Tech Sales is for Hustlers Podcast

Getting to the Heart of Successful Tech Sales Careers

Tech Sales is for Hustlers Podcast Cover ArtTech Sales is for Hustlers is a memoryBlue podcast that features company cofounders Chris Corcoran and Marc Gonyea sitting down with former employees – appropriately termed our alumni – to unearth the untold stories, secrets of success and winding pathways that have led to big-time tech sales careers.

Every single featured guest arrived at high-tech sales in a different way, but each shares a common bond: they launched their sales careers right here within the halls of memoryBlue.

The podcast is available on all major platforms, subscribe and listen right now at:

Apple iTunes
Spotify
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Or find it anywhere you get your podcasts. You can also download and listen to every episode right here, and review the full episode transcripts.

Are you ready? Let’s get after it!

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Episode 10: Daniel Clark – Question Everything

Ever have a friendly sales prospect in the car with you when, out of the blue, they insist you pull over and let them out miles from the destination? Daniel Clark got to experience this and much more during his wild ride through the world of timeshare sales after college.

Clark, now a successful Senior Consultant at Neustar, traces his roots in high-tech sales way back to the 100% commission-only start and lets listeners in on the wealth of lessons he’s picked up along way in this episode of Tech Sales is for Hustlers.

Among it all, you’ll hear why he believes analytical curiosity is mandatory in high-tech sales, what the word “compellevant” means (and why it matters), and why he won’t hesitate to hurl tough questions at sales trainers.

Read the Full Episode Transcripts

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Episode 09: Nelson Imade – The Comeback Kid

When faced with a challenge, some people make peace with defeat. Finding the courage to conquer immense hurdles and come back stronger takes an ocean of inner strength. Nelson Imade, Sales Executive at Babel Street, is one of those rare hustlers. Early on, when launching his tech sales career at memoryBlue, Nelson was put on a Performance Improvement Plan twice. Those distant moments proved to be mere speed bumps. Tough times are the crucible in which high performers are born. Nelson smashed those barriers and ultimately came back to become the top SDR in the entire company.

In this week’s episode, you’ll hear the story of how Nelson, a UVA grad who hails from the Bronx, took a bus from New York just to interview at memoryBlue. You’ll learn about his unwavering perseverance during the challenging moments at the start of his career, and you’ll discover how he manages to have a work-life balance despite the rigors and demands of high-tech sales.

Read the Full Episode Transcripts

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Episode 08: Brendan Andrews – Skin in the Game

To have “skin in the game” is to have incurred personal risk (monetary or otherwise) in the pursuit of achieving a goal. Brendan Andrews defines having skin in the game. This former college athlete invested his own money on coaching, to the tune of thousands of dollars, in order to become a better salesperson. That rare perspective around the importance of personal sacrifice for future gain has led Brendan to his current success in his role as Account Executive at Thycotic.

In this episode, you’ll hear why Brendan decided to spend his hard-earned dollars on one-on-one sales coaching, why he values his well-planned morning routine, and how he maintains a continuous “just do it” attitude.

Read the Full Episode Transcripts

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Episode 07: Austin Leybourne Eyring – The Closer

 

When Austin Leybourne Eyring first started her sales career as an all-star intern at AroundCampus, she was nicknamed “The Closer” by her peers. There was no greater rush to her than having a prospect sign the dotted line. That rush has propelled her throughout her successful tech sales career and led her to her current position as an Account Executive at Rapid7. In our last episode, you heard Brandon Eyring’s side of their “How we met” story. This week Austin shares her side.

In addition, you’ll be treated to hearing Austin explain why she pushes leadership, the reason why she almost left memoryBlue too early (and how Brandon helped her through it), and the pros and cons of working from home.

Read the Full Episode Transcripts

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Episode 06: Brandon Eyring – For the Love of Sales

Not many people think an entry-level job will change their lives, but Brandon Eyring’s story may change your mind. Along with the invaluable skills he learned as an SDR, Brandon met his future wife, Austin Leybourne Eyring, right here at memoryBlue in 2014. They’ve been inseparable ever since then, tying the knot in October of 2019. Today Brandon is a successful Sales Development Manager at ZeroNorth, which is home to an array of multiple memoryBlue alums.

In this episode of Tech Sales is for Hustlers, Brandon walks listeners through his amazing “memoryBlue match” with Austin, why he makes personal development a priority (including his methodology of consuming information), and offers detailed insight on a highly memorable win.

Read the Full Episode Transcripts

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Episode 05: Eric Doerr – Support Our Salespeople

Semper Fidelis – Always Faithful. Prior to Eric Doerr’s successful high-tech sales career, he served in the United States Marine Corps for four faithful years. After serving, Eric graduated from the University of Central Florida and made his way to memoryBlue in 2010. While many people try to avoid hard work, Eric embraces what the Marine Corps instilled in him as a professional differentiator. And that will to go the distance is a major reason for his outstanding performance now as an Account Executive at QTS Data Centers.

In this episode, Eric recounts his time in the military including his transition to professional sales, why he recommended his younger sister work at memoryBlue, and his advice to SDRs looking for their next role.

Read the Full Episode Transcripts

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Episode 04: Toby Haertl – A Burning Desire to Succeed

Toby Haertl falls in that rare category of an individual who will never be satisfied with average. Toby grew up in a small town outside of Nuremberg, Germany, and wanted a life that his hometown couldn’t provide. He passed up free higher education in his country at a young age, instead opting to personally pay to start college earlier in the U.S. He ultimately found his way to memoryBlue in 2013 and he took to professional sales quickly. Toby has an unmatched work ethic and his success today as a Global Business Development Manager at CyrusOne is a by-product of the fact that he will never be outhustled.

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.

Read the Full Episode Transcripts

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Episode 03: Richard Reece – A Student of the Game

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. Today he’s a highly successful Platform Account Executive at Informatica, an enterprise data management and integration company.

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.

Read the Full Episode Transcripts

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Episode 02: Abigail Lacy – The Selfless Seller

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.

Read the Full Episode Transcripts

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Episode 01: Matt Crush – The Value of a $20K Pay Cut

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. Today he serves as a highly successful Director of Business Development at Resonate and he’s never looking back.

In this 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 glean insight from a range of valuable lessons he learned from working with two clients during his tenure at memoryBlue.

Read the Full Episode Transcripts