Tech Sales is for Hustlers

Success lies in adapting products based on real-world feedback, ensuring your business aligns with your customers' genuine desires. This is exactly what Chris Takcas, Sales Manager at Clarivate and host Marc Gonyea sit down to discuss in the latest episode of Tech Sales is for Hustlers, outlining the need for products and businesses to be user-centric, rather than just technically sound.    C...

Embarking on a career in sales often involves unexpected twists and turns, as Mark Musitano from Ansys can attest to. While this can be daunting, Mark shares how his transition from politics to sales, greatly strengthened his adaptability and wide skillset.  In this episode of Tech Sales is for Hustlers, Host Marc Gonyea delves into Mark’s pivotal moments during his career trajectory, such as inte...

Quality leadership comes from those who make a point to prioritize the people they’re leading. This has been a central theme in Managing Director Ron Cooke’s journey as he’s managed to explore a wide range of interests and careers, while continually keeping his focus on the people involved and how to help them.   In this episode of Tech Sales is for Hustlers, listeners will get the chance to gain...

The one and only Joe Trapasso, better known as “Bones” around memoryBlue, is no stranger to the unpredictable paths that can precede a fruitful sales career. From his athletics career to his stint in political canvassing, he is a perfect example of the way valuable sales skills can be honed in the most unexpected of places.   In this episode of Tech Sales is for Hustlers, Joe discusses the origin...

With the many misconceptions about the sales profession, it can be easy to paint an inaccurate picture of what the career looks like. For this reason, Mark Michalisin takes the time to debunk these, while also unpacking the skills that have been of importance throughout his career.  In this episode of the Campus Series podcast, Mark, an Associate Professor of Practice in Sales, shares personal ane...

Sales education is far more nuanced than simply teaching sales. For Semira Amirpour, it requires a commitment to understanding and respecting diverse cultures in the business world and an ability to constantly adapt based on external factors and a rapidly evolving field.  In this episode of the Campus Series podcast, Semira, a Professor of Instruction at the University of Texas at Dallas, discusse...

The best educators are those who have had success and real-world exposure to their subject matter. Thom Coats is no exception, with his entrance into sales academia after a successful sales career.  In this episode of the Campus Series Podcast, Thom, a Professor, and Director of the Center for Professional Selling at Middle Tennessee State University, discusses the way his sales education is groun...

Working in sales is extremely hands-on and therefore the training and education prior should be no different. Greg Marshall and Mark Johnston have been a witness to the way interactive and immersive sales education experiences can lay the foundation for pro-level selling.    In this episode of The Campus Series Podcast, Greg and Mark, Professors of Marketing at Rollins College, discuss their caree...

Your manager can make or break your career. While choosing the right job is important, Chris Pardi argues for the equal importance of choosing the right manager, when considering ultimate job satisfaction and career progression.   In this episode of The Campus Series Podcast, Chris, a Lecturer in Marketing and Sales at the University of South Carolina, discusses the ways finding the right manager,...

Despite the many misconceptions surrounding sales, it is a profession centered on helping, serving, and problem-solving. Julie Nelsen’s teaching is shaped by this perspective, as she challenges her students to prioritize relationship-building, listening skills, and problem-solving in their hands-on role plays.   In this episode of Tech Sales is for Hustlers, the Director of the WSU Center for Prof...

Success is built when you’re tapping into your strengths rather than chasing titles. According to Lamar Johnson, this means prioritizing the career path that best aligns with you and your skillset, even when it’s tempting to fixate on climbing the ranks.  In this episode of the Campus Series Podcast, Lamar, the Executive Director at McCombs School of Business, shares about his journey into sales,...

In this episode of Tech Sales is for Hustlers, we sit down with Chris Wilkey, the Director of the Ball State University Center for Professional Selling. Chris shares his unique journey from starting his own business to working in digital sales and fundraising, before transitioning to his current role at Ball State. An indirect career path can often serve as an aid, rather than a hindrance. In fact...

Selling is actually a small part of a successful sales call. Unlike the sales stereotype of ‘showing up and throwing up’, Scott argues that a call should be primarily built upon asking questions and actively listening.   In this episode of the Campus Series Podcast, Director of the KSU Center for Professional Selling and President of the University Sales Center Alliance, Scott Inks advocates for a...

Cold calling has not gone cold. While many industries are becoming dominated by AI and automation, Deng Phua notes the continued vitality of cold calling in the sales field.  In this episode of Tech Sales is for Hustlers, Deng, an accomplished Sales Development Executive at Ramp, discusses the personalization that cold calling can bring into a technology-centered field, the way that discipline ser...

Seasoned sales experts can often come from uncertain starts and tough transitions. In fact, James Holt, now a successful Strategic Account Executive at Cockroach Labs, found the beginning of his sales journey to be entirely daunting and overwhelming.   In this episode of Tech Sales is for Hustlers, James shares an overview of his career trajectory in sales thus far, recounts the ways in which buil...

If you don’t know how to listen, you’ll never be able to sell. In fact, Will Foreman argues that a successful sales call should follow the 80/20 rule, with sales reps spending most of their time listening to their prospect’s needs and concerns.   In this episode of Tech Sales is for Hustlers, Will, now an Account Executive at CapabilitySource, talks about the success he’s found since prioritizing...

Self-belief and calculated risks. These have both been foundational elements of Brendan’s inspiring career trajectory from crunching numbers to crushing tech sales.   In this episode of Tech Sales is for Hustlers, Brendan Hartford, now an Account Executive at Ontra, recounts his transformative shift from financial analyst to tech sales representative, and the way it pushed him out of his comfort z...

The SDR role isn’t just about selling, it’s about shadowing. As you rack up booked meetings, you’re not only meeting your quota but increasing your opportunities to shadow your Account Executive and learn the ropes of a full-cycle sales role.   In this episode of Tech Sales is for Hustlers, Bianca Beres, now a Senior Account Executive at Firework, breaks down her transition from SDR to AE, and emp...

Urgency drives sales. People who prioritize urgency are therefore able to keep up with the fast-paced nature of sales by working proactively and making decisions decisively; key distinguishers between those who survive and those who thrive.   In this episode of Tech Sales is for Hustlers, Mike Ward, now a Director of Business Analytics at LiveIntent, discusses how the principle of urgency has shap...

Sales can often appear to be a one-man show; however, most salespeople will struggle to succeed without a strong support system surrounding them. In fact, Jonathan Vu wouldn’t have been able to thrive in sales had he not had the strong community at memoryBlue helping him through his challenging transition from marketing to sales.   In this episode of Tech Sales is for Hustlers, Jonathan, now a BDR...

Sales is an industry full of never-ending opportunities to learn, grow in confidence, and discover your passions. Sebastian Cueller has even found that he has a true passion for cold-calling as it adds riveting negotiation and unpredictable entertainment to his day-to-day life.   In this episode of Tech Sales is for Hustlers, Sebastian, Virginia office Alum, discusses how his love for learning has...

memoryBlue isn’t just for college grads looking to kickstart their sales career, it’s a launch pad for anyone trying to break into tech sales at any point in their career. After all, tech sales is quite the melting pot of people with all different areas of expertise and interest, and our company seeks to serve as a reflection of that!  In this episode of Tech Sales is for Hustlers, Jonathan Seiden...

While outbound selling is commonly considered the more difficult aspect of the sales role, it serves as an excellent way to understand your ideal targets and learn how to better penetrate your market. After all, a company cannot make its presence known in the field and identify the perfect prospect without prioritizing cold outreach.  In this episode of Tech Sales is for Hustlers, Connor Spiegelma...

Growing up playing golf Collin knew his competitive spirit went deeper than just the game. Collin quickly found he could translate his sports skills into sales skills and use them on the phone. In golf and in sales Collin loves the ability to control his own destiny and determine how successful he can be by the work he puts in.   In this episode of Tech Sales is for Hustlers, Collin Nuschy, a syst...

Despite the surge in remote work, mB Alum Kevin Tu argues that working in the office is crucial for those entering the sales industry as they can build off the company culture and improve their overall job performance.  In this episode of Tech Sales is for Hustlers, Kevin, now the Regional Head of Sales at DataVisor, discusses the benefits of quality company culture, the perks of being in office,...