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.

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.

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.

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!

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!

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.

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.

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.

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.

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.

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.

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. 

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.

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.

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.

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.

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

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.

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!

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! 

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.  

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.  

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.  

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. 

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.  

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.  

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.  

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.  

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. 

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. 

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. 

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.  

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.  

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.  

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.  

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. 

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.  

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.   

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. 

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.  

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.  

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.  

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.  

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. 

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!  

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.  

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.  

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.  

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.  

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.  

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.  

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.  

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. 

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.  

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.  

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.  

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.   

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.  

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.  

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.  

 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.  

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.  

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.  

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.  

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.  

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.  

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.  

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. 

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.  

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.  

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.  

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. 

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.   

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.   

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.  

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. 

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.  

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.  

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.  

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.  

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.  

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. 

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. 

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.  

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.

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.  

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.  

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. 

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.  

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.

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. 

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.

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. 

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.  

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.  

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.

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! 

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. 

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. 

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.  

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. 

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.

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. 

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.   

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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!

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.

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. 

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. 

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.

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.

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.

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!

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. 

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.

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.

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.

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.

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. 

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.

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.

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.

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!''.

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.

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.

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. 

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.

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. 

“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.

“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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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. 

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.

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.

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.

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.

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! 

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.

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.