139: Chris Takacs – A Seller’s Responsibility

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.

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137: Ron Cooke – An Unexpected Journey

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 explored 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!

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Campus Series: Mark Michalisin – From the Boardroom to the Classroom

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.

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Campus Series: Thom Coats – Shaping Sales Superstars

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.

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Campus Series: Chris Pardi – The Power of Preparation

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.

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Campus Series:  Lamar Johnson – From Math Major to Sales Leader

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.

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Campus Series:  Scott Inks – Shaping the Future of Sales Education

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. ⠀

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Episode 134: James Holt – Building Trust in Tech Sales

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.  

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Episode 132: Brendan Hartford – From Finance to Fintech

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.

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Episode 130: Mike Ward – The Power of Urgency

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. 

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Episode 128: Sebastian Cuellar – Mastering Discovery Calls

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. 

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Episode 126: Connor Spiegelman – The Carbon University Program

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.

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Episode 124: Kevin Tu – Trust the Process

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.

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Episode 122: Max Hufft – Take Care of Your Network

To thrive in sales, you need to be prepared for constant growth and development. And whether you’re an SDR, an AE, or an SE, you should have some critical traits, such as good communication skills and strong teamwork. But, most importantly, you’ve got to believe in the product you’re selling. 

In this episode of the Tech Sales Is for Hustlers podcast, our hosts Marc and Chris welcome Max Hufft, the senior solutions architect at Veracode. They talk about what it’s like being a solutions architect, why the BDR role is a good starting point for success in sales, and the importance of believing in what you’re selling.

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Campus Series:  April Kemp – Invest in Yourself

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.

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Episode 119: Brian Ball – Prospecting Never Ends

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.

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Episode 118: Stu Dyer – From a Buyer to a Broker

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!

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Campus Series:  Rafael Soltero – The Future is Bilingual

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! 

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Campus Series:  Steve Kozak – Don’t Fear Failure

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.  

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Episode 114: Wes Juchnewicz – Create Your Own Luck

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.

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Episode 113: James Doyle – Using the Triple C’s – Calm, Cool, Collected

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.

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Campus Series:  Stefan Sleep – Sales is Learned Through Experience

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.

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Episode 110: Caroline Myers – Do What Others Won’t

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.  

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Episode 109: Brooklynn Newberry – Lights, Camera, Cold-Calling

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.

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Episode 107: Ethan Chase – The Art of Storytelling

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.  

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Episode 105: Taylor Ritchie –  The Importance of Conversations and Connections

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.

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Episode 103: Matt Gloger –  Focus On What You Can Control

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.

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Episode 101: Shea Gordon –  Learning to Hustle

“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.  

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Episode 99: Jace Edwards – The Path to Managing Director

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.  

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Episode 98: Aspen Streety -From Service to Sales

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.

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Episode 97: Dickie Kapparos –  An Unorthodox Approach to Sales

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.

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Episode 96: Yacine Allaoua -From Public Sector to Private Sector

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.

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Campus Series: Marty Holmes – The Sales Education Foundation

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.  

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Campus Series: Rob Peterson – Repetition Overcomes Fear

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.

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Episode 95: Marco Johnson  – Pinpointing The Pain Points

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.  

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Episode 93: Rob Gonsalves – If You Want To Grow In Your Career, Say It!

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 (Specific. Measurable. Achievable. Relevant. Time-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.

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Episode 91: Emily Shlapak – Take Advantage of Failure to Achieve Success

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.  

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Episode 89: Jeremy Wood – A Passion For Mentoring

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.

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Episode 87: Curtis Giles – Believe in What You Sell

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.

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Episode 85: Casey Rials – Get Out of Your Comfort Zone

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.

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Campus Series: Christopher King – The Importance of Support After Failure

Only you get to define what it means to be in sales. Your approach can bolster the economy, build sustainable communities, and bring solutions that positively impact future generations.

In this episode of the Campus Series podcast, Howard University Professor, CEO of We Are Marcus, and Managing Principal at Theo Advisors Christopher King inspires us to pursue multiple goals, change our perspective on failure, and cultivate characteristics that lead to success.

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Campus Series: Chuck Howlett – Be a Partner, Not a Vendor

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.

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Campus Series: Caitlyn Gill – Sales Require Stamina

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.

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Episode 80: Trevor Shan – A Primal Instinct For Sales

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.

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Episode 79: Mike Mishler – The Prerequisite For Success

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.

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Campus Series: Beth Renninger – You Don’t Need To Know Everything

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.

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Episode 76: Justin Henry – Always Bet on Yourself

If you can’t book the meetings, you can’t close the deals. Even five years past his memoryBlue tenure, Justin Henry still applies the skills he learned as an SDR daily in his AE position.

Now an AE at Zoom, Justin knows that working on a small team means having control of the complete sales cycle, but you need to excel at prospecting. Time and again, Justin has watched would-be closers who lack fundamental sales principles struggle to build pipelines.

In this episode of Tech Sales is for Hustlers, Justin shares insights about transitioning from SDR to AE, how office politics factor into your professional development, and the importance of focusing on all parts of the sales cycle.

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Episode 75: Alex Rodriguez – The Million Dollar Sales Club

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.

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Campus Series: Bonnie Guy – Becoming a Sales Mastermind

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 you can open yourself up to learning and improving. By opening yourself up to new challenges, you may embark on a career you never thought possible.

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Episode 72: Brandon Gip – Family Businesses Build You

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.

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Episode 71: Will Ossai – From the Gridiron to the Grind

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.

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Episode 69: Omari Morgan – The Importance of Fostering Diversity

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.

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Episode 67: Christina Ierullo – Be Your Own Boss

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 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 on 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.

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Episode 65: Stephen Labay – Bet On Yourself

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. 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.

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Episode 63 – Austin Series: Blake Erwin – The Guide

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.

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Episode 61 – Austin Series: Sam Burkhalter – How to Make Progress By Being Patient

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.

In the first episode of our Tech Sales is for Hustlers – Austin Series, 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.

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Episode 59: James Manning – Climbing the Ladder

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.

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Episode 57: Victor Mata – Stay Curious

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.

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.

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Campus Series: Stefanie Boyer – Find Your True Passion

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.

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Campus Series: Howard Dover – Skill, Drill and Support

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.

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.

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Campus Series: Brent Baker – The “Aha” Moment

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.

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Campus Series: Dr. Alex Milovic – Don’t Be Afraid of Opportunity

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.

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Episode 54: Joey Cohen – Always Play the Long Game

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.

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.’

Episode 52: Thaddeus Walsh – Success is Addictive

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.

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Episode 50: Carly Prunier – Sunday Afternoons with Carly

If you’re a potential sales prospect casually relaxing on a Sunday afternoon and your phone rings, don’t be surprised if you hear Carly Prunier on the other end. It’s not a traditional time for cold calling, but Carly isn’t afraid to stand out.

She paved her own path to a successful sales career in record time by going above and beyond. Her innovative sales techniques push the envelope and get results. Whether its calling prospects on Sunday afternoons (less busy), to texting those who miss her calls (more direct), Carley separates herself from the pack constantly.

Tune in to this episode of Tech Sales is for Hustlers to catch up with one of our pioneering Boston office alums Carly Prunier, now a successful Sales Development Representative at Snyk. Carley highlights the characteristics she believes makes women more successful in sales, how she protects herself from burnout and why she focuses on the little things that add up to make a big difference in sales.

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Episode 48: Tommy Gassman – The “Figure it Out” Factor

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!

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Campus Series: Deirdre Jones – Everyone is in Sales

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.

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Campus Series: Riley Dugan – The Heart of Sales is Persuasion

How many professional sales educators take lessons learned from the ancient Greek philosophers and apply them to the craft of sales?

Then again, there are few educators out there with the same non-traditional background as Riley Dugan, Associate Professor of Marketing at the University of Dayton. From teaching 5th graders on the Texas-Mexico border to salmon fishing in Alaska, Professor Dugan has seen it all. And these unique experiences all led him to his current sales education position where he helps shape the minds of future sales professionals.

In this episode of Tech Sales is for Hustlers: Campus Series, hosts Kristen Wisdorf and Libby Galatis uncover the intriguing career path of Riley Dugan and learn how he uses that background to connect with future sales leaders. Riley shows his students precisely how sales techniques are used in every career path, teaches them the connection between sales and Greek stoicism, and you will learn why he prepares students to hear, and value, the word “No” all the time.

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Campus Series: Terry Loe – Inspiration, Motivation, and Willingness to Work Hard

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 Kennesaw State University. And 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.

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.

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Episode 47: Anton Cardenas – It’s Okay to Fail

Every athlete understands the nature of sports – you better put in the work and be ready to overcome challenges to be at the top of your game. Anton Cardenas took those lessons and simply applied them to his professional sales career.

And even at the top of your game, you may still fail. But a few setbacks didn’t stop Anton Cardenas.

In this episode of Tech Sales is for Hustlers, Anton details his professional journey, including the way his experiences at community college and playing ice hockey and rugby all heavily influenced his personality and work ethicHe shares his firsthand experiences with defeat – and you’ll learn the two ways he fought through it to come out better. He’ll also detail how to smoothly make the transition from the SDR role to the AE role, and drop a ton of added insight along the way!

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Episode 45: Nimit Bhatt – The Pioneer

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.

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Campus Series: April Schofield – Practice Makes Perfect

Great sales professionals are made, they are not born. And April Schofield is doing her best to help tomorrow’s sales stars take their first steps toward greatness.

April teaches sales courses at the Metropolitan State University of Denver, where she’s also the Director of the 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, which is why her goal as a senior lecturer is to help her students overcome obstacles and land their dream jobs.

In the latest Campus Series episode of the Tech Sales is for Hustlers podcast, April gives first-hand tips on how to jump-start a career in sales, learn vital industry skills and plan an effective sales career trajectory.

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Episode 43: Tim Fabian – Never Take No for an Answer

A hard day in sales can feel an awful lot like getting checked into the boards in hockey.

But 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 and dreamed of a career on skates. But life had other plans for him. Today he uses his 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 what lessons he learned on the ice that serve him well professionally now.

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Campus Series: Mark Weber – How to Win in Sales and Influence People

Picking a career is not an easy task. But fortunately for students at The Catholic University of America, they have Mark Weber, Executive in Residence/Director of Sales Program, 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 students 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 grooms the next generation of sales superstars.

In our first episode of the Tech Sales Is For Hustlers: Campus Series podcast, Co-hosts Kristen Wisdorf (Head of Client Services and Delivery) and Libby Galatis (Campus Recruiting Manager) sit down with Mark as he shares why so many different personality types can succeed in sales, how he advises his students faced with a choice between future employers, and how he translates the lessons he learned as a sales leader into his educational curriculum today.

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Episode 41: James Adeyanju – Tackling Tech Sales

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.

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Episode 39: Patrick Stillmun – Trust the Process

Patrick Stillmun didn’t go into sales because it was trendy or cool, he went into it with a curious mind and a humble approach. He took a leap of faith more than anything else.

That approach, along with his experience as a college athlete, kept him coachable and willing to learn from successful people. In short, he focused on the process over the end results. Today, he is a stand-out Regional Account Manager at cybersecurity firm Sonatype…and the process is paying off.

In this episode of Tech Sales is for Hustlers, Patrick explains why discipline and competitiveness are crucial for sales success, why understanding the world of cybersecurity is worth the challenge, and how he learned to play the long-game despite the easy allure of shortsighted career choices.

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Episode 37: Heather Bodenhamer – Discipline Means Freedom

Heather Bodenhamer never planned on entering tech sales at all. She had her sights set on working in sports. But after coaching a professional women’s soccer team in Switzerland, and lacking a clear financial future, a friend told her about memoryBlue.

It took Heather some convincing to take the job, given her naturally shy personality. But she took the leap of faith, which allowed the challenges of cold calling and sales to help her grow. It was a path that led her to a range of tech firms selling into the federal space, and she has never looked back.

In this episode of Tech Sales is for Hustlers, Heather shares her view on the massive benefits of discipline, she recounts her transition from SDR to AE, and she discusses ultimately how sales helped her come out of her shell.

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Episode 35: Katie Lowry – Own Your Territory

Katie Lowry is competitive by nature. How else can you earn the office nickname “Katie the Killer?”

Katie thrives thanks to her unrelenting drive to get to know prospects and their challenges. And it was her no excuses mentality that helped her get hired by cybersecurity firm ZeroNorth, where she quickly elevated into an Account Executive role and earned a spot as a Finalist for the 2020 memoryBlue Phenom Award.

On this episode of Tech Sales is for Hustlers, Katie shares insights on women and professional sales, shares how she uses LinkedIn strategically with prospects and articulates why you should never act like the stereotypical “dumb salesperson.” According to Katie, knowledge is power and it will help you succeed in tech sales.

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Episode 33: Caity Cover – Sincerity Sells

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.”

On this episode of Tech Sales is for Hustlers, the successful Account Executive for Blackwood and Finalist for our 2020 Phenom Award 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.

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Episode 31: Josh Crippen – Managing Expectations

When you become a manager, your success is measured by how well you help others accomplish goals. Josh Crippen has experienced the ups and the downs of sales leadership, and he has used those lessons to thrive.

On this episode of Tech Sales is for Hustlers, Josh recounts his time as a Delivery Manager at memoryBlue, he shares the professional characteristics he looks for when hiring SDRs, and he walks listeners through the fine details he believes that create better managers.

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Episode 28: Robbie Connors – The Rising Star

Robbie Connors was memoryBlue’s inaugural Rising Star in 2016. After being flooded with job offers through the program, he accepted a role with ScienceLogic and continued his rapid career ascent. In just four years since departing memoryBlue, he has been a two-time Alumni of the Year Finalist and a highly accomplished Enterprise Account Executive at ScienceLogic.

On this episode of Tech Sales is for Hustlers, Robbie articulates how he is able to make any system work for him, offers sage advice on the best way to evaluate different job offers, and shares a variety of sales techniques that helped him become a stand-out SDR.

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Episode 26: Sohale Razmjou – The Godfather

If you’ve walked through any memoryBlue office, you’ve likely heard of, or seen, Sohale Razmjou. Sohale was employee #3 at memoryBlue, and he is part of the very fabric of the firm. From referring in talent, to hiring Rising Stars, to capturing the inaugural Alumni of the Year crown in 2015, and ultimately becoming a major client, Sohale has done it all, especially in his current role as Federal Director at Blackwood.

On this episode of Tech Sales is for Hustlers, the man we affectionately call “The Godfather” recounts the early days of memoryBlue, the vital importance of networking, the differences between commercial and federal sales, and the vivid stories he took part in which helped make the company what it is today.

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