Tech Sales is for Hustlers

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.  

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. 

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.  

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.  

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.  

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.  

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. 

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. 

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. 

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.