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Prospecting Principles

Welcome to the memoryBlue Sales Training Academy’s Prospecting Principles course, your gateway to mastering the art and science of sales prospecting. In today’s competitive marketplace, the ability to identify, engage, and convert potential clients is more crucial than ever, but understanding the many best practices is easier said than done. Prospecting Principles has been meticulously designed by the experts at memoryBlue to equip sales professionals with the essential skills and strategies needed to excel in the initial stages of the sales cycle.

Hand-crafted training meets real-world implementation


 memoryBlue Academy builds sales skills in a way that lasts, where improvements are measured and lessons are put to the test through real-world experience. Expert guides lead participants through a carefully constructed Bootcamp curriculum. 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 five-week Foundations program.

No sales seminar, best-selling book or two-day retreat can provide this type of educational experience. Prospecting is the foundation upon which successful sales careers are built. It involves not just finding potential customers, but also qualifying them, understanding their needs, and initiating meaningful conversations that pave the way for future business opportunities. In this course, you will learn how to harness cutting-edge tools and techniques to streamline your prospecting efforts, enhance your outreach, and maximize your efficiency.

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.

Role-play practice

Role-plays are a cornerstone of our training philosophy at memoryBlue Academy. From the interview process candidates are introduced to live sales scenarios that mirror real-world prospecting conversations they’ll face as SDRs. This focus continues throughout training, where live role-play is used as a primary tool to sharpen technique, apply core concepts, and build confidence.

It’s not just about getting the practice, it’s also about learning how to get comfortable with seeking feedback to hone your skills. Whether it’s cold call openers, objection handling, or closing for next steps, every rep gets hands-on practice in a safe, feedback-rich environment. Role-plays create space to experiment, get coached in real time, and not only develop skills- but a hunger for continuous improvement. That mindset is the foundation for SDR success.

 

memoryBlue Coaching

Coaching

At memoryBlue Academy, coaching isn’t a one time event, it’s a discipline. Our trainer’s provide consistent hands-on guidance across every area that drives SDR success. From call coaching and script reviews, to email and cadence feedback, to time management and organization – nothing is off the table.

We meet SDRs where they are and help them build the habits, systems, and mindset they need to thrive. Through detailed feedback, real-time adjustments, and goal-focused development our coaching transforms potential into performance. It’s how we help good reps become great and help great reps become future leaders.

Call breakdowns: Learn from the real thing

There’s no better teacher than the real word and no better tool than a rep’s own calls. That is why call breakdowns are a key component of Academy training. We regularly listen to actual SDR calls and break them down moment by moment, providing targeted feedback on what worked, what missed, and how to improve.

SDRs don’t just hear feedback from their own calls, they also listen to their peers. This shared learning environment creates a powerful feedback loop where reps gain exposure to different styles, learn from both strong moments and common mistakes, and build a sharper ear for what great sounds like. It’s a collaborative, practical way to accelerate growth and raise the bar across the team.

More than just metrics

At memoryBlue Academy, we don’t believe success is one-size-fits-all, especially in the early stages of a sales career. That’s why we design our training with intention; to meet SDRs at any level and provide multiple pathways to win. From updating content to reflect real campaign needs, to deepening training in key areas based on SDR and manager feedback, we ensure every rep has the tools they need to thrive.

We go beyond just measuring dials and meetings. We celebrate growth in skill, confidence, collaboration and coachability. We know those are the building blocks of long-term success. Academy isn’t just about producing results; it’s about building people who can sustain them.