Tech Sales is for Hustlers

Life turns dramatically on a few pivotal moments. For Libby Galatis, the clock almost struck midnight on the idea of working at memoryBlue when her recruiter came through in the clutch.

Libby, now the 5th most tenured employee in the company, was minutes away from accepting another job offer before landing her initial memoryBlue role. She can only be fittingly described as the undisputed Queen of Recruiting at memoryBlue. Libby has personally sourced, recruited, hired, and influenced hundreds of current and former employees to launch their professional high-tech sales careers through these halls. But she is no stranger to the struggles of sales, having started as an SDR before finding her calling as a recruiter. And it’s precisely that personal experience which makes her such an effective advocate for the rewards of a professional sales career.

Company Co-Founders Chris Corcoran and Marc Gonyea catch up with Libby, Manager of Internal Recruitment at memoryBlue, in the latest episode of Tech Sales is for Hustlers. You’ll hear Libby explain why she’s extremely honest with recruits on the challenges of sales, how she thrives in a highly competitive recruiting landscape, and why the skills people build at memoryBlue will create a solid foundation for professional success.

From fighting fires to stoking them through dynamic sales competitions, Stefanie Boyer’s road to professional sales education is riveting.

Dr. Boyer, Professor of Marketing and head of the sales program at Bryant University, never lost the drive to compete after suffering a career ending injury as an athlete in college. The pivot in life took her on a wild ride including stops as a firefighter, a stint in door to door sales, and ultimately a career as a highly successful professional sales educator.

In the latest episode of our Tech Sales is for Hustlers: Campus Series podcast, hosts Kristen Wisdorf and Libby Galatis sit down for a fantastic session with Dr. Boyer. You’ll hear her share why she believes sales can’t only be taught in the classroom, why professional detours are one of the best things that can happen to you, and the reason she encourages her students to practice the art of sales through tough yet practical competitions.

Translating wind-tunnel performance into $30M plane design recommendations at Boeing turns out to be a phenomenal entrée into a professional sales education career.

Dr. Ryan Mullins, an award-winning author, Associate Professor in Marketing, and Executive Director of the Sales Innovation Program at Clemson University, traveled a fascinating route from aerospace engineering to his role as a dynamic sales educator. Now he harnesses his past to train and prepare the next generation of expert sales professionals.

Meet Dr. Mullins on this week’s episode of Tech Sales is for Hustlers: Campus Series. Tune in as hosts Kristen Wisdorf and Libby Galatis uncover how he developed one of the most successful sales programs in the country, why he takes an analytical approach to teaching sales, and why he believes in exposing students to a wide variety of sales education activities inside and outside the classroom.

For Dr. Howard Dover, there is no success for his students without unwavering support from leadership. This is precisely how his sales program at the University of Texas at Dallas differentiates itself from other programs. 

Dr. Dover, the Director of the Sales Program at the University of Texas at Dallas, founded the sales program at UTD and has carefully cultivated its steady growth over the years. He believes the hallmark of his dynamic sales program is the ability to give away scholarships and change lives by granting access to the program for those who otherwise would not have been able to join.

Tune in to this week’s Tech Sales is for Hustlers: Campus Series episode with hosts Kristen Wisdorf and Libby Galatis to hear Dr. Dover share what it takes to be a successful sales mentor, offer his perspective on collegiate sales competitions, and outline what he asserts are the three pillars of successful sales pros: the skillset, the toolset, and the mindset.

Faye Hall Jackson formed a core value early in her life: regardless of where you are, you are always CEO of yourself. 

It’s a belief her parents instilled in her. Passing that life ownership lesson on to her sales students is a major part of her mission as a Professor in the Department of Management, Sales, and Marketing at Tuskegee University. She helps students understand that you can fail, make mistakes, get back up, and even fail again. But if you constantly put in the work to make it better, the sky is the limit. That is what it means to be the CEO of your life, and that is precisely what it takes to succeed in professional sales.

On the latest Tech Sales is for Hustlers: Campus Series podcast, sales educator Faye Hall Jackson joins hosts Kristen Wisdorf and Libby Galatis for an engaging conversation. She reveals why she teaches students to value so much more then compensation in an initial sales job, how she teaches the concept of consultative sales, and why sales is not just about selling any longer.

What are transferable skills? As Dr. Brent Baker illustrates for his students, the same skills that help you become a better sales pro can help you be a better spouse, a better worker, and a better friend.

Dr. Baker, Associate Professor at the Florida Gulf Coast University, prepares future pros to sell the most difficult products and technologies. But that's not all. He encourages them to think creatively, turn themselves into problem solvers, and sell value above all else.

In this episode of Tech Sales is for Hustlers Campus Series, Dr. Baker joins hosts Kristen Wisdorf and Libby Galatis to discuss the connections between sales and life. He shares his incredible story about parting ways with the corporate world to teach sales, how the military made him more responsible, and how one "aha" moment he had with a student made him realize his work makes a big difference.

Dr. William Steiger, an Associate Lecturer at the University of Central Florida since 2009, has learned a lot about the industry watching sales go from a last resort to a competitive program throughout his long and fulfilling career as a sales professor. His competitive sales program selects students with a true passion for sales, regardless if they fit the "typical" sales persona. 

As sales has evolved over the years, he's seen the multiple paths to success for all types of sales representatives. Dr. Steiger unexpectedly found that introverts are some of his most successful students because they are good listeners, and sales is all about paying attention to your customers' needs and wishes.

Listen in to this week’s episode featuring Dr. Steiger to gain a unique insight into the evolution of collegiate sales programs. Also, hear his thoughts on why every job is a sales job, how listening is a salesperson most valuable skill, and why he loves teaching sales so much that he doesn't want to retire.

Attending a professional conference and wandering into the right breakout room can change your life. Just ask Dr. Alex Milovic, Assistant Professor of Practice – Marketing and founder of the Center for Professional Selling at Marquette University.

While completing his Ph.D. in Marketing, Dr. Milovic attended an event that included a side session on professional sales and it crystalized his own path forward. He went on to start the sales program at Marquette in 2014, and his efforts are directly shaping the future for the stand-out sales pros of tomorrow.

In the latest Campus Series episode of Tech Sales is for Hustlers, Dr. Milovic joins co-hosts Kristen Wisdorf and Libby Galatis to explain why he encourages students to always play the long game, how he preps them for their inevitable “pit of despair” moment, and why he believes failure is a key ingredient to career progress.

If you grow up in wine country, making fancy wines might seem like a natural career choice. But Dan Yorkey pivoted off that path early on and he’s never looking back.

A native Californian now turned East Coast sales pro, Dan discovered a natural talent for sales born from his early experiences helping customers and working for his parents in an auto parts store. And as you’ll hear in this episode of Tech Sales is for Hustlers, Dan keeps a few core beliefs that are sacred to his success in sales.

Today Dan is a successful Senior Manager of Global Business Development at BioCatch. Among other priceless pearls of wisdom, tune in to hear why he always knows his sales numbers cold, why he prioritizes desire over experience when hiring SDRs, and the secret sauce behind his equal parts manager and mentor leadership style.