Tech Sales is for Hustlers

Choose the battles you know you can win. Focus your time and energy to grow your career, your pipeline, and your team in the most impactful ways. 

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.

Put in the reps and reap the rewards. Through hard work, persistence, and a dedication to continual learning, Trevor Shan stays logging enviable gains. 

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. 

A comfort zone is a beautiful place, but nothing ever grows there. If you want to thrive in sales, you have to get a little uncomfortable and learn to embrace the unfamiliar. 

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.

More talent = More money. After a decade of continual growth, Mike Mishler built a legacy of recruiting all-star sales professionals and creating unstoppable teams.

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. 

From a new skill to a new subject matter, you can learn almost anything on the job. Halfway through senior year of college, Taylor Moore decided to launch her career in tech sales at a company that invests heavily in training. 

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.  

It's less about what you know and more about who you know. Prioritize making genuine connections with people and don't worry about having all the answers up-front.

In this episode of the Campus Series podcast, Director of Center for Sales Success at the University of South Carolina Beth Renninger empowers students to embrace their failures, be curious and open-minded, and set career ambitions that fit into their life design.

Think big picture and never underestimate the basics. Andy Gager says the most successful reps he’s seen always prioritize cold-calling outreach.  

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.  

If you want to advance in your career, you have to be willing to learn. And learning can happen anywhere — during a challenging sales call, a lunch break, or an important meeting.

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.

Learning happens out in the field, not always in the classroom. In sales, you can gain skills that are valuable no matter where you end up in your career and often result in expedited growth. 

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! 

You can’t control the cards you’re dealt, but you can control how you play the game. Inheriting his mother’s no-excuses attitude, Alex Rodriguez will do whatever it takes to succeed.  

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.