139: Chris Takacs - A Seller's Responsibility

Tech Sales is for Hustlers

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This Is Woman's Work with Nicole Kalil

1
How To Pitch Yourself (And Get A Yes) | 300 27:52

12 روز پیش27:52

پخش در آینده

لیست ها

پسندیدن

دوست داشته شد

27:52

We made it— 300 episodes of This Is Woman’s Work ! And we’re marking this milestone by giving you something that could seriously change the game in your business or career: the skill of pitching yourself effectively. Whether you’re dreaming of being a podcast guest, landing a speaking gig, signing a client, or just asking for what you want with confidence—you’re already pitching yourself, every day. But are you doing it well? In this milestone episode, Nicole breaks down exactly how to pitch yourself to be a podcast guest … and actually hear “yes.” With hundreds of pitches landing in her inbox each month, she shares what makes a guest stand out (or get deleted), the biggest mistakes people make, and why podcast guesting is still one of the most powerful ways to grow your reach, authority, and influence. In This Episode, We Cover: ✅ Why we all need to pitch ourselves—and how to do it without feeling gross ✅ The step-by-step process for landing guest spots on podcasts (and more) ✅ A breakdown of the 3 podcast levels: Practice, Peer, and A-List—and how to approach each ✅ The must-haves of a successful podcast pitch (including real examples) ✅ How to craft a pitch that gets read, gets remembered, and gets results Whether you’re new to pitching or want to level up your game, this episode gives you the exact strategy Nicole and her team use to land guest spots on dozens of podcasts every year. Because your voice deserves to be heard. And the world needs what only you can bring. 🎁 Get the FREE Podcast Pitch Checklist + Additional Information on your Practice Group, Peer Group, and A-List Group Strategies: https://nicolekalil.com/podcast 📥 Download The Podcast Pitch Checklist Here Related Podcast Episodes: Shameless and Strategic: How to Brag About Yourself with Tiffany Houser | 298 How To Write & Publish A Book with Michelle Savage | 279 How To Land Your TED Talk and Skyrocket Your Personal Brand with Ashley Stahl | 250 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

حدود یک سال پیش 59:17

MP3•خانه قسمت

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.

206 قسمت

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

Tech Sales is for Hustlers

139: Chris Takacs - A Seller's Responsibility

Tech Sales is for Hustlers

published حدود یک سال پیش

اشتراک گذاری

MP3•خانه قسمت

206 قسمت

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

Semua episode

Tech Sales is for Hustlers

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

۶ 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

۵ 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

۵ 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

۵ 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

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

۵ 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

۵ 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

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

۵ 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

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

۸ 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

۸ 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

۸ 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

۸ 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

۸ 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

34 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

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

38 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

42 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

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

47 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

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

52 weeks 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

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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

۲ 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.…

Tech Sales is for Hustlers

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99: Jace Edwards - The Path to Managing Director 1:21:46

۳ years پیش1:21:46

1:21:46

For many, the SDR role is only just scratching the surface of all the opportunities within the sales field. This was especially true for Jace Edwards, who has climbed the ranks all the way from an SDR to become a Managing Director at memoryBlue. Jace serves as a testament to the successful trajectory a sales career can provide you with if you strategize well and work efficiently. Like any career, there are different obstacles no matter which sales role you’re in but learning how to work through them and utilize your resources effectively is what will push you ahead of the pack and help you reach your goals. In this episode of Tech Sales is for Hustlers, Jace discusses the different roles within sales, his own personal journey through them, and the most important things to remember when hiring people in sales.…

Tech Sales is for Hustlers

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Campus Series: Raj Agnihotri - Teaching Discipline and Persistence 45:03

۳ years پیش45:03

45:03

From their innovative ideas and analytical thinking to their adaptability and teachable mentality, recent grads are a perfect way for tech companies to bring in fresh thinking and new perspectives. This week’s Tech Sales is for Hustlers, Campus Series guest Raj argues that the most valuable hires are college graduates before they’ve even hit the market. In this episode of the Campus Series podcast, Raj Agnihorti, director of Ivy Sales Forum at Iowa State breaks down the many benefits of hiring graduates, while diving into some common misconceptions about sales and explaining how it’s the most entrepreneurial discipline.…

Tech Sales is for Hustlers

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98: Aspen Streety: From Service to Sales 1:10:33

۳ years پیش1:10:33

1:10:33

From broadcast journalism to working in the service industry and even acting, Aspen’s journey into sales was anything but direct. However, now a senior IT Account Executive at Kelly, she reflects on how her previous experiences and skills have all aided in her major success in sales. In this episode of Tech Sales is for Hustlers, Aspen discusses her entry into the world of sales, while highlighting the success you can achieve without having a sales background and the overall importance of the SDR role.…

Tech Sales is for Hustlers

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Campus Series: Aaron Johnson - Sales Skills Are Ubiquitous 37:19

۳ years پیش37:19

37:19

Sales jobs can often get a bad reputation from the public due to many common misconceptions. However, this usually stems from a lack of understanding of the nuances of a sales career. Sales educators like Aaron Johnson work every day to change that opinion and know that getting into sales is an excellent career option that builds skills that can be used for a lifetime and holds the potential for freedom in the workplace. In this episode of the Campus Series podcast, Aaron Johnson, Assistant Professor of Marketing at Salisbury University, talks about the universal application of sales skills, the importance of relationships in sales, and the parallels between being in sales and running your own business.…

Tech Sales is for Hustlers

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97: Dickie Kapparos - An Unorthodox Approach to Sales 55:18

۳ years پیش55:18

55:18

It’s not just about what you’re selling, it’s about how you’re selling it. For Dickie Kapparos, it comes down to trying to provide value to a customer, rather than just selling for profit. Now a Sales Development Executive at memoryBlue, Dickie, found that when he made this shift as an SDR, it not only changed the way he approached his cold calls, but the way prospects received his calls. People can hear the difference between a sales pitch and a genuine desire to help. Being able to demonstrate the latter will increase your chances of keeping prospects on the phone and getting those meetings booked. In this episode of Tech Sales is for Hustlers, Dickie Kapparos gets into how to be successful at cold calling, the value of competition, and the importance of being genuine and sincere as an SDR.…

Tech Sales is for Hustlers

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Campus Series: Adam Rapp - Setting Students Up For Success 40:06

۳ years پیش40:06

40:06

Think of the last time you made a sale, chances are it was more recent than you think. From selling an idea for a new project to interviewing at a company, people are constantly using sales both personally and professionally, making it a great field to break into no matter what you specifically studied. In this episode of the Campus Series podcast, Adam Rapp, Associate Dean of External Affairs at Ohio University, shares the story of his professional growth in academia and sales, touches on the core values of sales, and explains why open communication is necessary for successful collaboration.…

Tech Sales is for Hustlers

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96: Yacine Allaoua - From Public Sector to Private Sector 1:15:56

۳ years پیش1:15:56

1:15:56

Eager to serve? Yacine Allaoua highlights how work in the public sector is full of opportunities to improve people’s livelihoods and make a difference. The public sector is an environment driven by the quality of service, rather than profit. It works with a mission and vision, allowing you to grow a true passion for the work you’re doing and well-rounded knowledge to do it well. In this episode of Tech Sales is for Hustlers, Yacine Allaoua, Federal Account Executive of Strategic Accounts at Chainalysis, breaks down the differences between federal sales and private sector sales, discusses the advancement of an individual in both areas, and points out the differences between working for a market leader vs. selling for a challenger.…

Tech Sales is for Hustlers

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Campus Series: Kevin Chase - Practice Makes Perfect 43:44

۳ years پیش43:44

43:44

The daily practice they put in, the goals they set, the plans they develop, and the way they persevere through rejection and defeat. For Kevin Chase, these qualities are not unique to athletes but also to his sales students. In this episode of the Campus Series podcast, Kevin Chase, Assistant Professor of Marketing at Washington State University shares his lessons learned as an athlete, the importance of practice and overcoming rejection, and the misconceptions about sales.…

Tech Sales is for Hustlers

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Campus Series: Marty Holmes - The Sales Education Foundation 46:11

۳ years پیش46:11

46:11

As college graduates across all majors are beginning their careers within the sales industry, employers and schools are rapidly noticing the value and need in undergraduate sales education. While a formal sales education is not a necessity, it’s been proven to help new sales representatives ramp up their careers faster and stick with their companies for longer. In this episode of Tech Sales is for Hustlers Campus Series Marty Holmes, Executive Director of The Sales Education Foundation, unpacks the importance of university-level sales education and discusses how her nonprofit has supported this through things like funding sales research grants and creating a platform for exchanging ideas and best practices.…

Tech Sales is for Hustlers

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Campus Series: James Fyles - How to Be Coachable 47:51

۳ years پیش47:51

47:51

Success in your career doesn’t come from perfection, it comes from a willingness to admit to your imperfections. This is the type of self-awareness that many struggle to possess, so the sooner you can work on this the bigger advantage you’ll have. In this episode of the Campus Series podcast, James Fyles, Executive ln Residence at Appalachian State University discusses the importance of coachability for career success, the different between coaching and teaching, and why your first job is your first experiment.…

Tech Sales is for Hustlers

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Campus Series: Rob Peterson - Repetition Overcomes Fear 53:49

۳ years پیش53:49

53:49

While practice doesn’t always promise perfection in sales, it’s the type of preparation that is necessary for success as a beginner in sales. Through practice and repetition, you can increase your confidence, overcome your fear of failure, and begin to close those crucial deals. In this episode of Tech Sales is for Hustlers, Campus Series, Rob Peterson, Dean’s Distinguished Professor of Sales at Northern Illinois University; Editor of Journal of Selling; and Founding Member of the Sales Enablement Society describes his classes, how he works with students, and how he prepares them for sales jobs with various exercises and improvisations.…

Tech Sales is for Hustlers

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Campus Series: Lenita Davis and Melaney Barba - Sales Isn't All About Selling 44:39

۳ years پیش44:39

44:39

Success in sales isn’t about where you’ve come from, it’s about where you want to go. Regardless of your background or personal experience, if you possess a willingness to learn and a desire to succeed, sales can be the career for you. In this episode of the Campus Series podcast, Lenita Davis, Director of the Sales Program at the University of Wisconsin-Eau Claire, and Melaney Barba, a Sales and Marketing Lecturer, get into the benefits of a sales career, while describing their own journeys in this field and the sales program at their university.…

Tech Sales is for Hustlers

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95: Marco Johnson - Pinpointing The Pain Points 1:03:22

۳ years پیش1:03:22

1:03:22

Take time to appreciate what you have. Staying humble keeps Marco Johnson at the top of his game. Now an Enterprise and Strategic Account Executive at Gainsight, Marco prioritizes quality over quantity. Don’t get bogged down in the technical minutia; instead, focus on finding the problems you can solve. In this episode of Tech Sales is for Hustlers, Marco shares how to conquer the unique challenges of selling a service, time management rules to live by, and the three questions you need to be able to answer to close.…

Tech Sales is for Hustlers

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94: Corey Root - Sales Is About Self-Reflection 1:18:37

۳ years پیش1:18:37

1:18:37

Know yourself, and success will follow. Corey Root claims that no industry will teach you more about yourself than Sales. Now Strategic Planning Associate Manager at Tinuiti, Corey asserts that the core skills you develop in sales will put you a step ahead on any career path. In this episode of Tech Sales is for Hustlers, Corey discusses the differences between sales and marketing, how to tell whether a job challenges you to meet your full potential or just isn’t the right fit, and how he landed a closing role.…

Tech Sales is for Hustlers

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93: Rob Gonsalves - If You Want To Grow In Your Career, Say It! 1:04:05

۳ years پیش1:04:05

1:04:05

Don’t wait for someone to offer — Ask! When it comes to elevating your career, Rob Gonsalves suggests taking the initiative, stepping up to the plate, and making your intentions known. Now a Sales Manager at memoryBlue, Rob knows that gains happen incrementally. Learn new things, tailor your strategies, and set SMART ( S pecific. M easurable. A chievable. R elevant. T ime-based.) goals. In this episode of Tech Sales is for Hustlers, Rob shares the #1 skill needed to be a successful AE, the best ways to nurture a relationship with a high-maintenance client, and how to use tactical empathy to uncover pain and tee up the close.…

Tech Sales is for Hustlers

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92: Carlos Morales - Asking The Right Questions 42:39

۳ years پیش42:39

42:39

The right team will help you keep your head in the game. A high-energy, competitive environment helped Carlos Morales maintain motivation and build resilience. Now an Account Manager at riskmethods, Carlos calls out the key relationships and invaluable lessons that accelerated his career. There's no substitution for a culture of consistent practice, helpful guidance, and healthy competition. In this episode of Tech Sales is for Hustlers, Carlos talks about how to foster cross-departmental communication, the daily responsibilities of being an account manager, and how to pick the right place to grow your career.…

Tech Sales is for Hustlers

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91: Emily Shlapak - Take Advantage of Failure to Achieve Success 1:29:36

۳ years پیش1:29:36

1:29:36

Run the call, don't let the call run you. Asking the right questions puts Emily Shlapak in the driver's seat. Now an Account Executive at LinkSquares, Emily keeps things authentic by sharing the failures that led to her success. Perfection doesn't exist. Being vulnerable increases your relatability and helps build trust. In this episode of Tech Sales is for Hustlers, Emily talks about how a career in sales positively impacts every facet of your life, the skills you need to be a successful AE, and why a challenging client is a blessing in disguise.…

Tech Sales is for Hustlers

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90: Justine Tourtellotte - Never Give Up 55:05

۳ years پیش55:05

55:05

The right structure can be incredibly freeing. Having a well-defined strategy and reliable rules to refer back to gives Justine Tourtellotte the confidence to try new things and get out of her comfort zone. Now a Business Development Manager at Cynerio, Justine discusses the benefits of being in a competitive environment — you develop relationships that help you overcome challenges and lift you up when you begin to doubt yourself. In this episode of Tech Sales is for Hustlers, Justine discusses ways to build your network, why grit takes you farther than your resume, and ways to shift your mindset when things get tough.…

Tech Sales is for Hustlers

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89: Jeremy Wood - A Passion For Mentoring 1:18:14

۳ years پیش1:18:14

1:18:14

Ask, and you will grow. Jeremy Wood recommends benching your pride and learning from those around you — peers, mentors, managers, and clients. The relationships you nurture will always be your most significant resource. Now the Senior Director of Delivery for memoryBlue, East, Jeremy reflects on his climb through the company ranks. As Jeremy’s career evolves, he’s paying it forward, helping others to elevate their own. In this episode of Tech Sales is for Hustlers, Jeremy shares what matters most when recruiting and nurturing talent, the number one way to improve client relationship management, and why it never pays to take the easy route.…

Tech Sales is for Hustlers

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88: Reuben Hagen - The First Impression 54:51

۳ years پیش54:51

54:51

Consider making prospecting a team sport. Asking for help, input, and ideas from seasoned colleagues throughout his outreach cadence upped Reuben Hagen’s confidence. Now a Commercial Account Executive at Datadog, Reuben recommends learning from experienced pros and peers alike. Trial and error make up a large percentage of a sales education and you can’t be afraid to fail, seek advice, and modify your approach. In this episode of Tech Sales is for Hustlers, Reuben talks about what makes someone a good closer, working in a small company vs. a large company, and best practices when engaging in a cybersecurity campaign.…

Tech Sales is for Hustlers

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87: Curtis Giles - Believe in What You Sell 1:01:09

۳ years پیش1:01:09

1:01:09

The SDRs sitting next to you might be your best teachers. To uncover your style and save time, Curtis Giles advises taking full advantage of your environment. Now Account Executive at Ambassador Labs, Curtis walks us through a measured and strategic approach to navigating the job market. Know your worth, find a product you believe in, and pay attention to details before pursuing the next step in your sales career. In this episode of Tech Sales is for Hustlers, Curtis shares insights about inbound and outbound campaigning, mitigating cold calling discomfort, and making yourself stand out in a sea of applicants.…

Tech Sales is for Hustlers

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86: Emie Moore - Hard Work Will Always Lead To Success 1:09:54

۳ years پیش1:09:54

1:09:54

Dig until you strike gold. There’s no shame in the process; Emie Moore challenges her team to ask questions, push boundaries, and focus on the work. Now Boston Managing Director at memoryBlue, Emie shares her journey from SDR to MD, unpacking struggles, lessons learned, and achievements along the way. Founded in her passion for mentoring and helping others meet their full potential, Emie adapts her coaching to serve the needs of her team and lead them to success. In this episode of Tech Sales is for Hustlers, Emie explores the emotional roller-coaster of leadership, ways to accept and overcome stress, and establishing positive client perception.…

Tech Sales is for Hustlers

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85: Casey Rials - Get Out of Your Comfort Zone 1:05:45

۳ years پیش1:05:45

1:05:45

Quality over quantity is the name of the game. 20 dials a day may seem dramatically low, but Casey Rials curated a list building strategy that has her connecting with 15 prospects a day. Now Inside Sales Team Lead at Stem, Casey recounts her low daily dials as her signature for quality prospecting. Prioritizing product, prospect, and industry specifics is her secret to booking over a third of her conversations and logging at least one occur each day. In this episode of Tech Sales is for Hustlers, Casey discusses leveraging your knowledge to move a prospect further along in the sales cycle and experimenting with different approaches to discover your sales superpower.…

Tech Sales is for Hustlers

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84: Albert Tejera - Your Time Is Your Equity 1:13:14

۳ years پیش1:13:14

1:13:14

Take a page out of Nike’s book and just do it . Rejection is part of the sales game, but Albert knows the most successful sales reps drop the excuses and keep consistent effort. Now Enterprise Account Executive at Checkit, Albert shares why selling at startups is not for the faint of heart. Competitive, self-sufficient, determined, and resilient are only some of the traits required to reap the rewards of working for an emerging enterprise. In this episode of Tech Sales is for Hustlers, Albert shares insight on what to be mindful of when considering a position at a startup, the best way to save time and build rapport, and how to advocate for your professional growth.…

Tech Sales is for Hustlers

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Campus Series: Christopher King - The Importance of Support After Failure 43:12

۳ years پیش43:12

43:12

Young people face many challenges and dilemmas and generally find it very difficult to make decisions about change. Whether they are in college, have graduated, or are already working, they deeply consider every new opportunity because they are afraid of change and possible failure. But if you go through certain obstacles on the way to success, face various challenges, and take risks, you gain self-confidence. And that will lead you to your goal. One good example is Christopher King, who showed that you could become an entrepreneur and a professor even if you leave law school. Today, he holds three positions: professor at Howard University, CEO of We Are Marcus, and Managing Principal at Theo Advisors. In this episode of the Campus Series podcast, Christopher describes his journey and all the difficulties he faced on the road to success. Christopher and our hosts Kristen Wisdorf and Libby Galatis discuss the connection between fear and failure, the advantages of Howard University, and give a run-down of Christopher's professions.…

Tech Sales is for Hustlers

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83: Nick Boustead - From List Building to Lamborghini's 57:57

۳ years پیش57:57

57:57

Driving sales from 0 to 100 — in less than 4 seconds: like his Lamborghini Gallardo, Nick Boustead’s sales career leaves the competition in the dust. Now Director of Sales at The Taverna Collection, Nick pops the hood on closing $400,000 deals. Shifting into management meant taking on more responsibility, longer hours, and navigating damage control. In this episode of Tech Sales is for Hustlers, Nick hands over the keys to success by sharing how to build effective lists, the top two things you need to get comfortable with to be a closer, and the best ways to stay motivated.…

Tech Sales is for Hustlers

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Campus Series: Chuck Howlett - Be a Partner, Not a Vendor 37:47

۳ years پیش37:47

37:47

Prioritize building a relationship, not making a sale. Focus less on selling and more on helping your prospect find solutions for their pain points. In this episode of the Campus Series podcast, Northern Illinois University Director of the Professional Sales Center Chuck Howlett shares the best ways to establish trust, solve problems and provide long-term value.…

Tech Sales is for Hustlers

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82: Aaron Aggen - A Continuous Learning Mindset 1:09:25

۳ years پیش1:09:25

1:09:25

Let rejection roll off your back and keep things moving. When Aaron Aggen hears the word “no,” he sees an opportunity to gather more information, build rapport, and expand his network. Don’t be fooled by his easy-going demeanor; back as a Direct Hire Account Executive at memoryBlue, Aaron sets high standards for himself and makes no excuses. In this episode of Tech Sales is for Hustlers, Aaron talks about why professional training should never stop, the impact of self-accountability, and the power of recruiting for our top Rising Stars talent.…

Tech Sales is for Hustlers

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Campus Series: Caitlyn Gill: Sales Require Stamina 47:22

۳ years پیش47:22

47:22

Sales can get you the golden ticket to the other side of the velvet rope. Breaking into something this exclusive requires a focus on learning, active listening, and resilience. In this episode of the Campus Series podcast, Director of Oregon State Sales Academy Caitlyn Gill rebukes stereotypes about sales and illuminates the reality. A career in sales means helping people solve problems, gaining access to endless career opportunities, and, of course, exponential earning potential.…

Tech Sales is for Hustlers

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81: Jesse Matthews - Picking Your Best Opportunities 1:06:33

۳ years پیش1:06:33

1:06:33

Choose the battles you know you can win. Focus your time and energy to grow your career, your pipeline, and your team in the most impactful ways. Now an Account Executive at Thycotic, Jesse Matthews debunks the belief that a successful career must be linear. After a year in the DM role at memoryBlue, Jesse decided to pursue the AE role he’d always wanted. The diverse exposure to various clients and technologies as a DM allowed him to build a network that would help him grow in the right direction. In this episode of Tech Sales is for Hustlers, Jesse discusses ways to weed out dead-end prospects, prioritize opportunities for growth, and build professional relationships as your career evolves.…

Tech Sales is for Hustlers

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80: Trevor Shan - A Primal Instinct For Sales 1:07:48

۳ years پیش1:07:48

1:07:48

Put in the reps and reap the rewards. Through hard work, persistence, and a dedication to continual learning, Trevor Shan stays logging enviable gains. Now, Business Development Manager at Openprise and fitness entrepreneur Trevor says the key to being exceptional lies in finding ways to stay in the right state of mind. Whether pushing SDRs to reach their full potential or kicking off a new client relationship, you must carry yourself with confidence and position yourself as a trustworthy expert. In this episode of Tech Sales is for Hustlers, Trevor talks about the importance of an opening statement, tackling imposter syndrome, and the impact your personal life has on your career.…

Tech Sales is for Hustlers

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Campus Series: Brock Adams - Embrace The Unfamiliar 57:43

۳ years پیش57:43

57:43

A comfort zone is a beautiful place, but nothing ever grows there. If you want to thrive in sales, you have to get a little uncomfortable and learn to embrace the unfamiliar. In this episode of the Campus Series, our hosts Kristen Wisdorf and Libby Galatis welcome Weber State's Director of the Alan E. Hall Sales Center Brock Adams. Dr. Adams discusses the importance of being adaptable, why knowledge is the ultimate power in sales, and how technology is changing the sales industry.…

Tech Sales is for Hustlers

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79: Mike Mishler - The Prerequisite For Success 1:52:44

۳ years پیش1:52:44

1:52:44

More talent = More money. After a decade of continual growth, Mike Mishler built a legacy of recruiting all-star sales professionals and creating unstoppable teams. As Automox’s Director of Sales Development, Mike knows that it's always worth making room to bring on top performers. Prioritizing team culture and retention means leaning into the interview process, leading by example, and being intentional about diversity and inclusion. In this episode of Tech Sales is for Hustlers, Mike shares ways to cultivate camaraderie and loyalty, make a positive impact through management, and consistently demonstrate individual and team value.…

Tech Sales is for Hustlers

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78: Taylor Moore - Loyalty Will Get You Far 1:10:57

۳ years پیش1:10:57

1:10:57

From a new skill to a new subject matter, you can learn almost anything on the job. Halfway through senior year of college, Taylor Moore decided to launch her career in tech sales at a company that invests heavily in training. Now, Prisma Cloud Sales Specialist at Palo Alto Networks Taylor recommends never allowing a lack of experience or knowledge to keep you from taking on an untapped market. Connecting with people across your organization can provide intel that allows for more effective prospecting in that market. In this episode of Tech Sales is for Hustlers, Taylor talks about the importance of interdepartmental collaboration, ways to differentiate yourself, and the benefits of keeping a prospect talking.…

Tech Sales is for Hustlers

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Campus Series: Beth Renninger - You Don't Need To Know Everything 48:59

۳ years پیش48:59

48:59

It's less about what you know and more about who you know. Prioritize making genuine connections with people and don't worry about having all the answers up-front. In this episode of the Campus Series podcast, Director of Center for Sales Success at the University of South Carolina Beth Renninger empowers students to embrace their failures, be curious and open-minded, and set career ambitions that fit into their life design.…

Tech Sales is for Hustlers

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77: Andy Gager - Organize, Process, and Plan 56:44

۳ years پیش56:44

56:44

Think big picture and never underestimate the basics. Andy Gager says the most successful reps he’s seen always prioritize cold-calling outreach. Now a Sr. Commercial Account Manager at Ivanti, Andy recounts strategies he adopted throughout his career maximize his time and drive results. When things don't go according to plan, Andy notes the importance of leaning on knowledgeable and trustworthy leadership that returns the loyalty they receive while developing your career. In this episode of Tech Sales is for Hustlers, Andy discusses how to take a proactive approach to your daily goals and career development, why investments in relationships are the best kind you can make, and why you should prioritize learning at every stage of your career.…

Tech Sales is for Hustlers

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76: Justin Henry - Always Bet on Yourself 26:27

۳ years پیش26:27

26:27

If you want to advance in your career, you have to be willing to learn. And learning can happen anywhere — during a challenging sales call, a lunch break, or an important meeting. But the key to success is to always bet on yourself. In this episode of the Tech Sales is For Hustlers podcast, our hosts Marc Gonyea and Chris Corcoran welcome Justin Henry, an Account Executive at Zoom and a former memoryBlue SDR. They talk about the importance of perseverance at work, how to learn fast, and why reading books may be a game-changer for your career.…

Tech Sales is for Hustlers

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Campus Series: Matt Lastner - Sales Will Always Have A Seat At The Table 41:06

۳ years پیش41:06

41:06

Learning happens out in the field, not always in the classroom. In sales, you can gain skills that are valuable no matter where you end up in your career and often result in expedited growth. In this episode of the Campus Series podcast, Assistant Professor of Marketing at the University of North Carolina Wilmington Matt Lastner talks about using real-life experience in the sales industry to determine your strengths, weaknesses, and career goals. Twice a month for the next two months, you’ll hear from a different college educator tasked with preparing the next generation of sales talent as we give them the spotlight on our Campus Series podcast. Stay tuned to hear more suggestions for kicking off your sales career!…

Tech Sales is for Hustlers

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75: Alex Rodriguez - The Million Dollar Sales Club 1:03:57

۳ years پیش1:03:57

1:03:57

You can’t control the cards you’re dealt, but you can control how you play the game. Inheriting his mother’s no-excuses attitude, Alex Rodriguez will do whatever it takes to succeed. After graduating from college, where he worked 60 hour weeks while attending school, Alex knew he would excel in a career where hustle brings success. In two and a half years with memoryBlue, Alex elevated from SDR to AE in our Silicon Valley office by being a life-long learner and being mindful not to overcomplicate things. In this episode of Tech Sales is for Hustlers, Alex talks about the importance of being personable with prospects, muscling through the things you’re unsure of, and embracing different stages of growth.…

Tech Sales is for Hustlers

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74: Jake Akin - From The Suburbs to Silicon Valley 1:23:36

۳ years پیش1:23:36

1:23:36

Jake Akin learned quickly that accepting feedback and adapting your strategy early on in your career can have benefits, not only on your teammates, but the prospects you call. In less than 4-years of being a memoryBlue alum, Jake is now the Regional Vice President at Randstad RiseSmart. Jake started his role eager and ready to make things happen. With feedback, he soon realized that level of intensity could be a real turn-off. Adaptability and social intelligence are now defining elements of his leadership and coaching style. His advice? Take in an array of feedback, apply what makes sense for you, and develop your authentic voice. In this episode of Tech Sales is for Hustlers, Jake discusses career development coaching, the misconceptions surrounding the SDR position, and the importance of taking a dynamic approach with prospects.…

Tech Sales is for Hustlers

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Campus Series: Bonnie Guy - Becoming a Sales Mastermind 44:22

۳ years پیش44:22

44:22

If you think that you're not cut out for sales — think again. Sales is more than being persuasive; It’s about building relationships, cultivating a network, and understanding your target audience. In this episode of the Campus Series podcast, Director of the Professional Selling Program at Appalachian State University Bonnie Guy encourages you to let go of the fear of failure so they can open themselves up to learning and improving. By opening yourself up to new challenges, you may embark on a career you never thought possible.…

Tech Sales is for Hustlers

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73: Omar Lopez - It All Started With A Moving Truck 1:08:18

۳ years پیش1:08:18

1:08:18

Where you start doesn’t need to dictate where you go. Watching his parents work multiple jobs to provide for their six children taught Omar that hard work and resilience can carry you far. ⠀ ⠀ Now the Corporate Account Executive at CrowdStrike, Omar, the first of his family born in the United States, got his first job while still in high school, showing his hustle mentality early. Years later, he met former memoryBlue AE Taylor Pierce, who recognized Omar’s determination and drive while working at the same moving company and referred Omar to memoryBlue.⠀ ⠀ In this episode of Tech Sales is for Hustlers, Omar shares what it takes to control your own narrative, why limitations are a fallacy, and firsthand advice on how to tackle adversity and uncover opportunity.…

Tech Sales is for Hustlers

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72: Brandon Gip - Family Businesses Build You 53:47

۳ years پیش53:47

53:47

Watching your parents sleep in a car and make unbelievable sacrifices to build a successful donut shop business leaves a powerful imprint on your professional DNA. Brandon Gip didn’t have to look far to find ideal role models for his future. Now a successful Account Executive at Canary Technologies, Brandon brings a work ethic and a hate-to-lose mentality to everything he does in professional sales. Whether you're selling donuts or closing deals in the tech space, you're dealing with people. Brandon’s focus on active listening and prioritizing the human element of sales creates the edge he needs to accomplish his goals. In the latest episode of the Tech Sales is for Hustlers – Silicon Valley Series, Brandon digs into the best way to tackle larger goals, compares and contrasts the SDR and AE roles, and highlights why patience can pay off when considering your next sales career move.…

Tech Sales is for Hustlers

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Campus Series: Barry Erickson - Life is Unpredictable 47:04

۳ years پیش47:04

47:04

After graduating college, you may be stuck thinking “what’s next?” especially if you are not pursuing something specific to your major. What’s on your diploma doesn’t always dictate your career, but your commitment to learning new skills does. In this episode of the Campus Series podcast, Director of the Professional Sales Program at the University of Washington Barry Erickson shares what it takes to be successful in sales beyond your degree, the career benefits of flexibility and getting comfortable with change, and factors to consider when picking a company to work for.…

Tech Sales is for Hustlers

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71: Will Ossai - From the Gridiron to the Grind 49:51

۳ years پیش49:51

49:51

After a game-changing injury that ended a promising career in the NFL, Will Ossai needed a new outlet for his competitive drive and relentless grit. Enter: professional sales. From NFL rookie to memoryBlue SDR, and now an Associate Sales Manager at Radware, Will Ossai is the first to tell you how quickly plans change. Shortly into his rookie year with the Colts, Will received a diagnosis that ended his NFL career before it could even begin. Some would allow that to bench them indefinitely, but Will took this as an opportunity to use his network to find a company that aligned with his drive and put his grit to good use. In this latest episode of the Tech Sales is for Hustlers – Silicon Valley Series, Will shows us that there are many ways to achieve the life you want, how being coachable opens unexpected doors, and why there is something to learn from everyone if you are listening.…

Tech Sales is for Hustlers

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70: Joe Reeves - Everyone Has Their Own Superpower 1:12:37

۳ years پیش1:12:37

1:12:37

A winning team is built from the top down. And Joe Reeves is precisely the type of leader needed to create a championship squad. Managing Director of memoryBlue’s Silicon Valley office, Joe has turned his six years with the company into something special. He quickly progressed from SDR to DM, and, ultimately, now steers the ship as the leader of a rapidly growing office. From coaching sports to stage direction to his management experience, he’s observed and absorbed the best of a variety of leadership styles. And that knowledge has helped him lead the Silicon Valley office to over 200% SDR growth and an internal management team that has tripled in size since he took the helm. In this episode of Tech Sales is for Hustlers, Joe discusses the way he had to master patience to improve as a manager, the effective methods he deploys to get the most out of a high-performing team, and a behind-the-scenes glimpse into what it takes to create a great office culture in the midst of a global pandemic.…

Tech Sales is for Hustlers

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69: Omari Morgan - The Importance of Fostering Diversity 1:18:09

۳ years پیش1:18:09

1:18:09

Omari Morgan has mastered getting outside of his comfort zone – and his commitment to playing the long game with his career is paying off in a big way. From his start in sales at memoryBlue seven years ago to his position now as a highly successful Channel Account Manager at SecurityScorecard, Omari has cultivated a powerful network from coast-to-coast. Incredibly self-aware and immeasurably well-versed in his professional craft, he offers up a wealth of knowledge here based on his personal career journey. In this episode of Tech Sales is for Hustlers, Omari joins us in our Silicon Valley office to outline the importance of increasing diversity in tech sales, highlight the differences between channel and direct sales, and share why company culture is a vital consideration when planning your next career move.…

Tech Sales is for Hustlers

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68: Caroline Sullivan - Ms. Phenom 1:05:12

۳ years پیش1:05:12

1:05:12

Can introverts succeed in sales? Caroline Sullivan’s career is undeniable proof that the answer is an emphatic yes. The 2021 memoryBlue Phenom Alumni Award winner collects accolades and honors in her role as an Inside Account Executive at Rubrik because she understands an important sales secret: demonstrate that you genuinely care about people, prospects, and colleagues, and the achievements will follow. That secret, along with her competitive nature, helped her hit two different quotas on the way to winning two major sales awards in one quarter at Rubrik. In this episode of Tech Sales is for Hustlers, Caroline discusses the unique elements of her daily routine that unlock big results, highlights the difference between selling a product vs. selling a service, and demonstrates what the ascension to a closing role really looks like.…

Tech Sales is for Hustlers

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67: Christina Ierullo - Be Your Own Boss 1:02:50

۳ years پیش1:02:50

1:02:50

If you’re going to talk the talk, you better walk the walk. Christina Ierullo lives that mantra with an unapologetic style dedicated to elevating her team. Being the Director of Sales Development at Apty never stops Christina from getting her hands dirty and jumping into the sales trenches alongside her team. There’s no better way to earn respect than leading by example. From her running start at memoryBlue, where she booked three meetings in her first day, to her commitment to building a productive and diverse team, Christina is an undeniable force. In the final episode of the Tech Sales is for Hustlers Austin Series, Christina reveals the inner motivations fueling her journey into sales, the steps she takes to build credibility as a leader, and why she’s passionate about creating a diverse team.…

Tech Sales is for Hustlers

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66: Deionte Davis - No Pain, No Gain 45:39

۳ years پیش45:39

45:39

How can you compete against someone who is constantly improving their abilities? Once Deionte Davis unlocked this cheat code, the professional sales world changed for him. Deionte, now a successful Account Executive at Searchspring, deploys a daily improvement style to max out his gains mentally, physically, and professionally. His personal love of health and fitness helped him adopt a self-improvement mindset as an SDR. And that mindset fuels his sales career. In the newest episode of our Tech Sales is for Hustlers – Austin Series, Deionte reveals what it truly means to invest in yourself, how a tough conversation completely changed his career approach and the core advice he’d give himself before he started his sales career.…

Tech Sales is for Hustlers

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65: Stephen Labay - Bet on Yourself 1:00:06

۳ years پیش1:00:06

1:00:06

From working in hospitality to managing a team of SDRs, Stephen Labay knows with change, comes an opportunity to learn new things, add to, or refine your current skills, and push yourself to achieve more than last week, last month, last year. Alum Ruben Rosado saw Stephen’s competitive nature and ability to grow in tough situations and referred him to join memoryBlue as an SDR. Rolling with the punches was key to Stephen’s success in the SDR role. One day you're hitting it out of the park, and the next, you’re striking out. Now a Sales Development Manager at Couchbase, Stephen can assure you that viewing these moments of trial and tribulation from a different perspective can change not only your mindset, but your performance. In this episode of Tech Sales is for Hustlers, Stephen talks about the key qualities of a great SDR, how to create your own opportunities to further your career, and why you need to trust yourself and your abilities. Remember that resilience and determination are attributes you already possess, or you wouldn't be doing this job in the first place.…

Tech Sales is for Hustlers

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64: Jackson Hawkins - Rock, Chalk, J. Hawk. 1:12:58

۳ years پیش1:12:58

1:12:58

Most see being a manager as a fast-track to more responsibility, a higher salary, a lofty title, or a bigger office. Jackson Hawkins has different motivations; he loves the thrill of guiding his employees to reach their maximum potential. Jackson, now a Managing Director in the memoryBlue Austin office, started his career as an SDR. His journey from SDR, to Delivery Manager, to Managing Director provided him with intimate knowledge of the high-tech sales industry and the experience needed to provide valuable mentorship at all levels in the organization. In this episode of the Tech Sales is for Hustlers - Austin Series, Jackson talks about why shedding your ego, focusing on individual needs, setting clear goals for progression, and embracing challenges along the way produce a life and career-changing leader.…

Tech Sales is for Hustlers

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63: Blake Erwin - The Guide 47:23

۳ years پیش47:23

47:23

It takes more than a compass to blaze a trail like Blake Erwin. Blake, an accomplished Enterprise Sales Rep at Couchbase, charted a course for the entire memoryBlue team as the first to ever be hired by this longstanding client. Since that time, more than 20 elephants have charged down the path he helped build with the database solutions powerhouse. A relentless goal-setter and hard worker, Blake's drive to succeed and commitment to the sales craft fuel his rapid career advancement. As the Tech Sales is for Hustlers Austin Series rolls on, you’ll hear Blake explain the key differences between an Inside Sales Rep role and the SDR position, the reason he focuses on career goals vs job jumping, and why there is no “one size fits all” approach to sales positions.…

Tech Sales is for Hustlers

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62: David Tharp - The Sales Vet 1:00:07

۳ years پیش1:00:07

1:00:07

If you’re not prepared to sweat, stay off the field. David Tharp learned that lesson well during his time as a Marine, and then once again in pursuit of a career in sales. Today David handles OEM licensing sales in the Global Business Development department at Splunk. Practically destined for a career in sales, he carries on a family legacy in the profession for a third generation. He eventually parlayed his SDR success into a new role with the global data and AI software powerhouse through hard work and an ongoing commitment to his sales craft. In this second episode of the Tech Sales is for Hustlers Austin Series, David talks about the impact an early sales role in the trucking industry had on his career, the importance of developing a mindset for sales, and how the valuable lessons he learned serving in the military help shape his successful career.…

Tech Sales is for Hustlers

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61: Sam Burkhalter - How to Make Progress By Being Patient 49:30

۳ years پیش49:30

49:30

If at first, you don’t succeed, keep trying until you do. Sam Burkhalter applies this motto to whatever he pursues, and his consistent progression suggests he is on to something. Now an Inside Sales Representative at Precisely on a strong path to Account Executive, Sam preaches the power of persistence. You’ll never master anything if you don’t stick with it long enough. Sam overcame cold-calling nerves at memoryBlue with repetition, patience, and — above all — commitment to his long-term career goals. Overcoming unexpected challenges through consistent preparation fortifies Sam’s approach to growth. In this episode of Tech Sales is for Hustlers, Sam shares insights on how to improve your cold-calling confidence, the winning moves he unlocks through prospect research, and why staying committed when the going gets tough yields the best outcomes.…

Tech Sales is for Hustlers

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60: Jeremy Mills - The Boomerang 51:44

۴ years پیش51:44

51:44

If some is good, more is better. That was the approach Jeremy Mills used with memoryBlue, and you can’t argue with the results. Jeremy, now an accomplished Account Development Representative at Fictiv, pulled off a rare feat by getting hired out twice in two tours with memoryBlue. The first time through, he learned the hard way, including more than a few cold call calamities. But he reassessed his methods, sharpened his craft, and used a customer-centric approach to generate impressive results the second time around. In this episode of Tech Sales is for Hustlers, Jeremy reveals his strategic moves on LinkedIn, what he learned working in the restaurant industry that prepped him for sales, and why thinking like your prospects dramatically changes sales conversations.…

Tech Sales is for Hustlers

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59: James Manning - Climbing The Ladder 49:36

۴ years پیش49:36

49:36

A sales call for novices can feel like an open mic on improv night. James Manning prefers to enter the show highly prepared for the opening 30 seconds. James, now a Business Development Representative at ScienceLogic, started his sales career as a self-described “theatrical” SDR. But he quickly learned focus, discipline, and mastering the opening moments of a sales call create repeatable success. Today James sticks to a specific vision of his future while carving out a career in enterprise software sales that is built to last. In this episode of Tech Sales is for Hustlers, Chris and Marc uncover James Manning’s secrets to sales success. You’ll hear why James relentlessly plays the long game with his sales career, understand why he believes patience in an impatient profession pays off, and how struggling as an SDR helps build sales resilience the right way.…

Tech Sales is for Hustlers

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58: Ceilidh Kurkoski - The Growth Mindset 43:26

۴ years پیش43:26

43:26

She may have started out cleaning up messes, but now she’s just cleaning up. Ceilidh initiated her career as a janitor in an Austin (TX) gym, but her exceptional work ethic quickly moved her into management and ultimately jumpstarted her career in sales. Ceilidh thrived in the cold-calling trenches for 2.5-years here at memoryBlue. From SDR to Senior SDR to recruiting, Ceilidh ran the gamut of the sales development obstacle course, gaining invaluable skills and insights that still serve her today as the Senior Digital Marketing Consultant at Apogee Results. In this episode of Tech Sales is for Hustlers, Ceilidh shares her real-life underdog story with our listeners. Hear her perspective on the pros and cons of taking a unique career path, fresh insight on how being grounded in sales helps her as a “swiss army knife” team player today, and why the growth mindset she honed at memoryBlue helps her unlock a career full of possibilities.…

Tech Sales is for Hustlers

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57: Victor Mata - Stay Curious 52:16

۴ years پیش52:16

52:16

When Victor Mata spent time working around a forklift, he couldn’t resist the opportunity to learn to operate one himself. It’s the same natural curiosity that allows him to thrive today in the professional sales world. Victor, now a highly successful Enterprise Business Development Rep for ThreatConnect, unpacks a compelling personal story starting with his deep roots in Venezuela to his winding journey to the United States in the latest edition of Tech Sales is for Hustlers. Through it all, his disparate cultural immersion and experience in a wide range of initial jobs provided a first-rate education in the ever-elusive and frequently temperamental subject matter: human nature. Tune in to the latest episode to hear Victor explain why he values understanding prospect personas above all else in sales, how early roles as a door-to-door salesman and restaurant server impacted his professional future, and how his quest to never stop asking “Why?” drives him perpetually forward.…

Tech Sales is for Hustlers

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56: Libby Galatis - The Queen of Recruitment 1:14:22

۴ years پیش1:14:22

1:14:22

Life turns dramatically on a few pivotal moments. For Libby Galatis, the clock almost struck midnight on the idea of working at memoryBlue when her recruiter came through in the clutch. Libby, now the 5th most tenured employee in the company, was minutes away from accepting another job offer before landing her initial memoryBlue role. She can only be fittingly described as the undisputed Queen of Recruiting at memoryBlue. Libby has personally sourced, recruited, hired, and influenced hundreds of current and former employees to launch their professional high-tech sales careers through these halls. But she is no stranger to the struggles of sales, having started as an SDR before finding her calling as a recruiter. And it’s precisely that personal experience which makes her such an effective advocate for the rewards of a professional sales career. Company Co-Founders Chris Corcoran and Marc Gonyea catch up with Libby, Manager of Internal Recruitment at memoryBlue, in the latest episode of Tech Sales is for Hustlers. You’ll hear Libby explain why she’s extremely honest with recruits on the challenges of sales, how she thrives in a highly competitive recruiting landscape, and why the skills people build at memoryBlue will create a solid foundation for professional success.…

Tech Sales is for Hustlers

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Campus Series: Stefanie Boyer - Find Your True Passion 43:46

۴ years پیش43:46

43:46

From fighting fires to stoking them through dynamic sales competitions, Stefanie Boyer’s road to professional sales education is riveting. Dr. Boyer, Professor of Marketing and head of the sales program at Bryant University, never lost the drive to compete after suffering a career ending injury as an athlete in college. The pivot in life took her on a wild ride including stops as a firefighter, a stint in door to door sales, and ultimately a career as a highly successful professional sales educator. In the latest episode of our Tech Sales is for Hustlers: Campus Series podcast, hosts Kristen Wisdorf and Libby Galatis sit down for a fantastic session with Dr. Boyer. You’ll hear her share why she believes sales can’t only be taught in the classroom, why professional detours are one of the best things that can happen to you, and the reason she encourages her students to practice the art of sales through tough yet practical competitions.…

Tech Sales is for Hustlers

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Campus Series: Ryan Mullins - Dr. Sales 42:28

۴ years پیش42:28

42:28

Translating wind-tunnel performance into $30M plane design recommendations at Boeing turns out to be a phenomenal entrée into a professional sales education career. Dr. Ryan Mullins, an award-winning author, Associate Professor in Marketing, and Executive Director of the Sales Innovation Program at Clemson University, traveled a fascinating route from aerospace engineering to his role as a dynamic sales educator. Now he harnesses his past to train and prepare the next generation of expert sales professionals. Meet Dr. Mullins on this week’s episode of Tech Sales is for Hustlers: Campus Series. Tune in as hosts Kristen Wisdorf and Libby Galatis uncover how he developed one of the most successful sales programs in the country, why he takes an analytical approach to teaching sales, and why he believes in exposing students to a wide variety of sales education activities inside and outside the classroom.…

Tech Sales is for Hustlers

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Campus Series: Howard Dover - Skill, Drill, and Support 47:24

۴ years پیش47:24

47:24

For Dr. Howard Dover, there is no success for his students without unwavering support from leadership. This is precisely how his sales program at the University of Texas at Dallas differentiates itself from other programs. Dr. Dover, the Director of the Sales Program at the University of Texas at Dallas, founded the sales program at UTD and has carefully cultivated its steady growth over the years. He believes the hallmark of his dynamic sales program is the ability to give away scholarships and change lives by granting access to the program for those who otherwise would not have been able to join. Tune in to this week’s Tech Sales is for Hustlers: Campus Series episode with hosts Kristen Wisdorf and Libby Galatis to hear Dr. Dover share what it takes to be a successful sales mentor, offer his perspective on collegiate sales competitions, and outline what he asserts are the three pillars of successful sales pros: the skillset, the toolset, and the mindset.…

Tech Sales is for Hustlers

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Campus Series: Faye Hall Jackson - CEO of Self 36:08

۴ years پیش36:08

36:08

Faye Hall Jackson formed a core value early in her life: regardless of where you are, you are always CEO of yourself. It’s a belief her parents instilled in her. Passing that life ownership lesson on to her sales students is a major part of her mission as a Professor in the Department of Management, Sales, and Marketing at Tuskegee University. She helps students understand that you can fail, make mistakes, get back up, and even fail again. But if you constantly put in the work to make it better, the sky is the limit. That is what it means to be the CEO of your life, and that is precisely what it takes to succeed in professional sales. On the latest Tech Sales is for Hustlers: Campus Series podcast, sales educator Faye Hall Jackson joins hosts Kristen Wisdorf and Libby Galatis for an engaging conversation. She reveals why she teaches students to value so much more then compensation in an initial sales job, how she teaches the concept of consultative sales, and why sales is not just about selling any longer.…

Tech Sales is for Hustlers

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Campus Series: Brent Baker - The "Aha" Moment 43:07

۴ years پیش43:07

43:07

What are transferable skills? As Dr. Brent Baker illustrates for his students, the same skills that help you become a better sales pro can help you be a better spouse, a better worker, and a better friend. Dr. Baker, Associate Professor at the Florida Gulf Coast University, prepares future pros to sell the most difficult products and technologies. But that's not all. He encourages them to think creatively, turn themselves into problem solvers, and sell value above all else. In this episode of Tech Sales is for Hustlers Campus Series, Dr. Baker joins hosts Kristen Wisdorf and Libby Galatis to discuss the connections between sales and life. He shares his incredible story about parting ways with the corporate world to teach sales, how the military made him more responsible, and how one "aha" moment he had with a student made him realize his work makes a big difference.…

Tech Sales is for Hustlers

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Campus Series: Bill Steiger - Humor Is a Powerful Sales Tool 42:01

۴ years پیش42:01

42:01

Dr. William Steiger, an Associate Lecturer at the University of Central Florida since 2009, has learned a lot about the industry watching sales go from a last resort to a competitive program throughout his long and fulfilling career as a sales professor. His competitive sales program selects students with a true passion for sales, regardless if they fit the "typical" sales persona. As sales has evolved over the years, he's seen the multiple paths to success for all types of sales representatives. Dr. Steiger unexpectedly found that introverts are some of his most successful students because they are good listeners, and sales is all about paying attention to your customers' needs and wishes. Listen in to this week’s episode featuring Dr. Steiger to gain a unique insight into the evolution of collegiate sales programs. Also, hear his thoughts on why every job is a sales job, how listening is a salesperson most valuable skill, and why he loves teaching sales so much that he doesn't want to retire.…

Tech Sales is for Hustlers

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Campus Series: Alex Milovic - Don't Be Afraid of Opportunity 43:17

۴ years پیش43:17

43:17

Attending a professional conference and wandering into the right breakout room can change your life. Just ask Dr. Alex Milovic, Assistant Professor of Practice – Marketing and founder of the Center for Professional Selling at Marquette University. While completing his Ph.D. in Marketing, Dr. Milovic attended an event that included a side session on professional sales and it crystalized his own path forward. He went on to start the sales program at Marquette in 2014, and his efforts are directly shaping the future for the stand-out sales pros of tomorrow. In the latest Campus Series episode of Tech Sales is for Hustlers, Dr. Milovic joins co-hosts Kristen Wisdorf and Libby Galatis to explain why he encourages students to always play the long game, how he preps them for their inevitable “pit of despair” moment, and why he believes failure is a key ingredient to career progress.…

Tech Sales is for Hustlers

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55: Dan Yorkey - Be a Mentor, Not a Boss 1:25:38

۴ years پیش1:25:38

1:25:38

If you grow up in wine country, making fancy wines might seem like a natural career choice. But Dan Yorkey pivoted off that path early on and he’s never looking back. A native Californian now turned East Coast sales pro, Dan discovered a natural talent for sales born from his early experiences helping customers and working for his parents in an auto parts store. And as you’ll hear in this episode of Tech Sales is for Hustlers, Dan keeps a few core beliefs that are sacred to his success in sales. Today Dan is a successful Senior Manager of Global Business Development at BioCatch. Among other priceless pearls of wisdom, tune in to hear why he always knows his sales numbers cold, why he prioritizes desire over experience when hiring SDRs, and the secret sauce behind his equal parts manager and mentor leadership style.…

Tech Sales is for Hustlers

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54: Joey Cohen - Always Play the Long Game 1:05:44

۴ years پیش1:05:44

1:05:44

Joey Cohen is a testament to memoryBlue's commitment to elevating from within. 7 short years ago, Joey joined memoryBlue as a Sales Development Representative. In those 7 years, Joey has been an integral part of developing sales teams for each of our services and mentoring the next generation of sales talent. While he's not quite in the same place as he was 7 years ago, some things never change as Joey still doesn't know how to tie a tie, but that doesn't matter because he's still a master of selling the intangible. His secret? Patience and commitment to following through on his goals. The sales industry is rough, particularly for newbie SDRs and young professionals. It's not easy getting that first 'No' from a prospect. But that's Joey's sweet spot. Joey says the key is never to burn a bridge with your clients. Instead, focus on nurturing the prospect by providing value over time to turn that 'No' into a 'Yes.' Tune in to this week’s episode of Tech Sales is for Hustlers featuring Senior Account Executive, Joey Cohen as he dives deep into the value of being resilient, why having a learning mindset is vital, and how to effectively push through the hard times.…

Tech Sales is for Hustlers

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53: Kaitlyn Garish - Don't Be Afraid to Disappoint 56:09

۴ years پیش56:09

56:09

Think it’s easy to make the leap from SDR to Manager? Kaitlyn Garish has a small piece of advice for you – buckle your seatbelt! Kaitlyn, now a successful Commercial Account Manager at Invanti, has had an amazing start to her sales journey that has taken her from Silicon Valley to New York and now to Austin, TX. From her strong start as an SDR at memoryBlue to her elevation into SDR management and beyond, she consistently works to keep the bigger picture in mind no matter how rocky the path ahead may appear. Catch Kaitlyn on this week’s episode of Tech Sales is for Hustlers, where she shines light on her experiences as a woman in professional sales, spotlights the unique differences between being an SDR Manager and an AE, and why she believes so firmly in the power of surrounding herself with great people in her professional life.…

Tech Sales is for Hustlers

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52: Thaddeus Walsh - Success Is Addictive 1:29:40

۴ years پیش1:29:40

1:29:40

Imagine being so curious and committed to problem solving that you end up building a Google Sheet for sales reporting that nearly breaks the internet. Thaddeus Walsh is that guy – a sales pro who goes way beyond the call of duty because he takes time to really understand the heart of the matter. That “dive deep” style has led him to continuous success at every step of his career. Thaddeus, now a Solutions Architect at Cmd, is simply one of memoryBlue’s most notable alumni. A standout SDR and Delivery Manager, Thaddeus shares why taking the time to understand your space inside and out sets you apart, how he refuses to accept that something is too difficult to learn, and why managing people has taught him five times more than any individual contributor role he’s ever held.…

Tech Sales is for Hustlers

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51: Ruben Rosado - Consistency is Key 1:00:54

۴ years پیش1:00:54

1:00:54

Can a person be a YouTube star, a mastermind salesperson, and a company rep that keeps trying despite the obstacles? Meet Ruben Rosado, Account Executive at Confluent, a company that's slowly but surely winning in a digital-first world. Ruben has always wanted to work his way, and that's how he decided to get into sales. One of his first and most memorable experiences refers to selling timeshares across Wyndham. It helped him acquire valuable selling skills that later allowed him to become a mastermind company rep, always ready to learn new lessons and get better at what he does. In this episode of Tech Sales is for Hustlers, Ruben Rosado shares his story with our hosts Chris Corcoran and Marc Gonyea. He explains why he believes in the power of discipline, what self-improvement means to him, and how he sees himself in the next 3 to 5 years.…

Tech Sales is for Hustlers

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50: Carly Prunier - Sunday Afternoons with Carly 57:47

۴ years پیش57:47

57:47

"It's not easy, but you have to want it. If you don't want it, it's not for you." That's what Carly Prunier, Sales Development Representative at Snyk, thinks about sales. She points out how important it is to be highly motivated, goal-oriented, and the wisdom it takes to succeed. Carly believes that building strong and sincere relationships with potential clients is the best first step toward personal and professional improvement. In this episode of Tech Sales is for Hustlers, Marc Gonyea and Chris Corcoran talk with Carly Prunier about her beginning in sales. Carly reflects on the most important aspects of her personality and professional growth. She explains in detail what a sales rookie can expect when starting a new career and how to overcome the most common obstacles. Tune in and learn why Carly thinks that women are better at sales, why it is essential to make a distance between personal life and business, how to protect yourself from failure and burnout, and much more.…

Tech Sales is for Hustlers

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49: Sadie Kneuper - Listen, Understand, Engage 1:04:39

۴ years پیش1:04:39

1:04:39

Sadie Kneuper, Enterprise AE at CB Insights, will tell you the difference between chatting and listening is simple – people chat, sales pros listen. And, as she explains to her team of SDRs during training, it’s the single best way to get to know your customer and help solve their problems. Sadie is a student of the game and was a Semi-Finalist in the memoryBlue 2021 Alumni of the Year competition. Today she manages her own high-performance SDR team. In this episode of Tech Sales is for Hustlers, Sadie relays how honest conversations can yield valuable information, why she takes time to learn from her SDRs even as she teaches them the ropes, and how she makes being a “wild pro” work in a non-traditional way.…

Tech Sales is for Hustlers

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48: Tommy Gassman - "The Figure it Out" Factor 1:12:29

۴ years پیش1:12:29

1:12:29

He may have been born to drive fast cars, but Tommy Gassman certainly found sales to be the next best option. Tommy, a dedicated muscle car enthusiast, sports a decade-long track record of sales success at memoryBlue that makes him one of the most compelling figures in company history. He over-achieved as an SDR, helped create the firm’s first internal sales team, built it into a high-performance machine, and has been instrumental in creating massive company growth ever since. On this special episode of Tech Sales is for Hustlers, we return to the roots of the firm with Tommy Gassman, memoryBlue’s Head of Growth. Tommy lets listeners sit shotgun on a wild ride down memory lane as he discusses his first successful (and not-so-successful) sales deals, the pre-cell phone era, and that time he almost quit. Don’t miss this one!…

Tech Sales is for Hustlers

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Campus Series: Wayne Keene - Curiosity, Empathy, and Appreciation 49:57

۴ years پیش49:57

49:57

A college degree doesn't make someone a good salesperson or a great steelworker. Good salespeople understand other people, listen to them, and know-how to communicate with them. Other things that define a salesperson include curiosity, empathy, appreciation, and even tolerance. But can students learn those things in college, or these qualities come naturally? Dr. Wayne Keene, a professor at the University of Missouri, talks about his thorny path to success and his rich experience in different job positions - from a janitor at Walmart to a sales professor with a Ph.D. He shares the most valuable advice future salespeople will find helpful, including the challenges one must overcome to succeed. In this episode of Campus Series, Dr. Wayne Keene and hosts Kristen Wisdorf and Libby Galatis talk about the importance of choosing the job you love over the money. How strong communication skills can help a salesperson grow, and how life can bring us to the most unexpected places.…

Tech Sales is for Hustlers

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Campus Series: Deirdre Jones - Everyone Is in Sales 48:52

۴ years پیش48:52

48:52

No matter what you do for a living, you’re in sales. And Deirdre Jones makes sure all of her students understand this important lesson. Deirdre is the Director of the Edward H. Schmidt School of Professional Sales at the University of Toledo, and few can match her passion for professional sales. She often tells students a sales course in college could be the single most important and applicable class any of them will take. The skills, lessons, and tactics applied in professional sales will serve them well no matter where they end up. In this episode of the Tech Sales is for Hustlers: Campus Series podcast, hosts Kristen Wisdorf and Libby Galatis get exclusive insight into the sales program at University of Toledo through Deirdre’s dynamic perspective. She dispenses a wealth of knowledge in this episode, divulging everything from her own personal secrets for sales success to her unique insights born out of running one of the first college sales programs in the country.…

Tech Sales is for Hustlers

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Campus Series: Tim Butler - Asking The Right Questions 43:51

۴ years پیش43:51

43:51

Sales is an often-misunderstood profession, and it’s not always a “top of mind” career path for college students. Yet through his dedicated efforts in higher education, Tim Butler is working to change all of that. As the Director of the Steele Center for Professional Selling at the University of North Alabama, Tim is pioneering a sales program that is changing the lives of the students by setting them up for success in the sales world. As he explains to his students, a sales career is about much more than the money - it’s about adding value to a company. And he refuses to believe there is only one type of person or personality that thrives in sales. It’s about product knowledge, problem-solving capabilities, and critical thinking, all of which can be taught in sales education. In this episode of Tech Sales is for Hustlers: Campus Series, hosts Kristen Wisdorf and Libby Galatis get Tim Butler’s take on breaking the stereotypes around sales, the essential qualities of a successful sales student, and how he is looking to grow the program at the University of North Alabama to reach as many students as possible.…

Tech Sales is for Hustlers

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Campus Series: Riley Dugan - The Heart of Sales is Persuasion 41:47

۴ years پیش41:47

41:47

In the new episode of Campus Series, Riley Dugan joins Libby Galatis and Kristen Wisdorf to discuss sales. Riley is a professor of marketing at the University of Dayton and very passionate about his calling. He believes persuasion is the heart of everything we do. Riley is a big fan of experiential learning. In his courses, students have the chance to participate in role-plays and learn the skills of negotiation. He is probably the only professor in the country introducing ancient Greek philosophy to sales students. The guest reveals why students choose to come to the University of Dayton and discusses the importance of practical knowledge. He teaches students to be patient and deal with rejection. Every job offer that comes their way is worth consideration, and they should look at it as a part of professional growth.…

Tech Sales is for Hustlers

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Campus Series: Greg Accardo - Good Habits Make Great Salespeople 46:50

۴ years پیش46:50

46:50

If you’re serious about prepping college students for the professional world, why not put them in the position to manage right away? The most powerful lessons Greg Accardo, the first Director of the LSU Professional Sales Institute at the LSU College of Business, teaches his students is about the daunting transition from college to a career. Greg’s unique approach to education helps them prepare for the professional sales world. One of his most unique methods? Creating a “work-like” hierarchy, having his students self-appoint managers and SDRs who eventually grade their team on their work in order to prepare them for the obstacles of sales leadership and real world accountability. In this episode of Tech Sales is for Hustlers: Campus Series, Greg recounts his unique path to sales and reminds students that there is no professional success without patience and dedication. Listen in as Kristen and Libby dig into Greg’s sales advice through an educator's perspective including how he teaches his classes that reading, mentorship, and asking questions are the pillars to success in any sales industry.…

Tech Sales is for Hustlers

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Campus Series: Terry Loe - Inspiration, Motivation, and Willingness to Work Hard 40:35

۴ years پیش40:35

40:35

What defines a successful salesperson? Is it an innate talent or raw skill development? Dr. Terry Loe believes the key is even more fundamental - harnessing a competitive nature. Dr. Loe is the Director of Development and External Relationships at the Center of Professional Selling at the Kennesaw State University. And he will tell you the best salespeople are those who desire to win, hate to lose, and have the ability and drive to beat all the obstacles that stand in their way. In this episode of Tech Sales is for Hustlers: Campus Series, Kristen and Libby uncover a gold mine of wisdom from the sales professor that helped found the NCSC (National Collegiate Sales Competition ), one of the largest national sales competitions in the country. He has been involved in collegiate sales education from the start, and he has witnessed the sales evolution in both the academic institutions and professional industries. Listen in to hear Dr. Loe explain how fulfilling a career in sales can be, how he coaches his students to set up a vision for their future, and the techniques he trains them in to keep motivated on days when they struggle. Hit the link in the comments section to hear the full episode, see show highlights and read the transcripts.…

Tech Sales is for Hustlers

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Campus Series: Andrew Loring - Choosing the Right Path 46:09

۴ years پیش46:09

46:09

If you get the right educator, college sales classes can offer you real-world skills that will help you thrive regardless of your future industry. Andrew Loring is the right educator. Andrew is changing students’ lives as the Associate Director of the Reynolds and Reynolds Sales Leadership Institute and he is a Senior Lecturer at Texas A&M University. In his universe, it doesn’t matter who you are or how old you are, communication, perseverance, and storytelling are key to not just professional sales, but to most career paths. And he teaches his students how a strong sales education can be that unique difference between you and every other candidate when applying for that first job. In the latest Campus Series episode of Tech Sales Is For Hustlers, Kristen Wisdorf and Libby Galatis chat with Andrew Loring as he explains why his program, deep in the heart of Texas, helps aspiring salespeople find their strengths, properly recognize their skills, and find the best way to maximize their abilities to create a bright future career path.…

Tech Sales is for Hustlers

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47: Anton Cardenas - It's Okay To Fail 1:01:51

۴ years پیش1:01:51

1:01:51

If you're going to play sports, you must put in the work and overcome many challenges to be at the top of your game. Even at the top of your game, you will still sometimes fail, but that didn't stop Anton Cardenas. His sports background taught him to have grit and overcome challenges which propelled him to become the rockstar salesperson he is today. Anton details his professional journey and how going to community college and sports, including ice hockey and rugby, heavily influenced his personality and work ethic. He knows that he has to step out of his comfort zone in order to improve his game, both on the field and on the phones. Anton’s advice to new SDRs, instead of chasing instant success, enjoy the process of learning and don't be afraid of experiencing failure. Taking the time to slow down and understand the importance of really listening to your customer will set you apart from the others. Listen in to this week's episode of Tech Sales Is For Hustlers, while Marc and Chris reconnect with former memoryBlue SDR Anton Cardenas and learn first hand the two ways to face defeat and how to smoothly make the transition from SDR to AE!…

Tech Sales is for Hustlers

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46: Kurtis Michela - Never Stop Learning 54:27

۴ years پیش54:27

54:27

Don’t tell Kurtis Michela the age-old adage, “You can never go home again.” His successful career proves precisely the opposite, in fact. Despite the possibility of joining the family office furniture business early on, Kurtis forged his own path when he launched a sales career with memoryBlue. That journey took him from coast to coast and exposed him to a wide variety of companies, products, and, in the end, a rock-solid professional footing. And those important experiences uniquely prepared him to ultimately take on the challenge of that family business and help lift it to new levels of success. On this episode of Tech Sales is for Hustlers, you’ll hear Kurtis explain the important message he would tell himself as he started at memoryBlue, how a snack company transformed his sales abilities, and why playing the long game and betting on yourself is always the right move.…

Tech Sales is for Hustlers

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45: Nimit Bhatt — The Pioneer 2:01:11

۴ years پیش2:01:11

2:01:11

If you want adventure in your professional life, it doesn’t get more daring than traveling halfway across the country to open the first remote office in company history. Because Nimit Bhatt embraced that challenge, memoryBlue was forever changed for the better. Nimit’s career journey mirrors the growth and evolution of our company. He started as an SDR in the HQ office – the only office at the time he joined in 2012 – and has gone on to elevate into multiple leadership positions during his tenure. Client Delivery Manager, pioneering Managing Director of memoryBlue Austin, the company’s first dual office Managing Director (Austin and Silicon Valley), and, most recently, Head of Sales. He is a key member of the company’s Leadership team and his work has helped define who memoryBlue is and what it has become. In this episode of Tech Sales is for Hustlers, you’ll get a ringside seat to Chris and Marc’s first-ever session with a current employee. Nimit’s willingness to explore new professional territory leaves valuable lessons in its wake for our listeners. A natural storyteller, Nimit shares his triumphs, tribulations and, ultimately, his successes with a certain flare that keeps everyone in the room rolling in laughter.…

Tech Sales is for Hustlers

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Campus Series: Richard Tate - Overcoming the Fear of Rejection 41:24

۴ years پیش41:24

41:24

In this episode of Campus Series, you will meet Richard Tate, a professor at James Madison University. He talks about his unique and exciting period in the Navy and sales and how it has influenced his teaching. As a professor in the marketing department, Richard Tate encourages students to seize career opportunities and overcome obstacles during the process. It is important to overcome the fear of rejection , he claims. According to Richard, that's the only way to become a successful salesperson. Richard also explains the importance of finding the purpose of what you are doing, whether you are a student or a sales professional. He focuses on challenges students face once their expectations aren't fulfilled after graduation. What is the key to becoming the best salesperson the world has ever seen? Do the colleges and courses have an impact on our future as salespeople? Listen to our latest episode to find out what Richard Tate has to say about that.…

Tech Sales is for Hustlers

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Campus Series: April Schofield – Practice Makes Perfect 32:06

۴ years پیش32:06

32:06

Do you have to be an extrovert to become a successful salesperson? How do you prepare for your first job interview? And how to pick a good company for your first job in sales? April Schofield is here to answer these questions for us. April teaches sales courses at the Metropolitan State University of Denver, where she’s also the Director of Center for Professional Selling. After being a salesperson herself for several years, she decided to pursue her career as a sales educator, and it’s safe to say she found her calling. According to April, it takes a lot of practice to thrive in sales, that’s why her goal as a senior lecturer is to help her students overcome all obstacles and land their dream jobs. In this episode of the Tech Sales is for Hustlers, Campus Series podcast, April gives first-hand tips on how to jump-start a career in sales, learn the vital industry skills and plan an effective career trajectory.…

Tech Sales is for Hustlers

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44: Tiffany Dunn - The Trailblazer 55:24

۴ years پیش55:24

55:24

Tiffany Dunn used sales as a tool to carve out her own unique career path, and that’s only scratching the surface of the matter. A self-admitted introvert, Tiffany wasn’t shy about leaving her mark on memoryBlue. She succeeded in multiple roles at the firm before ultimately creating her own dream job right within our walls as the first Salesforce administrator in company history. Today Tiffany is a successful 3X Salesforce Certified consultant for Publicis Sapient. And you better believe she didn’t get there by accident or through luck. In this episode of Tech Sales is for Hustlers, you’ll hear how Tiffany convinced memoryBlue ownership to invest in her and her vision for a more robust sales operations unit at the firm, how she relies on her own rabid curiosity to build expertise, and why breaking out of her comfort zone was crucial to future success.…

Tech Sales is for Hustlers

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43: Tim Fabian - Never Take No For An Answer 44:51

۴ years پیش44:51

44:51

Hockey and sales parallel nicely. Tim Fabian, a former college hockey player and hockey coach, will tell you getting knocked down and popping back up is integral to both crafts. Tim grew up in upstate New York where he studied political science, initially considered law school and dreamed of a career on skates. But life had other plans for him. He eventually found an interest in sales and he started by selling Toshiba copiers door-to-door. But thanks to an assist from an old hockey friend, he found memoryBlue and his professional career took flight. Today he uses his extensive sales experience and training within the vast field of medical device technology as a Senior Mako Product Specialist at Stryker. In this episode of Tech Sales is for Hustlers, Tim shares how everything about professional sales is vital in his role with medical technology, why his sales experience with the C-Suite helps him build relationships with doctors today, and how lessons he learned on the ice serve him well professionally.…

Tech Sales is for Hustlers

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Campus Series: Brian Collins - It's Not Just About The Money 49:14

۴ years پیش49:14

49:14

Whether we want to admit it or not, sales is in every part of our lives. The way we make agreements or negotiate is the same way salespeople close deals. Even when we apply for a job, and we are asked to come for an interview, we present our skills and experience in a way so as to sell them to the "buyer" (potential employer). But what is it like to be a professional salesperson? Brian Collins, Professor and Director of the Sales Center at Virginia Tech, says people have misconceptions about what a salesperson is. Many think salespeople only want to earn a buck regardless of their clients' well-being. As Brian will tell you, that's simply not the reality. Professionally educated salespeople are focused on delivering the best solutions for their clients. They build relationships and seek long-term collaborations. In this episode of Tech Sales is for Hustlers: Campus Series, Brian Collins and hosts Kristen Wisdorf and Libby Galatis discuss the crucial lessons students must learn before entering the sales world. You'll hear Brian explain why it is natural to make mistakes in your first job, and why you should let yourself fail. Embrace a mindset of professional growth and these critical lessons will lead to long-term success.…

Tech Sales is for Hustlers

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Campus Series: Mark Weber - How to Win in Sales and Influence People 43:32

۴ years پیش43:32

43:32

Picking a career is not an easy task, especially when you’re a young student fresh out of college. Luckily for students at the Catholic University of America, they have Mark Weber to guide them towards success. Mark spent more than 30 years in high-tech sales leading sales teams and hiring sales representatives. Now he’s a different kind of leader, helping college kids get into the business and, even more importantly, thrive in the industry. With his ongoing support and professional input, it’s safe to say that he guides the next generation of sales superstars. Despite being a salesman at heart, he focuses on teaching his students what B2B selling is really about, rather than trying to get them into sales. It’s then up to them to make the final career decision. In the first episode of the Tech Sales Is For Hustlers, Campus Series podcast, Mark shares his tips to becoming a successful salesperson and the steps students should take upon graduating from college to ensure they’re on the right track.…

Tech Sales is for Hustlers

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42: Trey Surber - Built On Trust 54:17

۴ years پیش54:17

54:17

Imagine pouring your heart and soul into a potential $500K+ deal for nearly a full year, only to lose and find out the winning company had it in the bag the whole time due to a personal connection. As Trey Surber will tell you, some sales lessons are powerfully painful. But through those lessons, Trey, now a successful Account Executive at Tableau, forged a winning sales philosophy built on repeatedly earning client trust. Inspired by his father’s successful sales career, Trey launched his own professional path selling bikes, ceiling tiles, and, eventually, learning about high-tech sales at memoryBlue. His range of experiences include selling products as well as services, and selling into commercial and federal spaces. Through it all, he has emerged as a polished, highly accomplished sales professional. In the latest episode of Tech Sales is for Hustlers, learn why building trust is paramount to Trey, how sales was always in his blood, and why he believes bringing energy to your daily routine will set you apart from the pack.…

Tech Sales is for Hustlers

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41: James Adeyanju - Tackling Tech Sales 46:00

۴ years پیش46:00

46:00

While you’re reading this, James Adeyanju has his head down, outworking you. That’s an instinct you learn quickly as a major D1 college athlete – always stay one step ahead of the competition. After playing on a scholarship at Big Ten football powerhouse Wisconsin and graduating, James left football behind and threw himself into the world of professional sales. With zero experience but 100% enthusiasm, he moved from the Midwest to Silicon Valley and launched his career at memoryBlue. James, now an Account Executive at Zoom, honed his skills and put maximum effort into always going the extra mile. His willingness to be coached, study his own sales game, and outwork the competition quickly created a range of career advancement opportunities. On this episode of Tech Sales is for Hustlers, learn how James applies his college football experience successfully to sales, why he embraces the significance of failure, and how he maintains a mindset oriented around learning and growth.…

Tech Sales is for Hustlers

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40: Micah Asohan — Make Me a Believer 1:07:03

۴ years پیش1:07:03

1:07:03

Micah Asohan's professional journey starts with his relocation from Michigan to DC, and later to Texas, and back to Michigan. Micah likes adventures and challenges. He believes in hard work, loyalty, and taking the initiative. Professional choices allow him to combine his two passions- sales and traveling. Micah was born and raised in Big Rapids, Michigan. After graduating from high school, Asohan decided to take a year off, travel, and find his passion. After a one-year journey, Micah knew he wanted to do something in business. He went to Ferris State University and focused on marketing. Advertising and marketing were not for him, and thanks to one professor, Micah discovered sales and was determined to build a career in this field. On this episode of Tech Sales is for Hustlers, Micah Asohan shares stories about his professional growth. The guest talks about the time he spent with memoryBlue and his current position at Fortinet. Above all, he encourages those struggling with both school and career challenges and says: ''Don't give up!''.…

Tech Sales is for Hustlers

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39: Patrick Stillmun — Trust the Process 1:02:48

۴ years پیش1:02:48

1:02:48

Patrick Stillmun approaches each project with an open mind. He also believes learning from successful people leads to desired results. And above all else, he understands that no goal is too lofty if you are disciplined and ready to embrace a good challenge (even if it means taking it personally and fighting for yourself). After graduating from Catholic University, Patrick landed his first job at memoryBlue as a Sales Development Representative. As a former college athlete, the things he learned on the football field absolutely helped him progress rapidly in sales. In this episode of Tech Sales is for Hustlers, Patrick talks about his early days at memoryBlue and how that road led him to his current position in Sonatype. Along the way, he recaps his college days in the DC area and explains why discipline and competitiveness are crucial for sales success.…

Tech Sales is for Hustlers

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38: Matt Genoa - Create Your Own Opportunities 55:21

۴ years پیش55:21

55:21

Matt Genoa always wanted to be in sales, even before he entered college. That’s what made his eventual career path so unexpected. Hired into memoryBlue as an SDR, he had the chance to get heavily acquainted with the world of CRM software and it quickly piqued his interest. That early exposure to sales operations, combined with a corporate reshuffle later in his sales career that led to a job loss, helped Matt crystalize his professional aspirations. He reinvented himself, playing the long game and focusing on his love of Salesforce, and he ultimately made his own future. Today Matt is a successful Regional Success Architect Director at Salesforce. In this episode of Tech Sales is for Hustlers, Matt reveals how he followed his passion to become a sales ops consultant, the twists in his path that led him to Salesforce, and the work he put in to ascend into his current role. Careers don’t always move in straight lines, and Matt is living proof that that’s a very good thing.…

Tech Sales is for Hustlers

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37: Heather Bodenhamer - Discipline Means Freedom 54:17

۴ years پیش54:17

54:17

Heather Bodenhamer didn't plan on entering tech sales, or the tech market, in general. She had her sights set on working in sports, but after coaching a professional women's soccer team in Switzerland, and realizing that she would never make enough money as either a women's coach or working for a physical therapy clinic, she went into bartending. That's when a friend of hers told her about memoryBlue. It took Heather some convincing to take the job, given she had been a shy person, but after doing cold calls, she became more confident. Her work path eventually led her to larger, Federal companies that gave her further insight into her current job path. In this episode of Tech Sales is for Hustlers, Heather shares her thoughts on discipline, she recounts the transition from SDR to AE, and recounts how sales helped her come out of her shell.…

Tech Sales is for Hustlers

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36: Huy Nguyen - Yes, and 51:43

۴ years پیش51:43

51:43

Huy Nguyen moved to the U.S. from Vietnam when he was seven years old. He had never been on an airplane, didn’t speak English and had never lived in a house (or anything other than a hut made of leaves). His path to tech sales was atypical. When he graduated with a marketing degree from the University of South Florida in 2018, he took a job as a graphic designer at a financial firm. He wasn’t a fan of the work, however, so he bought a one-way ticket to London to perform improv and make websites on the side. Unsurprisingly, his couch-surfing lifestyle wasn’t sustainable, so he moved back to the U.S. where he discovered high-tech sales and memoryBlue in Austin, Texas. But Huy’s early days as a Business Development Representative were just as rocky. “I didn’t have any money back then,” Huy says. “I had maybe $200 or something in my name. I had probably $3,000 in debt. And I ended up living at different Airbnbs for like $30 a night. My girlfriend came to visit me at the time, as well, and we were just sleeping in my car.” On this episode of Tech Sales is for Hustlers, Huy, now a successful Enterprise Business Development Professional at Couchbase and a Finalist for the 2020 memoryBlue Phenom Award, discusses how he improved at selling despite nearly quitting several times. He found success by asking his coworkers for advice, taking the time to get to know the people he was calling and finding a routine that worked for him.…

Tech Sales is for Hustlers

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35: Katie Lowry - Own Your Territory 55:14

۴ years پیش55:14

55:14

Katie Lowry is competitive by nature. Her drive to compete led her to participate in 12 seasons of six different sports (with nine of them at the varsity level) while in school and eventually to a career in professional sales. After graduating from James Madison University with bachelor’s degree in digital communication and Media/Multimedia, Katie landed her first job at memoryBlue as a Sales Development Representative. She thrived thanks to her drive to get to know prospects and their challenges. In fact, because of her ability to book many high quality meetings, she became a legend at memoryBlue, even earning the nickname “Katie the Killer.” On this episode of Tech Sales is for Hustlers, Katie shares how LinkedIn in particular has helped her connect with prospects and why you shouldn’t act like the stereotypical “dumb salesperson.” According to Katie, knowledge is power and will help you succeed in tech sales.…

Tech Sales is for Hustlers

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34: Kellen Robideau - The Robi-do's and Robi-don'ts of Sales 52:18

۴ years پیش52:18

52:18

One of memoryBlue alum Kellen Robideau’s favorite memories is when three coworkers dressed up as him for Halloween. “I always want to introduce myself and make new friends … so I wanted to be that fun guy that people enjoyed being around,” Kellen says. Doing so earned him his nickname “Fun Guy Kellen” — which three coworkers dressed up as. “I was like, ‘Are you guys me?’ I was so shook.” After graduating college with a degree in advertising and public relations in 2017, Kellen started his career as an Account Sales Manager at AroundCampus Group, a media company that sells planners, guides and books for college students. At first, Kellen had no idea how to sell planners — but then he realized it wasn’t that different from his old retail job at Scheels. Later on, he became a Sales Development Representative with us here at memoryBlue, where Kellen had to adapt from the door-to-door sales format to cold calls. “I never stopped cold calling,” Kellen says. “[It’s] how I sharpen my skills, because if I ever lose that, I know that my next role won't be as good.” On this episode of Tech Sales is for Hustlers, Kellen discusses how he got comfortable calling rather than relying on emails to contact clients, how he got over his initial desire to give up when sales got hard and why it’s vital to set short-term, realistic goals.…

Tech Sales is for Hustlers

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33: Caity Cover - Sincerity Sells 53:36

۴ years پیش53:36

53:36

Caity Cover learned everything she needed to know about people from waiting tables at Red Robin. “I really think that waitressing for so long taught me how to small talk and build rapport with people,” Caity says. “You make 100 dials and 10 people are going to answer, so how are you going to stand out to those 10 people? ... You have to be you.” Since her more than three years in the restaurant business, Caity has worked as a banker for BB&T and Sales Development Representative with us here at memoryBlue. Now, she’s an Account Executive at the cybersecurity and data analytics company Blackwood. In spite of knowing little about tech or sales early on, she’s found success by networking with other sales professionals, accepting mentorship from her superiors and remembering that, at their core, people just want you to take an interest in them. On this episode of Tech Sales is for Hustlers, Caity discusses the importance of both working hard and playing hard, not letting yourself get intimidated by higher-ups and focusing on getting good at what you’re doing rather than worrying about a five-year plan.…

Tech Sales is for Hustlers

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32: Conal Jaeger - The Glue Guy 59:14

۴ years پیش59:14

59:14

We’re kicking off our five-part 2020 Phenom Finalists podcast series with the one, the only Conal Jaeger. Conal was a veteran at memoryBlue serving 19 months before finding his next role at Gartner. Today he’s managing full sales cycles as a Sales Development Executive at Gartner. A glue guy is a person who keeps the team focused on the task at hand and ensure that they stick together through rough times. Conal has always been the glue guy in every team he’s been on, and you’ll be able to see why when you listen to this episode. On this episode of Tech Sales is for Hustlers, Conal shares the importance of list building, how to navigate your way into a closing role, and he breaks down what good company culture is.…

Tech Sales is for Hustlers

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31: Josh Crippen - Managing Expectations 1:01:50

۴ years پیش1:01:50

1:01:50

When you become a manager your success is built from other people's successes. Arguably, fostering someone's else success is more rewarding than your own success. After a relatively short tenure as an SDR Josh Crippen became a Delivery Manager for memoryBlue. He was now leading his peers - some of which were his close friends. Over the year that he was a DM, Josh learned what it took to be a good manager and he could see what qualities make a great SDR. Today, Josh is an Account Executive at Higher Logic. On this episode of Tech Sales is for Hustlers, Josh recounts his time as a DM, he shares what he looks for while hiring SDRs, and he walks through how to be a good leader.…

Tech Sales is for Hustlers

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30: Erin Anderson - D1 Sales 1:16:02

۵ years پیش1:16:02

1:16:02

Erin Anderson has always been a competitive person. That competitive spirit led her to join George Mason University's D1 lacrosse team and excelling within professional sales. During her student-athlete days, Erin made the Mason record books by having the sixth-highest game time play. After graduation, she joined memoryBlue before quickly getting hired out by her client, where she was employee number two. Today, Erin is an Account Executive at Salesforce. On this episode of Tech Sales is for Hustlers, Erin shares how being a D1 athlete helped her in sales, why it's ok not to know everything when starting a new job, and she breaks down what it was like going from being the second employee at a tiny startup to joining a Fortune 500 company.…

Tech Sales is for Hustlers

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28: Robbie Connors - The Rising Star 1:07:23

۵ years پیش1:07:23

1:07:23

Robbie Connors was memoryBlue's first-ever Rising Star in 2016. Backed with an irreplaceable SDR experience, Robbie interviewed with a variety of companies and captured a handful of job offers. He decided on ScienceLogic and has been with them ever since. The Rising Stars program has blossomed since then and Robbie has even brought on two other memoryBlue alums to his company. Robbie has been a two-time Alumni of the Year Finalist and is an Enterprise Account Executive at ScienceLogic. On this episode of Tech Sales is for Hustlers, Robbie walks through how he was able to make any system work for him, how to evaluate different job offers, and he shares a variety of sales techniques that helped him become a leading SDR.…

Tech Sales is for Hustlers

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27: Julianne Thompson - Blood, Sweat, and Tears 57:01

۵ years پیش57:01

57:01

If you want to be successful in high-tech sales it's going to take blood, sweat, and tears. Especially sweat. Julianne Thompson, formally known as Julianne Sweat is no stranger to putting in hard work. Before she entered the world of professional sales she was dominant on the softball field as a pitcher for The University of Mary Washington. After college, Julianne joined the memoryBlue herd and has been a sales rockstar ever since. Julianne has gone on to become an Alumni of the Year winner and has found a love for managing other salespeople. Today she is the Head of Sales Development at Drift. On this episode of Tech Sales is for Hustlers, Julianne shares how she got into SDR management, the qualities of an exceptional sales leader, and what makes a great SDR.…

Tech Sales is for Hustlers

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26: Sohale Razmjou - The Godfather 1:38:07

۵ years پیش1:38:07

1:38:07

Whether you’ve been in the conference room named after him, worked on his campaign, or seen him work in Marc’s office throughout the week you know the man, the myth, the Godfather, Sohale Razmjou. Sohale began his journey with memoryBlue when he was the third employee ever back in 2005. And since then he has gone through the complete memoryBlue lifecycle. He became a successful SDR, became an alum by getting hired out by his client, he has referred in new talent, became an Alumni of the Year winner, his company became a client and has even hired out other memoryBlue alums through the Rising Stars program. Today, Sohale is a Federal Director at Blackwood. On this episode of Tech Sales is for Hustlers, Sohale recounts his start at memoryBlue when he was the third employee ever, the importance of networking, and he shares the differences between commercial and federal sales.…

Tech Sales is for Hustlers

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25: Aaron Bravo - Mr. Phenom 1:04:57

۵ years پیش1:04:57

1:04:57

Last year memoryBlue launched the inaugural Phenom Award. The honor is given to a recent alum who is off to a fast start since departing memoryBlue. Over 50 applications were submitted and Aaron Bravo reigned supreme. After getting hired out by his client, Motorola Solutions, Aaron became a field rep with one of the largest territories on the software enterprise team and oversaw a team of five people. Needless to say, Aaron had a huge impact at Motorola which led to his inaugural win. On this episode of Tech Sales is for Hustler, Aaron shares why listening is the key foundation in sales, how he was able to book multiple prospects on a single call, and he breaks down his climb up the corporate ladder.…

Tech Sales is for Hustlers

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24: Ellen Hansen - The New Kid 1:02:12

۵ years پیش1:02:12

1:02:12

It's hard being the new kid at school but when Ellen Hansen moved from Viva Las Vegas to the suburbs right outside of Richmond, Virginia, it taught her the life lesson of being comfortable being uncomfortable. That valuable life lesson has allowed her to adapt quickly to any new situation she comes across. After being an SDR for memoryBlue for a short five months, Ellen's talent was swiftly recognized and was hired out by her client. Today, Ellen is continuing to excel as a Corporate Account Executive at Okta, Inc. On this episode of Tech Sales is for Hustlers, Ellen walks through how she was able to get hired out so quickly, her signature move the 1-2 punch, and her strategies to absolutely destroy a compensation plan.…

Tech Sales is for Hustlers

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23: Percy Darkwah - In It To Win It 1:00:08

۵ years پیش1:00:08

1:00:08

"If you're good enough, you'll win." And if you're Percy Darkwah you're in it to win it. Since the beginning of his tech sales career, Percy has always taken calculated risks and bet on himself to further his career. That undying will to succeed has led him to move from Virginia to Dallas, Texas, and now to Toronto, Canada. Today, Percy is crushing it as an Enterprise Account Executive at AppDynamics. On this episode of Tech Sales is for Hustlers, Percy walks us through his non-linear sales career, how he was able to close a deal with a burger delivery, and questions to ask potential managers during the interview process.…

Tech Sales is for Hustlers

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22: Ashley Lounsbury - The Hand-Raiser 1:06:00

۵ years پیش1:06:00

1:06:00

Everyone has had a moment in school where a teacher will ask you a question, you know the answer but you just simply don’t raise your hand. If you sit idly by, who will hear what you have to say? Ashley (Sprano) Lounsbury is a prime example of the benefits of raising your hand. She has always made it known what she wants and that she’s willing to hustle hard to get there. Today, Ashley is an Enterprise Account Executive at Tableau, a Salesforce company. On this episode of Tech Sales is for Hustlers, Ashley shares that having courage is a pivotal characteristic to have in sales, the importance of raising your hand to progress your career, and she explains what it’s like being a woman in sales.…

Tech Sales is for Hustlers

1
21: Matt Bright - Making Lemonade 1:00:41

۵ years پیش1:00:41

1:00:41

When life gives you lemons, make lemonade. Ever since a young age, Matt Bright has been making every deal just a little bit sweeter. Matt hails from Columbia, Maryland, and went to the University from Maryland. Shortly after graduation, Matt started his rewarding sales career at memoryBlue. He decided to stay on board and became the second salesperson ever to sell memoryBlue's services. Today, Matt is a Sales Director at Snyk. On this episode of Tech Sales is for Hustlers, Matt Bright shares the importance of listening to call recordings and learning from other reps, how he sizes up startups, and why his favorite and most valued deals are self-sourced.…

Tech Sales is for Hustlers

1
20: Brian Thompson - 48 Days 1:00:24

۵ years پیش1:00:24

1:00:24

Imagine working on behalf of a company for only 48 days and impressing the cofounders so much they make you a permanent job offer. SDRs at memoryBlue often get hired by a client, but usually it’s after working on a campaign for several months or even a year. It generally takes time to prove your worth. But Brian Thompson was a rocket ship, getting hired out by his client (Capterra) in one of the quickest timeframes throughout the 18+ year history of memoryBlue. Those 48 days were filled with countless dials, a steep learning curve, and lots of laughs. Today, Brian is a successful Strategic Business Development Executive at Gartner. On this episode of Tech Sales is for Hustlers, Brian recounts his upbringing in the “Star City” (Roanoke, VA), his interesting experience with an acquisition, and why believing in the product you’re selling is of utmost importance to sales professionals.…

Tech Sales is for Hustlers

1
19: Mo Hassan - Whatever It Takes 1:08:35

۵ years پیش1:08:35

1:08:35

Success isn't given, it's earned, and Mohamed "Mo" Hassan will do whatever it takes. Mo was born in Egypt before he and his family immigrated to the States. He learned from a young age to be successful meant hard work, tenacity, and above all family. Throughout his personal and professional life, Mo has faced adversity at almost every corner but has fought tooth and nail to overcome each obstacle. Despite the cards he's been dealt with, Mo has continued to have a positive outlook. Today Mo is an Account Executive at DH Technologies, and when he isn't closing deals he's co-hosting The Young and Muslim Podcast. The podcast sheds light on the lives of the young and Muslim. On this episode of Tech Sales is for Hustlers, Mo recounts his childhood as a young Muslim, how sales helped Mo come out of his shell, and the importance behind making a sales rep's job easier to excel in your career as an SDR.…

Tech Sales is for Hustlers

1
18: Nelson Lawson - Network Makes the Dream Work 1:09:30

۵ years پیش1:09:30

1:09:30

In the small world of sales, it’s equal parts what you know and who you know. Over the past 14 years, Nelson Lawson built a vast and strong network of peers that he often leveraged on his path toward becoming Managing Partner of DC Consulting Service, LLC. His firm is a value-added reseller and leading provider of information security solutions and professional services. In fact, some of his vendor partners today were his former coworkers. On this episode of Tech Sales is for Hustlers, Nelson shares his experience with sales burn out, why it is vital to know your sales manager’s goals, and how he embraced the entrepreneurial spirit to start his own value-added reseller.…

Tech Sales is for Hustlers

1
17: David Collins - A Gift of the Recession 58:30

۵ years پیش58:30

58:30

If one good thing came out of the Great Recession, it was David Collins. David was a senior at JMU when mB Cofounder Chris Corcoran came to his class and spoke about memoryBlue. Once class was dismissed, David emailed Chris and the rest is history. If the economy and job market were better in 2008, it's possible Chris wouldn't have been able to nail down such talent in those early days of the company. David went on to get hired by his client and he is now a successful Client Principal at Contino. On this week's episode of Tech Sales is for Hustlers, David shares how he met his wife, Erica (Higginson) Collins, at a memoryBlue First Friday happy hour, how he created a professional network in Philly from scratch, and the key differences between selling products and services.…

Tech Sales is for Hustlers

1
16: Philippe Ghattas - When One Door Closes Another Door Opens 57:37

۵ years پیش57:37

57:37

In order to have a successful career in the small tech sales world, you have to leave doors open. Philippe Ghattas had barely started his career in high tech sales when he was laid off from his new job, and he had just turned down another offer from his former memoryBlue client. Fortunately, Philippe was able to renegotiate a new job offer from that client and get things on a positive track. Since that very distinct moment in time, he has also always made it a point to never shut a door on the way out. Today, Philippe is living in London working as an Account Executive at Sisense. On this episode of Tech Sales is for Hustlers, Philippe shares with us the pros and cons of working at both small and large tech companies, what it’s like working abroad, and how he’s able to maintain lasting relationships that allow him to keep all of his options open when opportunity comes knocking.…

Tech Sales is for Hustlers

1
15: Keith Hoffmann - No Days Off 1:02:35

۵ years پیش1:02:35

1:02:35

Sales isn't just a career, it's a lifestyle. And if you're living the life of Keith Hoffmann, that lifestyle means no days off...and you love every second of it. Keith Hoffmann - affectionately called "The Hoff" by his fellow mB alumni - eats, sleeps, and breathes sales. Born and raised in a blue collar, tough-as-nails part of Philly, Keith was never afraid of putting in hard work. That ironclad work ethic, along with a never-ending thirst to continuously grow his sales abilities, has helped him create a wildly successful enterprise sales career. Today, Keith is a Senior Director at ProcessMAP. On this episode of Tech Sales is for Hustlers, Keith pulls no punches as he walks listeners through his “sell or don’t eat” first door-to-door sales gig (where he rose quickly to become the number one rep across the country), how he made due living out of his car in order to take a chance on memoryBlue, and why he knows the most successful sales pros view sales as a lifestyle, not a career.…

Tech Sales is for Hustlers

1
14: Arash Almasi - The Sales Grandmaster 1:03:33

۵ years پیش1:03:33

1:03:33

In your sales career, much like a game of chess, you should be looking three steps ahead. When Arash Almasi first started his career at memoryBlue, he knew he wanted to become a closing rep as soon as possible. He mapped out the stepping stones necessary to get to that coveted position and created opportunities for himself, instead of waiting for opportunities to come to him. Today, Arash is an outstanding National Account Manager at Glassdoor. On this episode of Tech Sales is for Hustlers, Arash recounts his signature "fireman" move to get past gatekeepers, how he was able to cold call his way through Silicon Valley to find a job at a tech company, and the fundamental principles he employs to keep his clients happy.…

Tech Sales is for Hustlers

1
13: Evan Thomas - Coast to Coast Sales 56:53

۵ years پیش56:53

56:53

Maryland native Evan Thomas heard the calls of the West Coast and he gladly answered. Evan picked up his things, moved across the country in 2015 and hasn't looked back. Today, he resides in San Diego, California, and is an Inside Channel Sales Advisor at SiteLock. Evan studied English at Georgetown University prior to working at memoryBlue. He was quickly hired out by his client, Group Logic, after booking multiple high-quality leads. In fact, memoryBlue left such an impression on Evan that he went on to refer in his older brother, Ian Thomas, as well. In this episode, you'll hear Evan's philosophy on how sales is one great way to help people, how he managed to book a meeting with a C-level executive at Coca-Cola while working at memoryBlue, and the strategy he used to convince his manager to let him move across country.…

Tech Sales is for Hustlers

1
12: Frank Taylor - Raising the Bar 1:06:49

۵ years پیش1:06:49

1:06:49

Frank Taylor has continually raised the bar and we're not just talking about his love for CrossFit. Throughout his life and successful sales career, Frank has raised the bar of excellence. A natural born leader, Frank unveils the secret nobody will tell you: learning to lead takes time, patience, failure and persistence. Today Frank is living in Ontario, Canada, and is a Senior Account Executive at Questica. In this episode, you'll learn from Frank the four stages of starting a new job, why the transition from an SDR role to Delivery Manager (SDR Manager) was the hardest thing he’s ever done, how he settled on an incredibly meaningful parting gift for Chris and Marc as he left memoryBlue, and what to look for in your next job as you advance in your sales career.…

Tech Sales is for Hustlers

1
11: Christian Mory - The Trifecta 1:01:50

۵ years پیش1:01:50

1:01:50

Athlete, Eagle Scout, sales professional. Many are lucky to be successful in just one of those areas, but Christian Mory is the trifecta. Mory became an Eagle Scout before graduating from West Virginia University as a D1 wrestler, today he is a seasoned sales professional as an Enterprise Account Executive at QOMPLX. On this episode of Tech Sales is for Hustlers, Christian walks us through what it was like to move into a closing role, how he went from closing $3,000 deals to $30,000 deals, and what to expect while working at a startup.…

Tech Sales is for Hustlers

1
10: Daniel Clark - Question Everything 1:07:04

۵ years پیش1:07:04

1:07:04

While it technically may have killed the cat, curiosity most assuredly does not produce the same results when it comes to sales. In fact, Daniel Clark will tell you exactly why it is one of the most critical traits a sales pro can possess. Now an accomplished Senior Consultant at Neustar, Clark cut his teeth in sales through good, old fashioned pavement pounding. On this episode of Tech Sales is for Hustlers, you’ll hear Clark expand on what it was like to work a job selling ad space in the student directory while in college, and get a glimpse into his wild world of commission-only timeshare sales after graduation. Warning: these early jobs brought concrete lessons that didn’t come easy!…

Tech Sales is for Hustlers

1
09: Nelson Imade - The Comeback Kid 1:03:32

۵ years پیش1:03:32

1:03:32

When people are faced with a challenge, some make peace with defeat. But the real hustlers conquer those challenges and come back even stronger. Nelson Imade, Sales Executive at Babel Street, is one of those hustlers. In this week’s episode, you’ll hear the story of how Nelson took a bus from the Bronx just to interview at memoryBlue, Nelson’s perseverance after being put on a Performance Improvement Plan twice, and how he manages to have a work-life balance.…

Tech Sales is for Hustlers

1
08: Brendan Andrews - Skin in the Game 1:00:06

۵ years پیش1:00:06

1:00:06

To have "skin in the game" is to have incurred risk (monetary or otherwise) by being involved in achieving a goal. Brendan Andrews has skin in the game. He spent thousands of dollars on coaching to become a better salesperson. That drive to succeed has led Brendan to his current role Account Executive at Thycotic, a cybersecurity company. In this episode, you'll hear why Brendan decided to spend his hard-earned money on one-on-one sales coaching, his morning routine, and his just do it attitude.…

Tech Sales is for Hustlers

1
06: Brandon Eyring - For the Love of Sales 1:04:52

۵ years پیش1:04:52

1:04:52

Not many people think an entry-level job could change your life, but Brandon Eyring wouldn’t trade it for the world. Along with the invaluable skills he learned, Brandon met his wife, Austin Leybourne Eyring right here at memoryBlue back in 2014. In this week’s episode, Brandon walks us through his side of the story of how he and Austin came to be, why he makes personal development a job including his methodology of consuming information, and he shares with us his most memorable win.…

Tech Sales is for Hustlers

1
05: Eric Doerr - Support Our Salespeople 1:07:36

۵ years پیش1:07:36

1:07:36

Semper Fidelis – Always Faithful. Prior to Eric Doerr’s successful sales career, Eric served in the United States Marine Corps for four faithful years. After serving, Eric graduated from the University of Central Florida and ultimately found his way to memoryBlue in 2010. In this episode, Eric recounts his time in the military including his transition to sales, why he recommended his younger sister to come work at memoryBlue, and his advice to SDRs looking for their next role.…

Tech Sales is for Hustlers

1
04: Toby Haertl - A Burning Desire to Succeed 1:07:24

۵ years پیش1:07:24

1:07:24

Toby Haertl falls in that rare category of an individual who will never be satisfied with average. In this week’s episode, Toby walks us through what it was like growing up in Germany and his transition to the States, why he continued to bartend on nights and weekends deep into a successful professional sales career, and how the skills he honed at memoryBlue now allow him the opportunity to weather any marketplace headwinds he encounters.…

Tech Sales is for Hustlers

1
03: Richard Reece - A Student of the Game 1:04:32

۵ years پیش1:04:32

1:04:32

Sales is a game designed to separate the quota-busting hustlers from the bare-minimum stragglers. Richard Reece has been hustling since he started at memoryBlue in 2011. Reece learned early on how to study the game of sales to bring about incremental improvements, and he continuously keeps core skills learned during his time with memoryBlue at the forefront of his work today. In this episode, Reece will let the audience in on the wild hustle he pulled off to even land his SDR job at memoryBlue, how the student became the master when he closed a deal with memoryBlue during his first job after leaving the company, and what important lesson he learned from his biggest deal loss.…

Tech Sales is for Hustlers

1
02: Abigail Lacy - The Selfless Seller 1:04:01

۵ years پیش1:04:01

1:04:01

It can be easy to dismiss sales as a “selfish” profession, it’s a problem that Abigail Lacy personally wrestled with when she started her career at memoryBlue in 2013. But after a few months in her initial SDR role, she discovered that a selfless attitude was the very best way to unlock sales success. In this week’s episode of Tech Sales is for Hustlers, you’ll hear why waiting tables is a great transition into professional sales, how Abigail keeps the notion of serving others front and center in her sales career, and what to look out for in an early-stage technology company.…

Tech Sales is for Hustlers

1
01: Matt Crush - The Value of a 20K Pay Cut 1:13:20

۵ years پیش1:13:20

1:13:20

Would you have the courage to take a $20,000 pay cut to change careers and chart a course for a brighter professional future? That’s precisely what Matt Crush did in order to launch his tech sales career back in 2016. In the inaugural Tech Sales is for Hustlers podcast episode, you’ll hear how (and why) Matt bet on himself, what transpired when he went a whole year without closing a sale, and how all of this set him up for the impressive career success he’s having today.…

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