B2B Revenue Acceleration - BIPSY: A New Framework for Sales Leadership

Tech Sales is for Hustlers

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You Can Visit All Seven Continents. But Should You? 26:46

cách đây 21 ngày trước26:46

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26:46

For many travelers, Antarctica is a bucket-list destination, a once-in-a-lifetime opportunity to touch all seven continents. In 2023, a record-breaking 100,000 tourists made the trip. But the journey begs a fundamental question: What do we risk by traveling to a place that is supposed to be uninhabited by humans? And as the climate warms, should we really be going to Antarctica in the first place? SHOW NOTES: Kara Weller: The Impossible Dilemma of a Polar Guide Marilyn Raphael: A twenty-first century structural change in Antarctica’s sea ice system Karl Watson: First Time in Antarctica Jeb Brooks : 7 Days in Antarctica (Journey to the South Pole) Metallica - Freeze 'Em All: Live in Antarctica Learn about your ad choices: dovetail.prx.org/ad-choices…

cách đây khoảng một năm trước 46:51

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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.

206 tập

#Business #Careers #Podcasting Education #Self-Improvement #MemoryBlue #Tech Sales

Tech Sales is for Hustlers

B2B Revenue Acceleration - BIPSY: A New Framework for Sales Leadership

Tech Sales is for Hustlers

published cách đây khoảng một năm trước

Chia sẻ

MP3•Trang chủ episode

206 tập

#Business #Careers #Podcasting Education #Self-Improvement #MemoryBlue #Tech Sales

Tất cả các tập

Tech Sales is for Hustlers

1
People Behind The Pitch: Unlocking Growth Strategies in Tech Sales 43:27

cách đây 7 ngày trước43:27

43:27

In the inaugural episode of People Behind The Pitch, memoryBlue’s Aaron "Big Country" McCann sits down with Manoj Jasra, a seasoned sales and marketing executive and memoryBlue customer, to uncover the strategies driving success in today’s tech landscape. With years of experience helping businesses scale and optimize revenue, Manoj shares his expert insights on: -The evolving role of sales and marketing alignment -Leveraging data to drive smarter decision-making -Winning strategies for tech sales teams in a competitive market -Lessons from his own journey in leadership and growth Whether you're a sales professional, entrepreneur, or executive looking to sharpen your approach, this session will leave you with actionable takeaways to accelerate your business.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - BIPSY: A New Framework for Sales Leadership 46:51

cách đây 6 weeks trước46:51

46:51

Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership. 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.…

Tech Sales is for Hustlers

1
B2B Revenue Acceleration - Google and Yahoo's New Email Policies Unveiled 39:41

cách đây 6 weeks trước39:41

39:41

Amidst the recent unveiling of Google and Yahoo's perplexing email policies, business and sales leaders find themselves with more questions than answers. 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!…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - Nurturing Mental Health for Optimal Sales Results 35:48

cách đây 6 weeks trước35:48

35:48

It’s no secret that mental health can significantly impact every part of your life, including your career. When you're mentally well, it boosts your ability to think clearly, take risks, make decisions, and handle challenges at work. This resilience is crucial in today's fast-paced professional world. 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!…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - The Art of Organic Content for Start-Up Brand Building 35:11

cách đây 6 weeks trước35:11

35:11

Organic content should be treated as an essential part of any marketing strategy, particularly for start-ups trying to build their brand. It forms the foundation upon which authentic connections with the audience are built, setting the stage for long-term engagement and loyalty. 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.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - Exploring AI in Marketing 42:08

cách đây 6 weeks trước42:08

42:08

AI is quickly becoming an essential tool in any marketing professional’s kit, boosting productivity and revolutionizing the way campaigns are conceptualized, executed, and optimized. 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.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - How to Master Your Sales Messaging 1:00:19

cách đây 6 weeks trước1:00:19

1:00:19

Have you ever wondered why some sales pitches instantly grab your attention, while others fall flat? What's the secret behind crafting compelling, persuasive sales messages that not only captivate but also convert? 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.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - Beyond the Deal: Successful Integration Post-Acquisition 37:59

cách đây 8 weeks trước37:59

37:59

Is acquisition the end of the road, or just the beginning? 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.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - Moving to an Allbound Motion 33:43

cách đây 8 weeks trước33:43

33:43

Ever wondered how integrating inbound and outbound strategies could revolutionize your sales approach? 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.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - Innovative strategies to scale SaaS companies 36:03

cách đây 8 weeks trước36:03

36:03

How can SaaS companies scale globally while managing risks and maintaining sustainable growth? 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.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - The Science Behind Successful Sales Calls 27:41

cách đây 8 weeks trước27:41

27:41

What if the key to boosting your sales success lies not in what you say, but in how you say it? 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.…

Tech Sales is for Hustlers

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B2B Revenue Acceleration - The B2B Leadership Coaching Blueprint 39:35

cách đây 8 weeks trước39:35

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Have you ever wondered what truly differentiates leadership coaching from mentorship, and which one could be more impactful for your corporate journey? In this episode of B2B Revenue Acceleration, we explore this very question with Gavin Sumner (Co-Founder & Coach at Scalewise), who shares his expertise on how effective leadership coaching can directly contribute to the success and growth of B2B organisations. 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.…

Tech Sales is for Hustlers

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146: Mustafa Hubaishi - The Art of Closing Deals 1:05:02

cách đây 34 weeks trước1:05:02

1:05:02

In the latest episode of Tech Sales is for Hustlers, Marc and Chris welcome back Mustafa Hubaishi, a Senior Enterprise Account Executive at monday.com. Mustafa’s sales journey is a fascinating tale of ambition, adaptability, and relentless pursuit of success in the tech sales industry. 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.…

Tech Sales is for Hustlers

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145: Mike Kelly - The Road to EdTech 50:23

cách đây 38 weeks trước50:23

50:23

In the latest episode of Tech Sales is for Hustlers, Marc and Chris are joined by Mike Kelly, the Director of Account Management at CodeHS. Mike has honed his expertise in the EdTech industry, leading a team of eight and making a significant impact in coding education. 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.…

Tech Sales is for Hustlers

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144: Kelsie Edmonds - The Traveling Managing Director 1:14:57

cách đây 42 weeks trước1:14:57

1:14:57

In this episode of Tech Sales is For Hustlers Marc and Chris are joined by Managing Director, Kelsie Edmonds, a dynamic force hailing from Danville, VA, who has carved out an impressive reputation for herself at memoryBlue. 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.…

Tech Sales is for Hustlers

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143: Craig Allen - The Phenom 1:20:11

cách đây 47 weeks trước1:20:11

1:20:11

In this episode of Tech Sales is for Hustlers, Marc, and Chris welcome Craig Allen back to the Tysons office. Craig is not just your ordinary tech sales professional; he's a recipient of the prestigious memoryBlue 2023 Phenom Award, a passionate advocate for diversity and inclusion, a devoted father, and an Enterprise Customer Success Manager at Darktrace. 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.…

Tech Sales is for Hustlers

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142: Kevin Reilly - From Music to Sales 53:15

cách đây 52 weeks trước53:15

53:15

In this episode of Tech Sales for Hustlers, host Marc Gonyea talks with Kevin Reilly, Head of National Business Development at Alliance Technology Group. Kevin shares what makes top salespeople stand out, stressing the importance of continuous improvement and taking control of one's career. He also discusses his journey from a music enthusiast to finding his passion in sales, tracing his path from New Jersey to Virginia Tech.…

Tech Sales is for Hustlers

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141: Brandie Schaeffer - The Value of Being Genuine 43:17

cách đây 1 year trước43:17

43:17

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-solving and handling challenges. 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.…

Tech Sales is for Hustlers

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140: Aurelien Mottier - The Story of Operatix 1:12:44

cách đây 1 year trước1:12:44

1:12:44

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 nothing short of inspirational. 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…

Tech Sales is for Hustlers

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139: Chris Takacs - A Seller's Responsibility 59:17

cách đây 1 year trước59:17

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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-centric, rather than just technically sound. Chris talks about how he goes about adapting products based on feedback, highlighting the importance of user-friendly interfaces. Not only that, but he shares his evolution from transactional to solution-based sales, emphasizing the value of diagnosing customer problems holistically. Chris also underscores the role of coaching in sales growth, drawing parallels between managing a gym and nurturing sales talent.…

Tech Sales is for Hustlers

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138: Mark Musitano - The Power of Open Ended Questions 46:50

cách đây 1 year trước46:50

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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 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!…

Tech Sales is for Hustlers

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137: Ron Cooke - An Unexpected Journey 1:06:06

cách đây 1 year trước1:06:06

1:06:06

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 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!…

Tech Sales is for Hustlers

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136: Joe Trapasso - 'Bones' 1:19:39

cách đây 1 year trước1:19:39

1:19:39

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 of his unique nickname while recounting his baseball experiences, his unexpected avenue in politics, and his ultimate success in tech sales.…

Tech Sales is for Hustlers

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Campus Series: Mark Michalisin - From the Boardroom to the Classroom 50:10

cách đây 1 year trước50:10

50:10

With the many misconceptions about the sales profession, it can be easy to paint an inaccurate picture of what the career looks like. For this reason, Mark Michalisin takes the time to debunk these, while also unpacking the skills that have been of importance throughout his career. In this episode of the Campus Series podcast, Mark, an Associate Professor of Practice in Sales, shares personal anecdotes from his journey through sales and also introduces his book which aims to inspire and motivate readers across various professions.…

Tech Sales is for Hustlers

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Campus Series: Semira Amirpour - The Importance of Cultural Intelligence 58:35

cách đây 1 year trước58:35

58:35

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, 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.…

Tech Sales is for Hustlers

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Campus Series: Thom Coats - Shaping Sales Superstars 51:11

cách đây 2 years trước51:11

51:11

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

Tech Sales is for Hustlers

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Campus Series: Mark Johnston and Greg Marshall - A New Approach to Teaching Sales 35:23

cách đây 2 years trước35:23

35:23

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 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.…

Tech Sales is for Hustlers

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Campus Series: Chris Pardi - The Power of Preparation 48:45

cách đây 2 years trước48:45

48:45

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

Tech Sales is for Hustlers

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Campus Series: Julie Nelsen - Bridging the Gap 51:26

cách đây 2 years trước51:26

51:26

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 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.…

Tech Sales is for Hustlers

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Campus Series: Lamar Johnson - From Math Major to Sales Leader 52:20

cách đây 2 years trước52:20

52:20

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

Tech Sales is for Hustlers

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Campus Series: Chris Wilkey - The Evolution of Professional Selling 44:16

cách đây 2 years trước44:16

44:16

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, 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.…

Tech Sales is for Hustlers

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Campus Series: Scott Inks - Shaping the Future of Sales Education 52:44

cách đây 2 years trước52:44

52:44

Selling is actually a small part of a successful sales call. Unlike the sales stereotype of ‘showing up and throwing up’, Scott argues that a call should be primarily built upon asking questions and actively listening. In this episode of the Campus Series Podcast, Director of the KSU Center for Professional Selling and President of the University Sales Center Alliance, Scott Inks advocates for a customer-centric approach to sales, discusses the value of sales education, and delves into the evolving landscape of sales.…

Tech Sales is for Hustlers

1
135: Deng Phua - Discipline and Dedication 57:22

cách đây 2 years trước57:22

57:22

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 serves as the foundation for creativity and improvisation in sales strategies, and the growth and satisfaction that can come from remote work.…

Tech Sales is for Hustlers

1
134: James Holt - Building Trust in Tech Sales 1:11:25

cách đây 2 years trước1:11:25

1:11:25

Seasoned sales experts can often come from uncertain starts and tough transitions. In fact, James Holt, now a successful Strategic Account Executive at Cockroach Labs, found the beginning of his sales journey to be entirely daunting and overwhelming. In this episode of Tech Sales is for Hustlers, James shares an overview of his career trajectory in sales thus far, recounts the ways in which building trust has been the foundation of his largest deals, and explains how he evaluates new tech sales opportunities when considering a career pivot.…

Tech Sales is for Hustlers

1
133: Will Foreman - From Startup to Success 1:11:48

cách đây 2 years trước1:11:48

1:11:48

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 active listening on cold calls, highlights the importance of resilience and open-mindedness, and discusses how his experience in startups has shaped his career.…

Tech Sales is for Hustlers

1
132: Brendan Hartford - From Finance to Fintech 1:03:06

cách đây 2 years trước1:03:06

1:03:06

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

Tech Sales is for Hustlers

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131: Bianca Beres - The Importance of Mentorship 53:27

cách đây 2 years trước53:27

53:27

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 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.…

Tech Sales is for Hustlers

1
130: Mike Ward - The Power of Urgency 59:15

cách đây 2 years trước59:15

59:15

Urgency drives sales. People who prioritize urgency are therefore able to keep up with the fast-paced nature of sales by working proactively and making decisions decisively; key distinguishers between those who survive and those who thrive. In this episode of Tech Sales is for Hustlers, Mike Ward, now a Director of Business Analytics at LiveIntent, discusses how the principle of urgency has shaped his work ethic, while also sharing the value of taking pride in your work and reflecting on his transition from sales into his present role in analytics.…

Tech Sales is for Hustlers

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129: Jonathan Vu - The Uncomfortable Comfort Zone 37:03

cách đây 2 years trước37:03

37:03

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 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.…

Tech Sales is for Hustlers

1
128: Sebastian Cuellar - Mastering Discovery Calls 1:07:10

cách đây 2 years trước1:07:10

1:07:10

Sales is an industry full of never-ending opportunities to learn, grow in confidence, and discover your passions. Sebastian Cueller has even found that he has a true passion for cold-calling as it adds riveting negotiation and unpredictable entertainment to his day-to-day life. In this episode of Tech Sales is for Hustlers, Sebastian, Virginia office Alum, discusses how his love for learning has been crucial to his sales career, while diving into the importance of mastering discovery skills in sales outreach, and reflecting on his unique experiences of selling to lawyers as an SDR.…

Tech Sales is for Hustlers

1
127: Jonathan Seidenwurm - The Power of Adaptability in Sales 1:18:47

cách đây 2 years trước1:18:47

1:18:47

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 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.…

Tech Sales is for Hustlers

1
126: Connor Spiegelman - The Carbon University Program 55:11

cách đây 2 years trước55:11

55:11

While outbound selling is commonly considered the more difficult aspect of the sales role, it serves as an excellent way to understand your ideal targets and learn how to better penetrate your market. After all, a company cannot make its presence known in the field and identify the perfect prospect without prioritizing cold outreach. In this episode of Tech Sales is for Hustlers, Connor Spiegelman now the director of the Carbon University Program, recounts the many ways the SDR role has served as an excellent basis for his development and challenged him to continuously work to make himself more knowledgeable in the field.…

Tech Sales is for Hustlers

1
125: Collin Nuschy - From SDR to Sales Ops 49:25

cách đây 2 years trước49:25

49:25

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 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.…

Tech Sales is for Hustlers

1
124: Kevin Tu - Trust the Process 1:04:21

cách đây 2 years trước1:04:21

1:04:21

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

Tech Sales is for Hustlers

1
123: Colby Cambra - Outbound is Key 1:07:14

cách đây 2 years trước1:07:14

1:07:14

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 CrowdStrike. From the in-person work environments he’s experienced to learning how to focus on the value of each conversation with a prospect, Colby largely attributes his career trajectory to the lessons and skills he began learning as an SDR.…

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