memoryBlue Cofounders Chris Corcoran and Marc Gonyea sit down with former employees – appropriately termed alumni – to unearth the untold stories, secrets of success and winding pathways that have led to big-time tech sales careers. These compelling tales offer unique insight into what it takes to make it in professional sales. Along the way, you’ll pick up tips, tactics, and advice that’s worth its weight in gold.
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141: Brandie Schaeffer - The Value of Being Genuine
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In this episode of Tech Sales for Hustlers, hosts Chris Corcoran and Marc Gonyea chat with Brandie Schaeffer, memoryBlue's first employee. They reminisce about their shared past and dive into Brandie's professional journey. Brandie shares a memorable interview question Marc asked about the number of gas stations in Virginia, highlighting problem-so…
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140: Aurelien Mottier - The Story of Operatix
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Aurelien Mottier's career journey to the top is a true testament to the unpredictable road to success. Currently serving as the President of memoryBlue and the Co-Founder/CEO of Operatix, Aurelien's rise from a non-English speaking cleaner to a pivotal figure in the global sales development industry, commanding a team exceeding 300 individuals, is …
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139: Chris Takacs - A Seller's Responsibility
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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-cent…
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138: Mark Musitano - The Power of Open Ended Questions
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Embarking on a career in sales often involves unexpected twists and turns, as Mark Musitano from Ansys can attest to. While this can be daunting, Mark shares how his transition from politics to sales, greatly strengthened his adaptability and wide skillset. In this episode of Tech Sales is for Hustlers, Host Marc Gonyea delves into Mark’s pivotal m…
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Quality leadership comes from those who make a point to prioritize the people they’re leading. This has been a central theme in Managing Director Ron Cooke’s journey as he’s managed to explore a wide range of interests and careers, while continually keeping his focus on the people involved and how to help them. In this episode of Tech Sales is for …
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The one and only Joe Trapasso, better known as “Bones” around memoryBlue, is no stranger to the unpredictable paths that can precede a fruitful sales career. From his athletics career to his stint in political canvassing, he is a perfect example of the way valuable sales skills can be honed in the most unexpected of places. In this episode of Tech …
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Campus Series: Mark Michalisin - From the Boardroom to the Classroom
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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 Pr…
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Campus Series: Semira Amirpour - The Importance of Cultural Intelligence
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Sales education is far more nuanced than simply teaching sales. For Semira Amirpour, it requires a commitment to understanding and respecting diverse cultures in the business world and an ability to constantly adapt based on external factors and a rapidly evolving field. In this episode of the Campus Series podcast, Semira, a Professor of Instructi…
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Campus Series: Thom Coats - Shaping Sales Superstars
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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 Universit…
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Campus Series: Mark Johnston and Greg Marshall - A New Approach to Teaching Sales
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Working in sales is extremely hands-on and therefore the training and education prior should be no different. Greg Marshall and Mark Johnston have been a witness to the way interactive and immersive sales education experiences can lay the foundation for pro-level selling. In this episode of The Campus Series Podcast, Greg and Mark, Professors of Ma…
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Campus Series: Chris Pardi - The Power of Preparation
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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 Carolin…
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Campus Series: Julie Nelsen - Bridging the Gap
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Despite the many misconceptions surrounding sales, it is a profession centered on helping, serving, and problem-solving. Julie Nelsen’s teaching is shaped by this perspective, as she challenges her students to prioritize relationship-building, listening skills, and problem-solving in their hands-on role plays. In this episode of Tech Sales is for H…
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Campus Series: Lamar Johnson - From Math Major to Sales Leader
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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 o…
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Campus Series: Chris Wilkey - The Evolution of Professional Selling
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In this episode of Tech Sales is for Hustlers, we sit down with Chris Wilkey, the Director of the Ball State University Center for Professional Selling. Chris shares his unique journey from starting his own business to working in digital sales and fundraising, before transitioning to his current role at Ball State. An indirect career path can often…
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Campus Series: Scott Inks - Shaping the Future of Sales Education
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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 S…
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Cold calling has not gone cold. While many industries are becoming dominated by AI and automation, Deng Phua notes the continued vitality of cold calling in the sales field. In this episode of Tech Sales is for Hustlers, Deng, an accomplished Sales Development Executive at Ramp, discusses the personalization that cold calling can bring into a techn…
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134: James Holt - Building Trust in Tech Sales
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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…
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133: Will Foreman - From Startup to Success
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If you don’t know how to listen, you’ll never be able to sell. In fact, Will Foreman argues that a successful sales call should follow the 80/20 rule, with sales reps spending most of their time listening to their prospect’s needs and concerns. In this episode of Tech Sales is for Hustlers, Will, now an Account Executive at CapabilitySource, talks …
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132: Brendan Hartford - From Finance to Fintech
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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…
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131: Bianca Beres - The Importance of Mentorship
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The SDR role isn’t just about selling, it’s about shadowing. As you rack up booked meetings, you’re not only meeting your quota but increasing your opportunities to shadow your Account Executive and learn the ropes of a full-cycle sales role. In this episode of Tech Sales is for Hustlers, Bianca Beres, now a Senior Account Executive at Firework, br…
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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,…
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129: Jonathan Vu - The Uncomfortable Comfort Zone
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Sales can often appear to be a one-man show; however, most salespeople will struggle to succeed without a strong support system surrounding them. In fact, Jonathan Vu wouldn’t have been able to thrive in sales had he not had the strong community at memoryBlue helping him through his challenging transition from marketing to sales. In this episode of…
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128: Sebastian Cuellar - Mastering Discovery Calls
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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 offi…
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127: Jonathan Seidenwurm - The Power of Adaptability in Sales
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memoryBlue isn’t just for college grads looking to kickstart their sales career, it’s a launch pad for anyone trying to break into tech sales at any point in their career. After all, tech sales is quite the melting pot of people with all different areas of expertise and interest, and our company seeks to serve as a reflection of that! In this episo…
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126: Connor Spiegelman - The Carbon University Program
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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 episod…
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Growing up playing golf Collin knew his competitive spirit went deeper than just the game. Collin quickly found he could translate his sports skills into sales skills and use them on the phone. In golf and in sales Collin loves the ability to control his own destiny and determine how successful he can be by the work he puts in. In this episode of T…
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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 qualit…
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Starting at the bottom is both inevitable and essential and this is especially true in sales. The SDR role is a crucial starting point and learning how to master it is critical for a fruitful sales career. In this episode of Tech Sales is for Hustlers, Colby Cambra discusses the foundation of his success and explains how he’s been able to climb the…
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122: Max Hufft - Take Care of Your Network
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A sales career should be anything but stagnant. While many will begin as entry-level sales reps, that merely serves as the launchpad for the rest of their career endeavors. After all, once you take that first step in sales, the opportunities for growth are truly inexhaustible. In this episode of Tech Sales is for Hustlers, Max Hufft, now a Senior S…
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121: Kendrick Trotter - Us In Technology
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Success in sales is attainable to anyone willing to work hard and work consistently day in and day out. While underrepresentation and prejudice can be major stumbling blocks, Kendrick Trotter is an excellent representation of how they don’t have to be an entire roadblock. In this episode of Tech Sales is for Hustlers, Kendrick, now the CEO of Us in…
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Campus Series: April Kemp - Invest in Yourself
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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 Uni…
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120: Thom Lacalle - Don't Tell Them, Show Them
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Sales reps often fear that cold calling is an intrusion on their prospect’s time. However, it’s really the act of presenting them with a fitting and convenient solution, which in turn saves them the time of doing countless hours of their own research. For this reason, Thom Lacalle challenges sales reps to enter each conversation confidently rather …
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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…
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According to Dena Hale, sales is about two things: effective communication and helping people. Without both, you’ll either end up as a smooth-talking salesman with no clear purpose, or a person with good intentions but no concrete success. In this episode of the Campus Series Podcast, assistant professor at Stetson University Dena Hale unpacks her …
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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 re…
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117: Catherine Seaman - The "Back-Pocket" Book
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Valuable sales experience can come from the most unlikely of places. From learning how to be a solid competitor as a high school athlete, to challenging yourself to sell your most expensive cocktails as a bartender, sales skills can be both learned and sharpened long before you land your first official sales job. ⠀ ⠀ In this episode of Tech Sales i…
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Campus Series: Rafael Soltero - The Future is Bilingual
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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, …
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116: Erik Riefenstahl - Why Tech Sales?
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You’ll lose nothing by using everything! In sales this can look like transferring skills from previous experiences into your sales role, utilizing all your communication channels to reach prospects, and taking advantage of the collaboration and mentorship that comes with being a part of a sales team. ⠀ ⠀ In this episode of Tech Sales is for Hustler…
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Campus Series: Steve Kozak - Don't Fear Failure
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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 …
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115: Alexis Romano - Sales Skills Make Great Marketers
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Starting out in sales can build out a skillset that will often lend itself to many other roles you may explore in your lifetime. A career in marketing in particular can greatly benefit from the experiences with product-knowledge building, direct selling, and networking gained through a sales role. In this episode of Tech Sales is for Hustlers, Alex…
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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 epi…
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Campus Series: Don Thacker - Preparedness Equals Success
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Agility is a key trait in remaining competitive and successful while in the workforce. This is a valuable lesson that Don Thacker instills in his students as he learned it firsthand throughout his many different roles while working in local wholesale distribution for 18 years. In this episode of the Campus Series Podcast, Don, now a senior lecturer…
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113: James Doyle - Using the Triple C’s – Calm, Cool, Collected
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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 pick…
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Your success in sales is contingent on nobody but yourself. This may be daunting to some, but it’s been incredibly empowering for Michael. It’s transformed his career from a mundane and concrete pathway to an uncharted territory full of the freedom to explore different strategies and create his own opportunities. In this episode of Tech Sales is fo…
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Campus Series: Stefan Sleep - Sales is Learned Through Experience
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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 sa…
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111: Julia Fitzgerald - Searching For The "Green Flags"
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What’s the secret to success in sales? Julia Fitzgerald vows it’s learning how to play off your strengths and play up your personality! Sales doesn’t necessarily favor anyone of a particular background, but it will come more naturally to those who tap into their strongest traits to stay motivated, keep themselves grounded, and subsequently connect …
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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 …
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Campus Series: Matt Glennon - The Glennon Sales Diamonds
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With great risk comes great reward. This is especially true in sales. While it can be a challenging, unpredictable, and strenuous career path, Matt Glennon speaks of the immense payoff that can come to those who rise to the occasion and put in the hard work. In this episode of the Campus Series Podcast, Matt, a senior lecturer and educational consu…
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109: Brooklynn Newberry - Lights, Camera, Cold-Calling
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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 crea…
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While getting thrown in the deep end is scary, it can often be the fastest way to learn how to swim. Learning the art of sales is no different. Sage Fleischmann, a business development representative at Qlik, found that simply learning as he went and utilizing every up and down as an opportunity for growth was the best way to develop within his rol…
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