Tech Sales is for Hustlers

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 ranks to senior Corporate Account Executive at...

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 Solutions Architect at Veracode, explores his jou...

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 Technology describes his journey through sales,...

You can be the best student in class or the most dedicated mentee within your company, but you will never be able to master sales until you get real-world experience. This is what April Kemp continually emphasizes to her marketing and sales students.   In this episode of the Campus Series Podcast, April Kemp, a professor at Southeastern Louisiana University, discusses the way she encourages her st...

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 than apologetically.  In this episode of Tech Sale...

Entering the professional world isn’t easy. But that doesn’t mean you can’t take the transition by storm. Anyone can succeed right from the start if they develop a strong confidence from within, possess a strong discernment of what they are and aren’t interested in, and practice a flexible mindset.  In this episode of Tech Sales is for Hustlers, our hosts Marc and Chris welcome Brian Ball, an Acco...

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 military experience and its influences on her ca...

When it comes to working in sales, there are two things to always keep your focus on your customer and your brand. When you start your career with the habit of putting your customer’s needs first and making sure you know your brand inside and out, you'll have a strong foundation for success as you navigate more tenured positions and take on more responsibilities.  In this episode of Tech Sale...

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 is for Hustlers, Senior Sales Manager at Infinite...

Embrace the change, be quick to listen, and get comfortable with numbers. According to Rafael from Florida International University (FIU), these are the essential actions to take when striving to be a good salesman. The quicker these become second nature, the quicker you will find success in sales.  ⠀ ⠀ In this episode of the Campus Series Podcast, Co-Director of the FIU Sales Program Rafael Solte...

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 Hustlers, Erik Riefenstahl, now a Business Development M...

Your career will most likely not be a clear-cut path. Use that to your advantage! Former salesman Steve Kozak is a huge believer in utilizing experiences and acquired skills from one job as building blocks for success in the next.  ⠀ ⠀ In this episode of the Campus Series Podcast, Steve Kozak, now a professor in marketing and sales at James Madison University, shares his many lessons learned since...

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, Alexis Romano discusses her journey from sales to mar...

Luck shouldn’t be expected, it’s earned. Wes, a former mB Account Executive has grown to realize that he has experienced luck as a byproduct of the work he’s put in rather than something that was freely given. Work that has involved consistently challenging himself and pursuing different opportunities to increase his chances of success.   In this episode of Tech Sales is for Hustlers, Wes Juchnewi...

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 at Kent University discusses the progressive le...

A sales position may seem straightforward, but many in the role can attest to the fact that they’re constantly having to act as a jack of all trades. While an SDR’s main objective is to book a meeting, the ability to do that requires both a variety of hard skills refined in more formal sales training, as well as general soft skills that can be picked up through many different life experiences.   I...

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 for Hustlers, one of Ping Identity’s Account Execut...

People commonly become sales representatives with many misconceptions about what will be required of them. While it is an entry-level role, properly preparing for it will give you a better understanding of the career and help you have a stronger start. For this reason, Professor Stefan Sleep believes in attending sales programs to get real-world sales experience and hands-on training before offici...

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 more genuinely with prospects.   In this episode o...

While sales representative positions are considered entry-level jobs, that by no means makes them easy. Caroline Myers, now a successful account executive at ManagedMethods, can still attest to the challenges that come with playing such a critical role in the sales funnel.  In this episode of Tech Sales is for Hustlers, Caroline shares her insights on navigating deeper conversations with prospects...

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 consultant at UMass Amherst, discusses his transition...

Nailing a cold call comes down to perfecting your performance. You might not think of sales as having a creative outlet, but Brooklynn, a professional dancer, has found a lot of success by preparing for a cold call in the same way she’d prep for a recital. From creating a script much like choreographing a dance to rehearsing and perfecting her creative style, Brooklynn’s experiences as a dancer ha...

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 role.   In this episode of Tech Sales is for Hustlers...

Humans are storytellers. We share stories, we’re moved by stories, and we cling to stories. This insight is what helped Ethan Chase, a memoryBlue Account Executive, have impactful cold-call conversations and achieve success in sales. While storytelling and conversing came naturally to him, he also credits Academy for helping him learn how to better structure his calls and effectively direct them....

Success doesn’t come in an instant. While we all would probably like to benefit from natural talent, Bruce Horner stresses that consistent hard work can be just as important for achieving your goals.   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 ex...