Tech Sales is for Hustlers

Think it’s easy to make the leap from SDR to Manager? Kaitlyn Garish has a small piece of advice for you – buckle your seatbelt!

Kaitlyn, now a successful Commercial Account Manager at Invanti, has had an amazing start to her sales journey that has taken her from Silicon Valley to New York and now to Austin, TX. From her strong start as an SDR at memoryBlue to her elevation into SDR management and beyond, she consistently works to keep the bigger picture in mind no matter how rocky the path ahead may appear.

Catch Kaitlyn on this week’s episode of Tech Sales is for Hustlers, where she shines light on her experiences as a woman in professional sales, spotlights the unique differences between being an SDR Manager and an AE, and why she believes so firmly in the power of surrounding herself with great people in her professional life.

Imagine being so curious and committed to problem solving that you end up building a Google Sheet for sales reporting that nearly breaks the internet.

Thaddeus Walsh is that guy – a sales pro who goes way beyond the call of duty because he takes time to really understand the heart of the matter. That “dive deep” style has led him to continuous success at every step of his career.

Thaddeus, now a Solutions Architect at Cmd, is simply one of memoryBlue’s most notable alumni. A standout SDR and Delivery Manager, Thaddeus shares why taking the time to understand your space inside and out sets you apart, how he refuses to accept that something is too difficult to learn, and why managing people has taught him five times more than any individual contributor role he’s ever held.

Can a person be a YouTube star, a mastermind salesperson, and a company rep that keeps trying despite the obstacles? Meet Ruben Rosado, Account Executive at Confluent, a company that's slowly but surely winning in a digital-first world.

Ruben has always wanted to work his way, and that's how he decided to get into sales. One of his first and most memorable experiences refers to selling timeshares across Wyndham. It helped him acquire valuable selling skills that later allowed him to become a mastermind company rep, always ready to learn new lessons and get better at what he does.

In this episode of Tech Sales is for Hustlers, Ruben Rosado shares his story with our hosts Chris Corcoran and Marc Gonyea. He explains why he believes in the power of discipline, what self-improvement means to him, and how he sees himself in the next 3 to 5 years.

"It's not easy, but you have to want it. If you don't want it, it's not for you." That's what Carly Prunier, Sales Development Representative at Snyk, thinks about sales. She points out how important it is to be highly motivated, goal-oriented, and the wisdom it takes to succeed. Carly believes that building strong and sincere relationships with potential clients is the best first step toward personal and professional improvement.

In this episode of Tech Sales is for Hustlers, Marc Gonyea and Chris Corcoran talk with Carly Prunier about her beginning in sales. Carly reflects on the most important aspects of her personality and professional growth. She explains in detail what a sales rookie can expect when starting a new career and how to overcome the most common obstacles.

Tune in and learn why Carly thinks that women are better at sales, why it is essential to make a distance between personal life and business, how to protect yourself from failure and burnout, and much more.

Sadie Kneuper, Enterprise AE at CB Insights, will tell you the difference between chatting and listening is simple – people chat, sales pros listen. And, as she explains to her team of SDRs during training, it’s the single best way to get to know your customer and help solve their problems.

Sadie is a student of the game and was a Semi-Finalist in the memoryBlue 2021 Alumni of the Year competition. Today she manages her own high-performance SDR team.

In this episode of Tech Sales is for Hustlers, Sadie relays how honest conversations can yield valuable information, why she takes time to learn from her SDRs even as she teaches them the ropes, and how she makes being a “wild pro” work in a non-traditional way.

He may have been born to drive fast cars, but Tommy Gassman certainly found sales to be the next best option.

Tommy, a dedicated muscle car enthusiast, sports a decade-long track record of sales success at memoryBlue that makes him one of the most compelling figures in company history. He over-achieved as an SDR, helped create the firm’s first internal sales team, built it into a high-performance machine, and has been instrumental in creating massive company growth ever since.

On this special episode of Tech Sales is for Hustlers, we return to the roots of the firm with Tommy Gassman, memoryBlue’s Head of Growth. Tommy lets listeners sit shotgun on a wild ride down memory lane as he discusses his first successful (and not-so-successful) sales deals, the pre-cell phone era, and that time he almost quit. Don’t miss this one!

A college degree doesn't make someone a good salesperson or a great steelworker. Good salespeople understand other people, listen to them, and know-how to communicate with them. Other things that define a salesperson include curiosity, empathy, appreciation, and even tolerance. But can students learn those things in college, or these qualities come naturally?

Dr. Wayne Keene, a professor at the University of Missouri, talks about his thorny path to success and his rich experience in different job positions - from a janitor at Walmart to a sales professor with a Ph.D. He shares the most valuable advice future salespeople will find helpful, including the challenges one must overcome to succeed.

In this episode of Campus Series, Dr. Wayne Keene and hosts Kristen Wisdorf and Libby Galatis talk about the importance of choosing the job you love over the money. How strong communication skills can help a salesperson grow, and how life can bring us to the most unexpected places.

No matter what you do for a living, you’re in sales. And Deirdre Jones makes sure all of her students understand this important lesson.

Deirdre is the Director of the Edward H. Schmidt School of Professional Sales at the University of Toledo, and few can match her passion for professional sales. She often tells students a sales course in college could be the single most important and applicable class any of them will take. The skills, lessons, and tactics applied in professional sales will serve them well no matter where they end up.

In this episode of the Tech Sales is for Hustlers: Campus Series podcast, hosts Kristen Wisdorf and Libby Galatis get exclusive insight into the sales program at University of Toledo through Deirdre’s dynamic perspective. She dispenses a wealth of knowledge in this episode, divulging everything from her own personal secrets for sales success to her unique insights born out of running one of the first college sales programs in the country. 

Sales is an often-misunderstood profession, and it’s not always a “top of mind” career path for college students. 

Yet through his dedicated efforts in higher education, Tim Butler is working to change all of that.  As the Director of the Steele Center for Professional Selling at the University of North Alabama, Tim is pioneering a sales program that is changing the lives of the students by setting them up for success in the sales world. 

As he explains to his students, a sales career is about much more than the money - it’s about adding value to a company. And he refuses to believe there is only one type of person or personality that thrives in sales. It’s about product knowledge, problem-solving capabilities, and critical thinking, all of which can be taught in sales education. 

In this episode of Tech Sales is for Hustlers: Campus Series, hosts Kristen Wisdorf and Libby Galatis get Tim Butler’s take on breaking the stereotypes around sales, the essential qualities of a successful sales student, and how he is looking to grow the program at the University of North Alabama to reach as many students as possible. 

In the new episode of Campus Series, Riley Dugan joins Libby Galatis and Kristen Wisdorf to discuss sales. Riley is a professor of marketing at the University of Dayton and very passionate about his calling. He believes persuasion is the heart of everything we do. 

Riley is a big fan of experiential learning. In his courses, students have the chance to participate in role-plays and learn the skills of negotiation. He is probably the only professor in the country introducing ancient Greek philosophy to sales students. 

The guest reveals why students choose to come to the University of Dayton and discusses the importance of practical knowledge. He teaches students to be patient and deal with rejection. Every job offer that comes their way is worth consideration, and they should look at it as a part of professional growth.