128: Sebastian Cuellar - Mastering Discovery Calls

Tech Sales is for Hustlers

Player FM - Internet Radio Done Right

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محتوای ارائه شده توسط memoryBlue. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط memoryBlue یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal

All About Change

1
Eli Beer & United Hatzalah: Saving Lives in 90 seconds or Less 30:20

11 روز پیش30:20

پخش در آینده

لیست ها

پسندیدن

دوست داشته شد

30:20

Eli Beer is a pioneer, social entrepreneur, President and Founder of United Hatzalah of Israel. In thirty years, the organization has grown to more than 6,500 volunteers who unite together to provide immediate, life-saving care to anyone in need - regardless of race or religion. This community EMS force network treats over 730,000 incidents per year, in Israel, as they wait for ambulances and medical attention. Eli’s vision is to bring this life-saving model across the world. In 2015, Beer expanded internationally with the establishment of branches in South America and other countries, including “United Rescue” in Jersey City, USA, where the response time was reduced to just two minutes and thirty-five seconds. Episode Chapters (0:00) intro (1:04) Hatzalah’s reputation for speed (4:48) Hatzalah’s volunteer EMTs and ambucycles (5:50) Entrepreneurism at Hatzalah (8:09) Chutzpah (14:15) Hatzalah’s recruitment (18:31) Volunteers from all walks of life (22:51) Having COVID changed Eli’s perspective (26:00) operating around the world amid antisemitism (28:06) goodbye For video episodes, watch on www.youtube.com/@therudermanfamilyfoundation Stay in touch: X: @JayRuderman | @RudermanFdn LinkedIn: Jay Ruderman | Ruderman Family Foundation Instagram: All About Change Podcast | Ruderman Family Foundation To learn more about the podcast, visit https://allaboutchangepodcast.com/ Looking for more insights into the world of activism? Be sure to check out Jay’s brand new book, Find Your Fight , in which Jay teaches the next generation of activists and advocates how to step up and bring about lasting change. You can find Find Your Fight wherever you buy your books, and you can learn more about it at www.jayruderman.com .…

۲ سال پیش 1:07:10

MP3•خانه قسمت

Sales is an industry full of never-ending opportunities to learn, grow in confidence, and discover your passions. Sebastian Cueller has even found that he has a true passion for cold-calling as it adds riveting negotiation and unpredictable entertainment to his day-to-day life.
In this episode of Tech Sales is for Hustlers, Sebastian, Virginia office Alum, discusses how his love for learning has been crucial to his sales career, while diving into the importance of mastering discovery skills in sales outreach, and reflecting on his unique experiences of selling to lawyers as an SDR.

206 قسمت

#Business #Careers #Podcasting Education #Self-Improvement #MemoryBlue #Tech Sales

Tech Sales is for Hustlers

128: Sebastian Cuellar - Mastering Discovery Calls

Tech Sales is for Hustlers

published ۲ سال پیش

اشتراک گذاری

MP3•خانه قسمت

206 قسمت

#Business #Careers #Podcasting Education #Self-Improvement #MemoryBlue #Tech Sales

همه قسمت ها

Tech Sales is for Hustlers

1
People Behind The Pitch: Unlocking Growth Strategies in Tech Sales 43:27

16 روز پیش43:27

43:27

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.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - BIPSY: A New Framework for Sales Leadership 46:51

۷ weeks پیش46:51

46:51

Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership. Join Aurelien and Kevin as they explore the intricacies of BIPSY, an innovative sales leadership framework. Learn about the core components – "Behaviours," "Individual and Issue Diagnosis," "Process," and "Skills" – and how they contribute to sales success. Kevin shares practical insights on identifying the right behaviours, assessing individual states, streamlining processes, and developing essential skills for effective sales leadership. Throughout, Kevin sheds light on how BIPSY not only complements existing approaches but also stands out by specifically focusing on leadership, bridging a critical gap in the sales industry. Discover the unique aspects of BIPSY and how it addresses a crucial gap in the sales industry. Kevin's wealth of experience and the BIPSY framework provide actionable insights for leaders aiming to elevate their sales teams.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - Google and Yahoo's New Email Policies Unveiled 39:41

۷ weeks پیش39:41

39:41

Amidst the recent unveiling of Google and Yahoo's perplexing email policies, business and sales leaders find themselves with more questions than answers. In this episode of B2B Revenue Acceleration, host Aurelien Mottier , CEO at Operatix, sits down with Mansour Salame , CEO at FrontSpin , to decode the intricacies of these policies and explore their impact on B2B businesses. Mansour provides a comprehensive overview, guiding sales leaders in adapting to the evolving email landscape while sticking to the new rules. The differentiated impact on B2B and B2C businesses is explored, shedding light on the key considerations each business type must bear in mind. The evolving strategies and best practices for crafting email campaigns under heightened scrutiny are also discussed, offering practical insights for sales representatives and business leaders alike. For sales representatives accustomed to relying on email campaigns, Aurelien and Mansour discuss seamless adaptation strategies in the face of this shift towards phone calls. They ponder if there potential shift towards phone calls as the primary method for targeting leads, and how it may change the sales landscape as a whole. This episode is a must-listen for professionals in the B2B sales and marketing space, offering a comprehensive understanding of the evolving email policies and their potential impact on strategies and approaches. Subscribe now on Apple Podcasts, Spotify, or your preferred platform and stay informed with B2B Revenue Acceleration!…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - Nurturing Mental Health for Optimal Sales Results 35:48

۷ weeks پیش35:48

35:48

It’s no secret that mental health can significantly impact every part of your life, including your career. When you're mentally well, it boosts your ability to think clearly, take risks, make decisions, and handle challenges at work. This resilience is crucial in today's fast-paced professional world. In this installment of the B2B Revenue Acceleration podcast, host Aurelien Mottier (CEO, Operatix ) engages in a thought-provoking conversation with Jonathan Smith (Performance Psychologist and Managing Director at Adaptivemind ) around the critical theme of nurturing mental health for optimal sales results. The direct correlation between mental well-being and success in both professional settings and daily life is explored, with Jonathan offering valuable techniques and strategies for professionals looking to enhance their mental resilience and overall performance. The conversation extends to the balance required to maintain a competitive edge while safeguarding mental health in high-pressure environments, such as a sales floor. Jonathan provides valuable perspectives on how leaders can encourage open conversations about mental health to create a supportive and thriving work environment. This includes the key warning signs of mental health challenges in the workplace and ways in which colleagues or managers can extend meaningful support to those in need. Don't miss this enlightening conversation on the intricate interplay between mental health and sales performance. Tune in to B2B Revenue Acceleration now!…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - The Art of Organic Content for Start-Up Brand Building 35:11

۷ weeks پیش35:11

35:11

Organic content should be treated as an essential part of any marketing strategy, particularly for start-ups trying to build their brand. It forms the foundation upon which authentic connections with the audience are built, setting the stage for long-term engagement and loyalty. Join host Catarina Hoch (VP of Global Marketing, Operatix & memoryBlue) and Jake Hurwitz (Founder, Thursday Labs) as they unravel the nuances of organic content and brand building for start-ups in this captivating episode of B2B Revenue Acceleration. Jake delves into why start-ups face unique challenges in establishing their brand identity through organic content, as well as shedding light on the importance of prioritizing brand building from the early stages and its profound impact on long-term success. The discussion continues as they explore common blind spots that start-ups often overlook when crafting their brand message. From navigating the digital age to cost-effective strategies for building brand recognition, Jake shares valuable insights to help start-ups thrive in today's busy market. Tune in to gain expert insight into navigating the art of organic content for start-up brand building with actionable tips to propel your business forward in the competitive landscape.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - Exploring AI in Marketing 42:08

۷ weeks پیش42:08

42:08

AI is quickly becoming an essential tool in any marketing professional’s kit, boosting productivity and revolutionizing the way campaigns are conceptualized, executed, and optimized. In this episode of B2B Revenue Acceleration, host Catarina Hoch , VP of Global Marketing at Operatix / memoryBlue , sits down with Austin Distel , the Senior Director of Marketing at Jasper, to delve into the impact of artificial intelligence (AI) in marketing. This discussion sheds light on how AI can enhance marketing campaigns, including their effectiveness and efficiency. From optimizing customer engagement to automating mundane tasks, Austin outlines how AI empowers marketers to achieve remarkable results. Yet, as machines become more integrated into creative processes, the question arises: How can marketers maintain a personal touch? Austin addresses this concern, highlighting strategies to blend AI with the irreplaceable human element that connects brands with their audiences. This episode contains a number of expert insights for marketing professionals eager to harness AI's power while preserving the authentic connection that brands strive to establish with their audiences. Whether you're a seasoned marketer or just starting to explore the possibilities of AI, the information in this episode will help you pave the way forward.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - How to Master Your Sales Messaging 1:00:19

۷ weeks پیش1:00:19

1:00:19

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.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - Beyond the Deal: Successful Integration Post-Acquisition 37:59

۹ weeks پیش37:59

37:59

Is acquisition the end of the road, or just the beginning? In this episode, Aurelien Mottier (CEO of Operatix & memoryBlue) interviews Chris Doggett (CRO at Acquiato) to uncover the challenges and opportunities that come with company acquisitions. From overcoming the misconception that acquisition is the final chapter to the critical role people and culture play in success, Chris shares his experiences and key learnings gathered from years of navigating the post-acquisition process. They dive deep into harmonizing teams, blending specialists and generalists, and reconciling the differing objectives between acquirers and sellers. Whether you're leading through acquisition or simply curious about its dynamics, this conversation is full of practical insights on how to build a cohesive, successful organization after the deal is done.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - Moving to an Allbound Motion 33:43

۹ weeks پیش33:43

33:43

Ever wondered how integrating inbound and outbound strategies could revolutionize your sales approach? In this episode of B2B Revenue Acceleration, host Catarina Hoch is joined by Alex Olley, Co-Founder and Chief Revenue Officer at Reachdesk, to explore the transformative power of moving to an Allbound motion. Alex kicks off the discussion by defining Allbound and explaining how it stands apart from traditional demand generation tactics. From securing buy-in from leadership and team members to effectively allocating budgets and resources, Alex shares his insights on navigating the transition to an Allbound approach. Dive into best practices for dealing with attribution, discover the essential tools and technologies for managing Allbound programs, and learn how AI can enhance your Allbound strategies. Whether you're considering an Allbound approach or looking to optimize your current strategy, this episode is packed with valuable advice from a leading industry expert. Tune in and discover how to seamlessly integrate inbound and outbound efforts to accelerate your revenue growth.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - Innovative strategies to scale SaaS companies 36:03

۹ weeks پیش36:03

36:03

How can SaaS companies scale globally while managing risks and maintaining sustainable growth? In this episode of B2B Revenue Acceleration , Aurelien Mottier sits down with Mike Malloy, CEO of Malloy Industries, to dive deep into the strategies that help SaaS companies scale effectively. Mike kicks off the discussion by sharing his journey and the mission behind Malloy Industries. He then sheds light on the key methods for penetrating new markets and reaching customers across different regions. These strategies are crucial for any SaaS company expanding its footprint internationally. But scaling isn't just about growth—it's about overcoming the challenges that come with it. Mike and Aurelien discuss common hurdles B2B SaaS companies face, from managing cash flow to aligning sales strategies with international markets. They also emphasize the importance of building and managing sales teams that can operate efficiently across multiple regions. Innovation is at the heart of successful scaling. Mike explores how SaaS companies can tailor their value propositions to resonate with diverse customers and industries. He also delves into the critical aspect of risk management and contingency planning, offering creative approaches to mitigate risks as companies scale globally. Whether you're a startup or an established player in the SaaS space, this episode is packed with actionable insights to help you navigate the complexities of scaling.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - The Science Behind Successful Sales Calls 27:41

۹ weeks پیش27:41

27:41

What if the key to boosting your sales success lies not in what you say, but in how you say it? In this episode of B2B Revenue Acceleration, host Aurelien Mottier sits down with Bitty Balducci, Assistant Professor of Marketing at Washington State University, to delve into the science behind successful sales calls. Drawing from her recent study that analyzed 40,000 memoryBlue outbound sales calls, Bitty shares groundbreaking insights into how the nuances of voice can enhance prospecting outcomes. Join us as Bitty reveals the critical factors that distinguish successful sales calls, such as the concept of "future focus" and the importance of pitch fluctuation. Learn how SDRs can fine-tune their vocal delivery, from adjusting speaking speed to mastering the art of listening more effectively. Whether you're a seasoned sales professional or just starting in the field, this episode is packed with actionable strategies that can help you elevate your sales game. Listen in to discover how to harness the power of your voice and transform your sales calls into successful conversations.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - The B2B Leadership Coaching Blueprint 39:35

۹ weeks پیش39:35

39:35

Have you ever wondered what truly differentiates leadership coaching from mentorship, and which one could be more impactful for your corporate journey? In this episode of B2B Revenue Acceleration, we explore this very question with Gavin Sumner (Co-Founder & Coach at Scalewise), who shares his expertise on how effective leadership coaching can directly contribute to the success and growth of B2B organisations. We'll dive into the unique benefits of Scalewise's expansive network of coaches and mentors and compare these to smaller-scale services. Gavin will explain how their comprehensive approach helps address common leadership challenges, especially in a year marked by market disruptions. We'll also uncover how mentorship has evolved to support revenue leaders facing issues such as loneliness, imposter syndrome, and burnout. Gavin provides valuable insights on what criteria to consider when selecting a leadership coach and how to ensure their style aligns with your needs and company culture. Gavin and Aurelien also discuss practical ways to translate the insights gained from coaching into actionable strategies that can drive tangible results in your role. Whether you're a seasoned leader or new to the B2B space, this episode is packed with actionable advice to elevate your leadership journey. Tune into the episode now to discover how the right coaching and mentorship can transform your leadership approach and accelerate your organisation's growth.…

Tech Sales is for Hustlers

1
146: Mustafa Hubaishi - The Art of Closing Deals 1:05:02

35 weeks پیش1:05:02

1:05:02

In the latest episode of Tech Sales is for Hustlers, Marc and Chris welcome back Mustafa Hubaishi, a Senior Enterprise Account Executive at monday.com. Mustafa’s sales journey is a fascinating tale of ambition, adaptability, and relentless pursuit of success in the tech sales industry. Mustafa highlights the unique advantages of working in a startup environment, where wearing multiple hats allowed him to dive into closing deals. Mustafa details how the financial rewards and scheduling freedom were his draw to sales, he also shares insights on the evolving sales industry, noting that budget cuts and cautious buying climates make today's sales landscape different from a decade ago.…

Tech Sales is for Hustlers

1
145: Mike Kelly - The Road to EdTech 50:23

39 weeks پیش50:23

50:23

In the latest episode of Tech Sales is for Hustlers, Marc and Chris are joined by Mike Kelly, the Director of Account Management at CodeHS. Mike has honed his expertise in the EdTech industry, leading a team of eight and making a significant impact in coding education. Post-graduation, like many, Mike faced the challenge of entry-level sales jobs that didn't quite fit the "sales" bill. His first role as a customs broker for seafood importation didn't provide the sales training he had hoped for, prompting a move to Washington, DC, and a fresh start with memoryBlue. Mike's journey into sales is a testament to perseverance and adaptability, in this episode, he shares his insights on pushing through challenges and his advice for aspiring sales professionals.…

Tech Sales is for Hustlers

1
144: Kelsie Edmonds - The Traveling Managing Director 1:14:57

43 weeks پیش1:14:57

1:14:57

In this episode of Tech Sales is For Hustlers Marc and Chris are joined by Managing Director, Kelsie Edmonds, a dynamic force hailing from Danville, VA, who has carved out an impressive reputation for herself at memoryBlue. From her humble small-town roots, Kelsie has risen to prominence, leaving a mark on memoryBlue's culture. Venturing out to five of our six offices, she's embarked on the mission of infusing each location with the energy of tech sales. From her initial move to JMU for college to her relocation to Northern Virginia in pursuit of greater opportunities, she's never shied away from chasing her dreams - and she's undeniably succeeded. In this episode, Kelsie shares her passion for sales and her knack for fostering a thriving office culture. With her personalized mentorship and adaptable leadership style, she's made a profound impact on SDRs and DMs across all the offices.…

Tech Sales is for Hustlers

1
143: Craig Allen - The Phenom 1:20:11

48 weeks پیش1:20:11

1:20:11

In this episode of Tech Sales is for Hustlers, Marc, and Chris welcome Craig Allen back to the Tysons office. Craig is not just your ordinary tech sales professional; he's a recipient of the prestigious memoryBlue 2023 Phenom Award, a passionate advocate for diversity and inclusion, a devoted father, and an Enterprise Customer Success Manager at Darktrace. Craig's journey is nothing short of remarkable. Coming from a background in the hospitality industry, he took a bold leap during the pandemic, transitioning into tech sales despite the uncertainties. Despite facing challenges and a significant pay cut, Craig's determination and resilience led him to success. Craig shares his invaluable insights on taking chances and betting on oneself in this episode. He believes in embracing change and stepping out of his comfort zone to achieve personal and professional growth. His story serves as an inspiration for anyone looking to navigate career transitions and pursue their dreams.…

Tech Sales is for Hustlers

1
142: Kevin Reilly - From Music to Sales 53:15

1 year پیش53:15

53:15

In this episode of Tech Sales for Hustlers, host Marc Gonyea talks with Kevin Reilly, Head of National Business Development at Alliance Technology Group. Kevin shares what makes top salespeople stand out, stressing the importance of continuous improvement and taking control of one's career. He also discusses his journey from a music enthusiast to finding his passion in sales, tracing his path from New Jersey to Virginia Tech.…

Tech Sales is for Hustlers

1
141: Brandie Schaeffer - The Value of Being Genuine 43:17

1 year پیش43:17

43:17

In this episode of Tech Sales for Hustlers, hosts Chris Corcoran and Marc Gonyea chat with Brandie Schaeffer, memoryBlue's first employee. They reminisce about their shared past and dive into Brandie's professional journey. Brandie shares a memorable interview question Marc asked about the number of gas stations in Virginia, highlighting problem-solving and handling challenges. They also discuss the importance of client relationships, stressing the trust and confidence needed in business. Early career bonds can have lasting impacts, both professionally and personally.…

Tech Sales is for Hustlers

1
140: Aurelien Mottier - The Story of Operatix 1:12:44

1 year پیش1:12:44

1:12:44

Aurelien Mottier's career journey to the top is a true testament to the unpredictable road to success. Currently serving as the President of memoryBlue and the Co-Founder/CEO of Operatix, Aurelien's rise from a non-English speaking cleaner to a pivotal figure in the global sales development industry, commanding a team exceeding 300 individuals, is nothing short of inspirational. In this episode of Tech Sales is for Hustlers, hosts Marc and Chris delve into the story of the French-born entrepreneur. Aurelien recounts his adventurous move to the United Kingdom, a leap that propelled his career forward. He tells the story behind Operatix, the sales development agency he helped to create and oversee, detailing its inception and evolution. Moreover, the trio discusses the recent acquisition of Operatix by memoryBlue, how that came to be, and why they decided to join forces. Watch on YouTube: https://youtu.be/AE6G7JS7bdY…

Tech Sales is for Hustlers

1
139: Chris Takacs - A Seller's Responsibility 59:17

1 year پیش59:17

59:17

Success lies in adapting products based on real-world feedback, ensuring your business aligns with your customers' genuine desires. This is exactly what Chris Takcas, Sales Manager at Clarivate and host Marc Gonyea sit down to discuss in the latest episode of Tech Sales is for Hustlers, outlining the need for products and businesses to be user-centric, rather than just technically sound. Chris talks about how he goes about adapting products based on feedback, highlighting the importance of user-friendly interfaces. Not only that, but he shares his evolution from transactional to solution-based sales, emphasizing the value of diagnosing customer problems holistically. Chris also underscores the role of coaching in sales growth, drawing parallels between managing a gym and nurturing sales talent.…

Tech Sales is for Hustlers

1
138: Mark Musitano - The Power of Open Ended Questions 46:50

1 year پیش46:50

46:50

Embarking on a career in sales often involves unexpected twists and turns, as Mark Musitano from Ansys can attest to. While this can be daunting, Mark shares how his transition from politics to sales, greatly strengthened his adaptability and wide skillset. In this episode of Tech Sales is for Hustlers, Host Marc Gonyea delves into Mark’s pivotal moments during his career trajectory, such as internships on Capitol Hill and a game-changing call from Justin Brown at memoryBlue. As the episode unfolds, Mark also shares his major takeaways when it comes to authenticity and accountability in the digital age, making this an episode you won’t want to miss!…

Tech Sales is for Hustlers

1
137: Ron Cooke - An Unexpected Journey 1:06:06

1 year پیش1:06:06

1:06:06

Quality leadership comes from those who make a point to prioritize the people they’re leading. This has been a central theme in Managing Director Ron Cooke’s journey as he’s managed to explore a wide range of interests and careers, while continually keeping his focus on the people involved and how to help them. In this episode of Tech Sales is for Hustlers, listeners will get the chance to gain a deeper understanding of such a familiar face around the office! From his pursuit of a career as a relationship counselor in undergrad to his passion and career in the fitness industry, there is sure to be something new to learn about Ron for everyone listening!…

Tech Sales is for Hustlers

1
136: Joe Trapasso - 'Bones' 1:19:39

1 year پیش1:19:39

1:19:39

The one and only Joe Trapasso, better known as “Bones” around memoryBlue, is no stranger to the unpredictable paths that can precede a fruitful sales career. From his athletics career to his stint in political canvassing, he is a perfect example of the way valuable sales skills can be honed in the most unexpected of places. In this episode of Tech Sales is for Hustlers, Joe discusses the origin of his unique nickname while recounting his baseball experiences, his unexpected avenue in politics, and his ultimate success in tech sales.…

Tech Sales is for Hustlers

1
Campus Series: Mark Michalisin - From the Boardroom to the Classroom 50:10

1 year پیش50:10

50:10

With the many misconceptions about the sales profession, it can be easy to paint an inaccurate picture of what the career looks like. For this reason, Mark Michalisin takes the time to debunk these, while also unpacking the skills that have been of importance throughout his career. In this episode of the Campus Series podcast, Mark, an Associate Professor of Practice in Sales, shares personal anecdotes from his journey through sales and also introduces his book which aims to inspire and motivate readers across various professions.…

Tech Sales is for Hustlers

1
Campus Series: Semira Amirpour - The Importance of Cultural Intelligence 58:35

1 year پیش58:35

58:35

Sales education is far more nuanced than simply teaching sales. For Semira Amirpour, it requires a commitment to understanding and respecting diverse cultures in the business world and an ability to constantly adapt based on external factors and a rapidly evolving field. In this episode of the Campus Series podcast, Semira, a Professor of Instruction at the University of Texas at Dallas, discusses the importance of cultural intelligence in sales and marketing education, the challenges and opportunities presented by rapidly evolving technology in this space, and the crucial role adaptation and agility play in her career.…

Tech Sales is for Hustlers

1
Campus Series: Thom Coats - Shaping Sales Superstars 51:11

۲ years پیش51:11

51:11

The best educators are those who have had success and real-world exposure to their subject matter. Thom Coats is no exception, with his entrance into sales academia after a successful sales career. In this episode of the Campus Series Podcast, Thom, a Professor, and Director of the Center for Professional Selling at Middle Tennessee State University, discusses the way his sales education is grounded in experiential learning and networking, and shares his expansive plans for the future of the Center for Professional Selling.…

Tech Sales is for Hustlers

1
Campus Series: Mark Johnston and Greg Marshall - A New Approach to Teaching Sales 35:23

۲ years پیش35:23

35:23

Working in sales is extremely hands-on and therefore the training and education prior should be no different. Greg Marshall and Mark Johnston have been a witness to the way interactive and immersive sales education experiences can lay the foundation for pro-level selling. In this episode of The Campus Series Podcast, Greg and Mark, Professors of Marketing at Rollins College, discuss their career journeys and shared passion for sales management, while speaking to the challenges of crafting a curriculum and the ever-evolving world of sales education.…

Tech Sales is for Hustlers

1
Campus Series: Chris Pardi - The Power of Preparation 48:45

۲ years پیش48:45

48:45

Your manager can make or break your career. While choosing the right job is important, Chris Pardi argues for the equal importance of choosing the right manager, when considering ultimate job satisfaction and career progression. In this episode of The Campus Series Podcast, Chris, a Lecturer in Marketing and Sales at the University of South Carolina, discusses the ways finding the right manager, properly preparing for your position, and prioritizing continuous learning can strongly impact your overall career growth.…

Tech Sales is for Hustlers

1
Campus Series: Julie Nelsen - Bridging the Gap 51:26

۲ years پیش51:26

51:26

Despite the many misconceptions surrounding sales, it is a profession centered on helping, serving, and problem-solving. Julie Nelsen’s teaching is shaped by this perspective, as she challenges her students to prioritize relationship-building, listening skills, and problem-solving in their hands-on role plays. In this episode of Tech Sales is for Hustlers, the Director of the WSU Center for Professional Sales, unpacks her unique journey from fashion to business development and now sales education, emphasizes the importance of serving in sales, and shares her approach to sales education.…

Tech Sales is for Hustlers

1
Campus Series: Lamar Johnson - From Math Major to Sales Leader 52:20

۲ years پیش52:20

52:20

Success is built when you’re tapping into your strengths rather than chasing titles. According to Lamar Johnson, this means prioritizing the career path that best aligns with you and your skillset, even when it’s tempting to fixate on climbing the ranks. In this episode of the Campus Series Podcast, Lamar, the Executive Director at McCombs School of Business, shares about his journey into sales, the importance of assessing your skillset when choosing between individual contributor roles and leadership positions, and his experience with executing a sales program.…

Tech Sales is for Hustlers

1
Campus Series: Chris Wilkey - The Evolution of Professional Selling 44:16

۲ years پیش44:16

44:16

In this episode of Tech Sales is for Hustlers, we sit down with Chris Wilkey, the Director of the Ball State University Center for Professional Selling. Chris shares his unique journey from starting his own business to working in digital sales and fundraising, before transitioning to his current role at Ball State. An indirect career path can often serve as an aid, rather than a hindrance. In fact, the vast industry of sales and sales education favors those who are able to bring a fresh and unique perspective after navigating their way through a wide range of experiences and positions. In this episode of the Campus Series Podcast, the Director of the Ball State University Center for Professional Selling Chris Wilkey, shares how he has personally seen the benefit of his unique career trajectory before ultimately heading up BSU’s Sales Program. Throughout this discussion, Chris delves into the way his previous positions equipped him with both an experienced lens and the ability to work with agility and creativity in the face of unprecedented challenges.…

Tech Sales is for Hustlers

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Campus Series: Scott Inks - Shaping the Future of Sales Education 52:44

۲ years پیش52:44

52:44

Selling is actually a small part of a successful sales call. Unlike the sales stereotype of ‘showing up and throwing up’, Scott argues that a call should be primarily built upon asking questions and actively listening. In this episode of the Campus Series Podcast, Director of the KSU Center for Professional Selling and President of the University Sales Center Alliance, Scott Inks advocates for a customer-centric approach to sales, discusses the value of sales education, and delves into the evolving landscape of sales.…

Tech Sales is for Hustlers

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135: Deng Phua - Discipline and Dedication 57:22

۲ years پیش57:22

57:22

Cold calling has not gone cold. While many industries are becoming dominated by AI and automation, Deng Phua notes the continued vitality of cold calling in the sales field. In this episode of Tech Sales is for Hustlers, Deng, an accomplished Sales Development Executive at Ramp, discusses the personalization that cold calling can bring into a technology-centered field, the way that discipline serves as the foundation for creativity and improvisation in sales strategies, and the growth and satisfaction that can come from remote work.…

Tech Sales is for Hustlers

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134: James Holt - Building Trust in Tech Sales 1:11:25

۲ years پیش1:11:25

1:11:25

Seasoned sales experts can often come from uncertain starts and tough transitions. In fact, James Holt, now a successful Strategic Account Executive at Cockroach Labs, found the beginning of his sales journey to be entirely daunting and overwhelming. In this episode of Tech Sales is for Hustlers, James shares an overview of his career trajectory in sales thus far, recounts the ways in which building trust has been the foundation of his largest deals, and explains how he evaluates new tech sales opportunities when considering a career pivot.…

Tech Sales is for Hustlers

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133: Will Foreman - From Startup to Success 1:11:48

۲ years پیش1:11:48

1:11:48

If you don’t know how to listen, you’ll never be able to sell. In fact, Will Foreman argues that a successful sales call should follow the 80/20 rule, with sales reps spending most of their time listening to their prospect’s needs and concerns. In this episode of Tech Sales is for Hustlers, Will, now an Account Executive at CapabilitySource, talks about the success he’s found since prioritizing active listening on cold calls, highlights the importance of resilience and open-mindedness, and discusses how his experience in startups has shaped his career.…

Tech Sales is for Hustlers

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132: Brendan Hartford - From Finance to Fintech 1:03:06

۲ years پیش1:03:06

1:03:06

Self-belief and calculated risks. These have both been foundational elements of Brendan’s inspiring career trajectory from crunching numbers to crushing tech sales. In this episode of Tech Sales is for Hustlers, Brendan Hartford, now an Account Executive at Ontra, recounts his transformative shift from financial analyst to tech sales representative, and the way it pushed him out of his comfort zone, showcased his determination, and allowed him to work his way into a management role.…

Tech Sales is for Hustlers

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131: Bianca Beres - The Importance of Mentorship 53:27

۲ years پیش53:27

53:27

The SDR role isn’t just about selling, it’s about shadowing. As you rack up booked meetings, you’re not only meeting your quota but increasing your opportunities to shadow your Account Executive and learn the ropes of a full-cycle sales role. In this episode of Tech Sales is for Hustlers, Bianca Beres, now a Senior Account Executive at Firework, breaks down her transition from SDR to AE, and emphasizes the importance of working closely with your AE as an SDR and being present in every sales call as you can gather tons of valuable information and prepare for a potential promotion.…

Tech Sales is for Hustlers

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130: Mike Ward - The Power of Urgency 59:15

۲ years پیش59:15

59:15

Urgency drives sales. People who prioritize urgency are therefore able to keep up with the fast-paced nature of sales by working proactively and making decisions decisively; key distinguishers between those who survive and those who thrive. In this episode of Tech Sales is for Hustlers, Mike Ward, now a Director of Business Analytics at LiveIntent, discusses how the principle of urgency has shaped his work ethic, while also sharing the value of taking pride in your work and reflecting on his transition from sales into his present role in analytics.…

Tech Sales is for Hustlers

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129: Jonathan Vu - The Uncomfortable Comfort Zone 37:03

۲ years پیش37:03

37:03

Sales can often appear to be a one-man show; however, most salespeople will struggle to succeed without a strong support system surrounding them. In fact, Jonathan Vu wouldn’t have been able to thrive in sales had he not had the strong community at memoryBlue helping him through his challenging transition from marketing to sales. In this episode of Tech Sales is for Hustlers, Jonathan, now a BDR at Clear, shares his initial discomfort with the sales environment, the power he has found in a collaborative and supportive company, and the way his introverted qualities have served as a valuable asset in sales.…

Tech Sales is for Hustlers

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128: Sebastian Cuellar - Mastering Discovery Calls 1:07:10

۲ years پیش1:07:10

1:07:10

Sales is an industry full of never-ending opportunities to learn, grow in confidence, and discover your passions. Sebastian Cueller has even found that he has a true passion for cold-calling as it adds riveting negotiation and unpredictable entertainment to his day-to-day life. In this episode of Tech Sales is for Hustlers, Sebastian, Virginia office Alum, discusses how his love for learning has been crucial to his sales career, while diving into the importance of mastering discovery skills in sales outreach, and reflecting on his unique experiences of selling to lawyers as an SDR.…

Tech Sales is for Hustlers

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127: Jonathan Seidenwurm - The Power of Adaptability in Sales 1:18:47

۲ years پیش1:18:47

1:18:47

memoryBlue isn’t just for college grads looking to kickstart their sales career, it’s a launch pad for anyone trying to break into tech sales at any point in their career. After all, tech sales is quite the melting pot of people with all different areas of expertise and interest, and our company seeks to serve as a reflection of that! In this episode of Tech Sales is for Hustlers, Jonathan Seidenwurm, now a sales engineer at Crowdstrike discusses his unexpected journey transitioning from law enforcement and travel agency to tech sales, the potential friction between AEs and SEs that he has witnessed as a sales engineer himself, and the amazing potential sales careers hold to transform lives.…

Tech Sales is for Hustlers

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126: Connor Spiegelman - The Carbon University Program 55:11

۲ years پیش55:11

55:11

While outbound selling is commonly considered the more difficult aspect of the sales role, it serves as an excellent way to understand your ideal targets and learn how to better penetrate your market. After all, a company cannot make its presence known in the field and identify the perfect prospect without prioritizing cold outreach. In this episode of Tech Sales is for Hustlers, Connor Spiegelman now the director of the Carbon University Program, recounts the many ways the SDR role has served as an excellent basis for his development and challenged him to continuously work to make himself more knowledgeable in the field.…

Tech Sales is for Hustlers

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125: Collin Nuschy - From SDR to Sales Ops 49:25

۲ years پیش49:25

49:25

Growing up playing golf Collin knew his competitive spirit went deeper than just the game. Collin quickly found he could translate his sports skills into sales skills and use them on the phone. In golf and in sales Collin loves the ability to control his own destiny and determine how successful he can be by the work he puts in. In this episode of Tech Sales is for Hustlers, Collin Nuschy, a system & tools transformation associate at LinkedIn, discusses the independent nature of sales, the rigor required to succeed, and the value in learning sales as an SDR before moving up into sales operation roles.…

Tech Sales is for Hustlers

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124: Kevin Tu - Trust the Process 1:04:21

۲ years پیش1:04:21

1:04:21

Despite the surge in remote work, mB Alum Kevin Tu argues that working in the office is crucial for those entering the sales industry as they can build off the company culture and improve their overall job performance. In this episode of Tech Sales is for Hustlers, Kevin, now the Regional Head of Sales at DataVisor, discusses the benefits of quality company culture, the perks of being in office, and the ways in which the SDR role has served as the building blocks for the rest of his career.…

Tech Sales is for Hustlers

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123: Colby Cambra - Outbound is Key 1:07:14

۲ years پیش1:07:14

1:07:14

Starting at the bottom is both inevitable and essential and this is especially true in sales. The SDR role is a crucial starting point and learning how to master it is critical for a fruitful sales career. In this episode of Tech Sales is for Hustlers, Colby Cambra discusses the foundation of his success and explains how he’s been able to climb the ranks to senior Corporate Account Executive at CrowdStrike. From the in-person work environments he’s experienced to learning how to focus on the value of each conversation with a prospect, Colby largely attributes his career trajectory to the lessons and skills he began learning as an SDR.…

Tech Sales is for Hustlers

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122: Max Hufft - Take Care of Your Network 1:06:46

۲ years پیش1:06:46

1:06:46

A sales career should be anything but stagnant. While many will begin as entry-level sales reps, that merely serves as the launchpad for the rest of their career endeavors. After all, once you take that first step in sales, the opportunities for growth are truly inexhaustible. In this episode of Tech Sales is for Hustlers, Max Hufft, now a Senior Solutions Architect at Veracode, explores his journey from being a memoryBlue SDR to transitioning into his present position, while discussing how the SDR position prepared him for his role and taught him the importance of believing in his company’s product.…

Tech Sales is for Hustlers

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121: Kendrick Trotter - Us In Technology 1:05:56

۲ years پیش1:05:56

1:05:56

Success in sales is attainable to anyone willing to work hard and work consistently day in and day out. While underrepresentation and prejudice can be major stumbling blocks, Kendrick Trotter is an excellent representation of how they don’t have to be an entire roadblock. In this episode of Tech Sales is for Hustlers, Kendrick, now the CEO of Us in Technology describes his journey through sales, explains how he’s achieved success while being a member of a minority group, and unpacks how his company helps underrepresented ethnicities find a job.…

Tech Sales is for Hustlers

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Campus Series: April Kemp - Invest in Yourself 46:05

۲ years پیش46:05

46:05

You can be the best student in class or the most dedicated mentee within your company, but you will never be able to master sales until you get real-world experience. This is what April Kemp continually emphasizes to her marketing and sales students. In this episode of the Campus Series Podcast, April Kemp, a professor at Southeastern Louisiana University, discusses the way she encourages her students to explore different jobs while hearing from people actively working in those industries, and pushing themselves to get hands-on experience while in undergrad.…

Tech Sales is for Hustlers

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120: Thom Lacalle - Don't Tell Them, Show Them 1:05:21

۲ years پیش1:05:21

1:05:21

Sales reps often fear that cold calling is an intrusion on their prospect’s time. However, it’s really the act of presenting them with a fitting and convenient solution, which in turn saves them the time of doing countless hours of their own research. For this reason, Thom Lacalle challenges sales reps to enter each conversation confidently rather than apologetically. In this episode of Tech Sales is for Hustlers, Managing Director Thom discusses his first experiences with growing confidence in sales roles, while exploring the ways sales is often a team sport and the importance of managers leading their teams by example.…

Tech Sales is for Hustlers

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119: Brian Ball - Prospecting Never Ends 49:04

۲ years پیش49:04

49:04

Entering the professional world isn’t easy. But that doesn’t mean you can’t take the transition by storm. Anyone can succeed right from the start if they develop a strong confidence from within, possess a strong discernment of what they are and aren’t interested in, and practice a flexible mindset. In this episode of Tech Sales is for Hustlers, our hosts Marc and Chris welcome Brian Ball, an Account Executive at Simpplr. Brian relives his start at memoryBlue, explains how it motivated him to pursue his dreams, and unpacks what he would want to tell his younger self now that he’s reached success as an Account Executive.…

Tech Sales is for Hustlers

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Campus Series: Dena Hale - The Sales Veteran 44:02

۲ years پیش44:02

44:02

According to Dena Hale, sales is about two things: effective communication and helping people. Without both, you’ll either end up as a smooth-talking salesman with no clear purpose, or a person with good intentions but no concrete success. In this episode of the Campus Series Podcast, assistant professor at Stetson University Dena Hale unpacks her military experience and its influences on her career, shares her views on the sales role, and describes Stetson’s sales classes and how she gets her students interested in the industry.…

Tech Sales is for Hustlers

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118: Stu Dyer - From a Buyer to a Broker 50:09

۲ years پیش50:09

50:09

When it comes to working in sales, there are two things to always keep your focus on your customer and your brand. When you start your career with the habit of putting your customer’s needs first and making sure you know your brand inside and out, you'll have a strong foundation for success as you navigate more tenured positions and take on more responsibilities. In this episode of Tech Sales is for Hustlers, Stu Dyer, now the First Vice President of Data Center Advisory at CBRE, describes his growth as he’s navigated through different positions in his career. From working in the hospitality industry and sales to serving as a broker and now working as a VP in commercial real estate, Stu has accrued extensive wisdom and knowledge that he shares in this episode!…

Tech Sales is for Hustlers

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117: Catherine Seaman - The "Back-Pocket" Book 50:45

۲ years پیش50:45

50:45

Valuable sales experience can come from the most unlikely of places. From learning how to be a solid competitor as a high school athlete, to challenging yourself to sell your most expensive cocktails as a bartender, sales skills can be both learned and sharpened long before you land your first official sales job. ⠀ ⠀ In this episode of Tech Sales is for Hustlers, Senior Sales Manager at Infinite Blue, Catherine Seaman recounts the many steps, experiences, and natural qualities that have built up her skillset and enabled her to thrive in her sales career ever since she started at memoryBlue.⠀…

Tech Sales is for Hustlers

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Campus Series: Rafael Soltero - The Future is Bilingual 47:50

۲ years پیش47:50

47:50

Embrace the change, be quick to listen, and get comfortable with numbers. According to Rafael from Florida International University (FIU), these are the essential actions to take when striving to be a good salesman. The quicker these become second nature, the quicker you will find success in sales. ⠀ ⠀ In this episode of the Campus Series Podcast, Co-Director of the FIU Sales Program Rafael Soltero discusses his story and lessons learned while becoming a successful salesperson and respected teacher since moving to the US from Puerto Rico. Make sure to stick around until minute 38 for a Spanish portion of the episode featuring Seattle DM Gabriella Flores!…

Tech Sales is for Hustlers

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116: Erik Riefenstahl - Why Tech Sales? 1:07:43

۲ years پیش1:07:43

1:07:43

You’ll lose nothing by using everything! In sales this can look like transferring skills from previous experiences into your sales role, utilizing all your communication channels to reach prospects, and taking advantage of the collaboration and mentorship that comes with being a part of a sales team. ⠀ ⠀ In this episode of Tech Sales is for Hustlers, Erik Riefenstahl, now a Business Development Manager for Public Sector at Adobe shares his own professional path leading into sales and the factors, both internal and external, that have greatly impacted his trajectory as he climbed the ranks. ⠀…

Tech Sales is for Hustlers

1
Campus Series: Steve Kozak - Don't Fear Failure 56:22

۲ years پیش56:22

56:22

Your career will most likely not be a clear-cut path. Use that to your advantage! Former salesman Steve Kozak is a huge believer in utilizing experiences and acquired skills from one job as building blocks for success in the next. ⠀ ⠀ In this episode of the Campus Series Podcast, Steve Kozak, now a professor in marketing and sales at James Madison University, shares his many lessons learned since beginning in sales, transitioning to academia, and now blending the principles of sales and marketing to prepare his students for the business world. ⠀…

Tech Sales is for Hustlers

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115: Alexis Romano - Sales Skills Make Great Marketers 1:00:57

۲ years پیش1:00:57

1:00:57

Starting out in sales can build out a skillset that will often lend itself to many other roles you may explore in your lifetime. A career in marketing in particular can greatly benefit from the experiences with product-knowledge building, direct selling, and networking gained through a sales role. In this episode of Tech Sales is for Hustlers, Alexis Romano discusses her journey from sales to marketing, the way in which her sales background has greatly benefited her career in marketing, and the importance of having a mentor in your company.…

Tech Sales is for Hustlers

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114: Wes Juchnewicz - Create Your Own Luck 51:15

۲ years پیش51:15

51:15

Luck shouldn’t be expected, it’s earned. Wes, a former mB Account Executive has grown to realize that he has experienced luck as a byproduct of the work he’s put in rather than something that was freely given. Work that has involved consistently challenging himself and pursuing different opportunities to increase his chances of success. In this episode of Tech Sales is for Hustlers, Wes Juchnewicz, a sales manager for DataDog, discusses taking risks and exploring different avenues in sales, the power of getting comfortable being uncomfortable, and the way he grew through his transition from SDR to AE.…

Tech Sales is for Hustlers

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Campus Series: Don Thacker - Preparedness Equals Success 45:44

۲ years پیش45:44

45:44

Agility is a key trait in remaining competitive and successful while in the workforce. This is a valuable lesson that Don Thacker instills in his students as he learned it firsthand throughout his many different roles while working in local wholesale distribution for 18 years. In this episode of the Campus Series Podcast, Don, now a senior lecturer at Kent University discusses the progressive learning stage that comes with each new role you may explore, the advantage of being agile and adaptable, and the importance of being properly trained for sales much like a football player must be trained before playing in the Super Bowl.…

Tech Sales is for Hustlers

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113: James Doyle - Using the Triple C’s – Calm, Cool, Collected 42:52

۲ years پیش42:52

42:52

A sales position may seem straightforward, but many in the role can attest to the fact that they’re constantly having to act as a jack of all trades. While an SDR’s main objective is to book a meeting, the ability to do that requires both a variety of hard skills refined in more formal sales training, as well as general soft skills that can be picked up through many different life experiences. In this episode of Tech Sales is for Hustlers, James Doyle, an Enterprise Solutions Specialist at Qlik, unpacks all the logistics that go into sales, the way memoryBlue Academy helped improve his sales skills, and the experiences that have helped him be a good leader and learn how to relate to a variety of prospects while cold calling.…

Tech Sales is for Hustlers

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112: Michael Woods - From Squash to Sales 55:09

۲ years پیش55:09

55:09

Your success in sales is contingent on nobody but yourself. This may be daunting to some, but it’s been incredibly empowering for Michael. It’s transformed his career from a mundane and concrete pathway to an uncharted territory full of the freedom to explore different strategies and create his own opportunities. In this episode of Tech Sales is for Hustlers, one of Ping Identity’s Account Executives Michael Woods shares how he got into sales, his commitment to relying on hard work and strategy rather than luck, and his experience transitioning to Account Executive.…

Tech Sales is for Hustlers

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Campus Series: Stefan Sleep - Sales is Learned Through Experience 45:38

۲ years پیش45:38

45:38

People commonly become sales representatives with many misconceptions about what will be required of them. While it is an entry-level role, properly preparing for it will give you a better understanding of the career and help you have a stronger start. For this reason, Professor Stefan Sleep believes in attending sales programs to get real-world sales experience and hands-on training before officially taking the plunge. In this episode of the Campus Series Podcast, Stefan Sleep, Assistant Professor of Professional Sales at Kennesaw State University, talks about his sales classes and how they help his students find jobs while discussing the importance of learning how to be open-minded and think analytically.…

Tech Sales is for Hustlers

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111: Julia Fitzgerald - Searching For The "Green Flags" 1:05:08

۲ years پیش1:05:08

1:05:08

What’s the secret to success in sales? Julia Fitzgerald vows it’s learning how to play off your strengths and play up your personality! Sales doesn’t necessarily favor anyone of a particular background, but it will come more naturally to those who tap into their strongest traits to stay motivated, keep themselves grounded, and subsequently connect more genuinely with prospects. In this episode of Tech Sales is for Hustlers, Julia, now a Managing Director at memoryBlue, talks about the power of embracing your personality in your career, how to spot green flags in a job listing, and being motivated by a “reap what you sow” mentality in sales.…

Tech Sales is for Hustlers

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110: Caroline Myers - Do What Others Won't 48:18

۲ years پیش48:18

48:18

While sales representative positions are considered entry-level jobs, that by no means makes them easy. Caroline Myers, now a successful account executive at ManagedMethods, can still attest to the challenges that come with playing such a critical role in the sales funnel. In this episode of Tech Sales is for Hustlers, Caroline shares her insights on navigating deeper conversations with prospects, her initial fear of the phone, and her experiences with working both remotely and in-person.…

Tech Sales is for Hustlers

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Campus Series: Matt Glennon - The Glennon Sales Diamonds 41:08

۲ years پیش41:08

41:08

With great risk comes great reward. This is especially true in sales. While it can be a challenging, unpredictable, and strenuous career path, Matt Glennon speaks of the immense payoff that can come to those who rise to the occasion and put in the hard work. In this episode of the Campus Series Podcast, Matt, a senior lecturer and educational consultant at UMass Amherst, discusses his transition into sales since working on Capitol Hill, unpacks his GSD approach for preparing for sales calls, and discusses the natural synergies between sales and marketing.…

Tech Sales is for Hustlers

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109: Brooklynn Newberry - Lights, Camera, Cold-Calling 48:40

۲ years پیش48:40

48:40

Nailing a cold call comes down to perfecting your performance. You might not think of sales as having a creative outlet, but Brooklynn, a professional dancer, has found a lot of success by preparing for a cold call in the same way she’d prep for a recital. From creating a script much like choreographing a dance to rehearsing and perfecting her creative style, Brooklynn’s experiences as a dancer have helped her in sales more than she ever could have imagined. In this episode of Tech Sales is for Hustlers, Brooklynn encourages creativity in sales, emphasizes the importance of performing cold calls, and explains why she favors an in-person work environment.…

Tech Sales is for Hustlers

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108: Sage Fleischmann - Going The Extra Mile 45:50

۲ years پیش45:50

45:50

While getting thrown in the deep end is scary, it can often be the fastest way to learn how to swim. Learning the art of sales is no different. Sage Fleischmann, a business development representative at Qlik, found that simply learning as he went and utilizing every up and down as an opportunity for growth was the best way to develop within his role. In this episode of Tech Sales is for Hustlers, Sage describes his many experiences with trial and error, reflects on how his hard work in the sales industry has paid off, and discusses how he has learned to embrace his mistakes.…

Tech Sales is for Hustlers

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107: Ethan Chase - The Art of Storytelling 53:51

۲ years پیش53:51

53:51

Humans are storytellers. We share stories, we’re moved by stories, and we cling to stories. This insight is what helped Ethan Chase, a memoryBlue Account Executive, have impactful cold-call conversations and achieve success in sales. While storytelling and conversing came naturally to him, he also credits Academy for helping him learn how to better structure his calls and effectively direct them. In this episode of Tech Sales is for Hustlers, Ethan discusses the experience he gained through internships prior to memoryBlue, his time as an SDR, and the power of storytelling in sales.…

Tech Sales is for Hustlers

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106: Bruce Horner - Building Your Network Builds Your Net Worth 1:00:31

۲ years پیش1:00:31

1:00:31

Success doesn’t come in an instant. While we all would probably like to benefit from natural talent, Bruce Horner stresses that consistent hard work can be just as important for achieving your goals. In this episode of Tech Sales is for Hustlers, Bruce discusses the strategies that helped him work his way up to the role of Senior Enterprise Sales Manager at Kronologic. From utilizing everyday experiences as sales practice to learning how to effectively manage his time, Bruce has proven the payoff that comes from true dedication and devotion to your role.…

Tech Sales is for Hustlers

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105: Taylor Ritchie - The Importance of Conversations and Connections 55:44

۲ years پیش55:44

55:44

The SDR role is an amazing way to work on commitment, responsibility, and build a strong foundation for a successful business career. Taylor Ritchie can especially attest to this since being exposed to the sales business at a young age and now working as the account manager for MoxiWorks. In this episode of Tech Sales is for Hustlers, Taylor discusses the significance of continually learning and improving in a sales role, draws parallels between competitive sports and sales, and emphasizes the importance of working in person as an SDR.…

Tech Sales is for Hustlers

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104: Christian Chanter - What You Put In Is What You Get Out 52:09

۲ years پیش52:09

52:09

The idea of being a stiff salesperson and working countless hours in isolation most likely doesn’t appeal to anyone. Luckily, Christian Chanter discovered that a career in sales doesn’t have to be that way at all. Instead, sales can be a relational and fulfilling position where you serve as an ally for prospects and showcase the kind of company that potential clients will want to be a part of. In this episode of Tech Sales is for Hustlers. Christian, now a partnership development representative at Lyra Health, explains how he managed to deeply connect with prospects, the power he found in learning from colleagues, and his main strategies for success.…

Tech Sales is for Hustlers

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103: Matt Gloger - Focus On What You Can Control 1:07:29

۲ years پیش1:07:29

1:07:29

The ever-normalized remote nature of work nowadays may not be the most beneficial environment for SDRs just entering the sales world. Matt Gloger highlights the ways in which he greatly benefited from starting out in person and being fully immersed in the team-centered approach at memoryBlue. In this episode of Tech Sales is for Hustlers, Matt Gloger, SW Enterprise AE at QTS Data Centers, discusses different sales roles, the benefit of the SDR role for a sales career, and the drawbacks of remote work.…

Tech Sales is for Hustlers

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102: Luke Ward - Curiosity Killed the Cat, But Helped the Salesperson 1:05:57

۲ years پیش1:05:57

1:05:57

The term sales can oversimplify the SDRs role into one singular action: selling. However, Luke Ward points out that it’s a true challenge of learning how to change people’s minds and communicate ideas in a simple, but meaningful way. As an SDR, Luke challenged himself to learn essential communication skills while making sure that he knew his product backward and forwards. This dedication allowed him to excel in sales and eventually land his current leadership role as sales development manager at Rubrik. In this episode of Tech Sales is for Hustlers, Luke reflects on his sales journey through various companies and different roles, while breaking down the essential qualities and conversational skills to ensure a sale.…

Tech Sales is for Hustlers

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101: Shea Gordon - Learning to Hustle 1:11:24

۲ years پیش1:11:24

1:11:24

“I’ve never been hung up on,” said no sales rep ever. Cold calling can be a discouraging and repetitive cycle, full of missed calls and hang-ups. However, Shea Gordon points out that the SDR role, while challenging, is the best way to break into the world of tech sales. In this episode of Tech Sales is for Hustlers, Shea Gordon, Global Account Manager at SonarSource, discusses the value in learning tech sales through the SDR role, getting into the hustle mentality, and the importance of self-reflection and accepting feedback.…

Tech Sales is for Hustlers

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100: Jonathan Stevens - Dedication Leads to Success 55:41

۳ years پیش55:41

55:41

No two sales jobs are the exact same. The company you work for and your client can make all the difference. Jonathan Stevens's sincere interest in his client CyrusOne Data Centers has been the defining characteristic of his sales career trajectory since day one. In this episode of Tech Sales if for Hustlers, Jonathan Stevens reflects on his first days at memoryBlue, the work habits that aided his success, and his current company’s mission to outsource data centers.…

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Tech Sales is for Hustlers « » 128: Sebastian Cuellar - Mastering Discovery Calls

128: Sebastian Cuellar - Mastering Discovery Calls

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128: Sebastian Cuellar - Mastering Discovery Calls