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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 six-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.

 

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

Kellie Courville
Sales Training Manager14-time monthly quota-hitter, making Presidents Club 3x and sporting a lifetime quota attainment average of 104%.
Ben Hunter
Sales TrainerDedicated 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 one to seven 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 extend well beyond the training 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 six-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.

Daily Huddle

Prospecting Principles groups meet on a daily basis with the instructor throughout the duration of the 6-week program.  These daily huddles are workshops where instructors break down reports revealing metrics from the prior day and map out strategies for future sales goal attainment. The huddles also include detailed discussions around the Call of the Day, as well as a short review of key insights from the memoryBlue Podcast.

Join us at memoryBlue Sales Training Academy’s Prospecting Principles course, and take the first step towards becoming a prospecting powerhouse. Let us help you unlock your potential, boost your confidence, and achieve unparalleled success in your sales career.