In this episode, Kelly Grafton sits down once again with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to unpack the questions SDRs ask most often. Using fresh data from MemoryBlue calls, Bitty reveals what the numbers really say about common scenarios and sales techniques.

You’ll learn:
- The average success rate of cold calls at MemoryBlue and how it compares to Fortune 500 benchmarks
- Why longer calls with more back-and-forth exchanges boost the odds of booking meetings
- Whether there’s a “golden hour” or best day to call prospects
- How prospect seniority (low, medium, high status) shapes your approach and why high-level executives respond better to informal language
- What the data says about common openers like “Did I catch you at a bad time?”
- How often prospects ask for an email, and why pushing back respectfully creates better outcomes

The missed opportunities SDRs have to use phrases like “Since you said…” or “What I’m hearing is…” and how to add them in naturally.

Packed with statistics, patterns, and practical applications, this episode gives you the facts you need to refine your calls and close more meetings.

In this episode, Kelly Grafton welcomes back Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore the science of politeness in sales. Drawing from tens of thousands of calls, Bitty breaks down how simple choices in language can protect a prospect’s “face,” reduce friction, and create a more productive conversation.

You’ll learn:
- Why politeness matters in cold calls and how it prevents hang-ups and hostility
- The two components of politeness: niceties (please, thank you, respectful phrases) and deference (softening statements to recognize autonomy)
- When niceties are most effective during the call and when they can backfire
- How hedges like “could,” “may,” or “maybe” make next steps feel collaborative instead of forced
- The difference between politeness and formality, and how to use each intentionally

Packed with real call examples and practical tips, this episode gives SDRs the tools to communicate with confidence while respecting their prospects.

In this episode, Kelly Grafton sits down with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore how the words you choose can make or break your outreach.

You’ll learn:
- Why conversational language helps SDRs book more meetings
- How formality versus informality shapes connection with prospects
- The role of pitch in sounding both human and professional
- When casual cues work best and when to add structure
- Practical examples from real calls and data-driven takeaways

Backed by analysis of tens of thousands of calls, this episode will help every sales rep bring more confidence and authenticity to their outreach.

In this episode, we are joined by memoryBlue Alumni and former customer Albert Tejera, now serving as the Director of Sales, North America at CheckIt. Albert shares valuable insights into his career journey, the evolution of his sales approach, and the impact of niche technology in modernizing industries that have traditionally lagged in digital adoption.

Albert provides a closer look at how CheckIt is transforming manual, outdated processes such as pen and paper restaurant operations into efficient, technology-driven solutions. He discusses what it is like to sell to diverse buyers across industries, why niche technology deserves more attention, and how his own professional path pivoted in response to the pandemic.

This is a must-watch conversation for anyone interested in sales, career growth, and the power of digital transformation in overlooked markets.

In Episode 2 of In The Know with Kelly Grafton, Kelly sits down once again with Bitty Balducci, Assistant Professor of Marketing at Washington State University, for a deep dive into how specific vocal cues can make or break a cold call. Together, they break down three key elements — volume, speech rate, and tone — and show how small adjustments can lead to more successful conversations and better conversion rates. Featuring real-world examples and research-backed advice, this episode is a must-listen for SDRs aiming to sharpen their cold calling skills and stand out in today’s competitive sales landscape.

Ready to take your tech sales career to the next level? https://memoryblue.com/inside-sales-careers/?utm_medium=social&utm_source=linkedin&utm_campaign=250601_direct-In_The_Know

Helpful Links:
Explore Bitty Balducci’s Research on Google Scholar: https://scholar.google.com/citations?user=f6Sxp2kAAAAJ&hl=en&oi=ao

Listen to Bitty’s First Podcast with memoryBlue: https://www.buzzsprout.com/893557/episodes/16733313

Welcome to the inaugural episode of In The Know with Kelly Grafton! In this series, Kelly Grafton delves into the world of tech sales and leadership, sharing insights, strategies, and stories to help you navigate and succeed in the tech industry. Whether you're an aspiring sales professional or a seasoned leader, there's something here for everyone.

Ready to take your tech sales career to the next level? https://memoryblue.com/inside-sales-careers/?utm_medium=social&utm_source=linkedin&utm_campaign=250601_direct-In_The_Know

In the inaugural episode of People Behind The Pitch, memoryBlue’s Aaron "Big Country" McCann sits down with Manoj Jasra, a seasoned sales and marketing executive and memoryBlue customer, to uncover the strategies driving success in today’s tech landscape. With years of experience helping businesses scale and optimize revenue, Manoj shares his expert insights on:

-The evolving role of sales and marketing alignment
-Leveraging data to drive smarter decision-making
-Winning strategies for tech sales teams in a competitive market
-Lessons from his own journey in leadership and growth

Whether you're a sales professional, entrepreneur, or executive looking to sharpen your approach, this session will leave you with actionable takeaways to accelerate your business.

Have you ever wondered why some sales pitches instantly grab your attention, while others fall flat? What's the secret behind crafting compelling, persuasive sales messages that not only captivate but also convert?

In today’s episode of B2B Revenue Acceleration, we dive deep into the art and science of sales messaging with host Aurelien Mottier, Co-Founder and CEO at Operatix, and Ben Hunter, Senior Sales Training Specialist at memoryBlue.

This episode takes a deep dive into the world of sales communication. With Ben Hunter's extensive experience in shaping sales strategies and training sales professionals, he shares a wealth of knowledge on creating compelling, effective messages.

The main topics include:

• Essential Elements of Sales Messaging: Ben outlines what every sales message needs to succeed and discusses if there’s a universal framework applicable.
• Consistency Across Different Channels: Learn how to maintain a consistent voice and message no matter the medium.
• Importance of Personalization: Discover the impact of tailoring your sales messages and how to achieve this at scale.
• Cultural Considerations in Sales Messaging: Ben provides strategies for adapting sales approaches when entering new cultural markets.
• Common Mistakes in Sales Messaging: Hear about the typical pitfalls sales teams encounter and how to avoid them.
• Key Metrics and KPIs: Ben highlights the metrics sales professionals should monitor to measure and enhance their messaging success.

Whether you're looking to refine your sales pitch or seeking ways to ensure your message resonates across various platforms, this discussion is packed with insights you won't want to miss. Tune into this insightful conversation to transform your approach to sales messaging.