Read more about the elements of Prospecting Principles here and contact our team today if you have any questions about our sales training class.