Fundamentals of Academy’s Prospecting Principles in SDR Bootcamp

Hand-Crafted Training Meets Real-World Implementation


memoryBlue Academy builds sales skills in a lasting way, where improvements are measured and lessons are put to the test through actual experience. Expert guides lead participants through a carefully constructed Bootcamp curriculum. And the magic happens with ongoing follow-up and continuous hands-on coaching, as SDRs flex their knowledge through real representative sales development work during the 6-week Foundations program.

No sales seminar, best-selling book or 2-day retreat can provide this type of educational experience.

Meet the power and finesse behind memoryBlue Academy’s Prospecting Principles:

Kellie Courville
Sales Training Manager
14-time monthly quota-hitter, making Presidents Club 3x and sporting a lifetime quota attainment average of 104%.
Ben Hunter
Sales Trainer
Dedicated mentor with 17 months of federal and commercial outbound prospecting experience, committed to helping the next generation of tech sales hustlers master the fundamentals of cold outreach.

Below is a closer look at some of the tools memoryBlue Academy uses to ensure participants absorb the critical lessons and build good habits right from the start.

Bootcamp Sales Scorecards

Every participant kicks off the Academy experience with a two-day intense and interactive Bootcamp designed to immerse aspiring SDRs in the basics of the role. By the end of Bootcamp, every student receives a Scorecard where their progress through the two days is rated across five main areas on a 1-7 scale, with specialized instructor feedback:

  • Participation
  • Engagement
  • Coachability
  • Technique
  • Attitude

These broad areas provide a good basis for the SDR and their Manager to map out progress goals for the remaining six weeks.

Manager Reports

Our instruction and guidance extends well beyond trained course material. Every participant receives consistent feedback and additional feedback is provided to Managers through consistent reporting. These reports contain granular details about the participant’s performance that week as observed by our instructors and shown by their metrics. This regular update gives Managers all of the tools they need to coach for performance and recognize positive strides beyond the 6-week program.

Hands-On Sales: The Call of the Day

Using cutting-edge call coaching software, our instructors shine a spotlight on actual “game film” from participants on the phones. The Call of the Day highlights a call from a Prospecting Principles participant, selected by the instructor, reviewed and finally critiqued with notes by one of our Managing Directors. The call is sent to all Academy groups — complete with areas of strength and opportunities for improvement. During daily huddles, each group discusses the Call of the Day and participants learn how they can apply the takeaways on their own calls.