Tech Sales is for Hustlers

No two sales jobs are the exact same. The company you work for and your client can make all the difference. Jonathan Stevens's sincere interest in his client CyrusOne Data Centers has been the defining characteristic of his sales career trajectory since day one. 

In this episode of Tech Sales if for Hustlers, Jonathan Stevens reflects on his first days at memoryBlue, the work habits that aided his success, and his current company’s mission to outsource data centers.  

For many, the SDR role is only just scratching the surface of all the opportunities within the sales field. This was especially true for Jace Edwards, who has climbed the ranks all the way from an SDR to become a Managing Director at memoryBlue.  

Jace serves as a testament to the successful trajectory a sales career can provide you with if you strategize well and work efficiently. Like any career, there are different obstacles no matter which sales role you’re in but learning how to work through them and utilize your resources effectively is what will push you ahead of the pack and help you reach your goals. 

In this episode of Tech Sales is for Hustlers, Jace discusses the different roles within sales, his own personal journey through them, and the most important things to remember when hiring people in sales.  

From their innovative ideas and analytical thinking to their adaptability and teachable mentality, recent grads are a perfect way for tech companies to bring in fresh thinking and new perspectives. This week’s Tech Sales is for Hustlers, Campus Series guest Raj argues that the most valuable hires are college graduates before they’ve even hit the market. 

In this episode of the Campus Series podcast, Raj Agnihorti, director of Ivy Sales Forum at Iowa State breaks down the many benefits of hiring graduates, while diving into some common misconceptions about sales and explaining how it’s the most entrepreneurial discipline.  

From broadcast journalism to working in the service industry and even acting, Aspen’s journey into sales was anything but direct. However, now a senior IT Account Executive at Kelly, she reflects on how her previous experiences and skills have all aided in her major success in sales. 

In this episode of Tech Sales is for Hustlers, Aspen discusses her entry into the world of sales, while highlighting the success you can achieve without having a sales background and the overall importance of the SDR role.  

Sales jobs can often get a bad reputation from the public due to many common misconceptions. However, this usually stems from a lack of understanding of the nuances of a sales career. Sales educators like Aaron Johnson work every day to change that opinion and know that getting into sales is an excellent career option that builds skills that can be used for a lifetime and holds the potential for freedom in the workplace. 

In this episode of the Campus Series podcast, Aaron Johnson, Assistant Professor of Marketing at Salisbury University, talks about the universal application of sales skills, the importance of relationships in sales, and the parallels between being in sales and running your own business.  

It’s not just about what you’re selling, it’s about how you’re selling it. For Dickie Kapparos, it comes down to trying to provide value to a customer, rather than just selling for profit. 

Now a Sales Development Executive at memoryBlue, Dickie, found that when he made this shift as an SDR, it not only changed the way he approached his cold calls, but the way prospects received his calls. People can hear the difference between a sales pitch and a genuine desire to help. Being able to demonstrate the latter will increase your chances of keeping prospects on the phone and getting those meetings booked. 

In this episode of Tech Sales is for Hustlers, Dickie Kapparos gets into how to be successful at cold calling, the value of competition, and the importance of being genuine and sincere as an SDR.  

Think of the last time you made a sale, chances are it was more recent than you think. From selling an idea for a new project to interviewing at a company, people are constantly using sales both personally and professionally, making it a great field to break into no matter what you specifically studied. 

In this episode of the Campus Series podcast, Adam Rapp, Associate Dean of External Affairs at Ohio University, shares the story of his professional growth in academia and sales, touches on the core values of sales, and explains why open communication is necessary for successful collaboration. 

Eager to serve? Yacine Allaoua highlights how work in the public sector is full of opportunities to improve people’s livelihoods and make a difference. The public sector is an environment driven by the quality of service, rather than profit. It works with a mission and vision, allowing you to grow a true passion for the work you’re doing and well-rounded knowledge to do it well.  

In this episode of Tech Sales is for Hustlers, Yacine Allaoua, Federal Account Executive of Strategic Accounts at Chainalysis, breaks down the differences between federal sales and private sector sales, discusses the advancement of an individual in both areas, and points out the differences between working for a market leader vs. selling for a challenger.  

The daily practice they put in, the goals they set, the plans they develop, and the way they persevere through rejection and defeat. For Kevin Chase, these qualities are not unique to athletes but also to his sales students.

In this episode of the Campus Series podcast, Kevin Chase, Assistant Professor of Marketing at Washington State University shares his lessons learned as an athlete, the importance of practice and overcoming rejection, and the misconceptions about sales.

As college graduates across all majors are beginning their careers within the sales industry, employers and schools are rapidly noticing the value and need in undergraduate sales education. While a formal sales education is not a necessity, it’s been proven to help new sales representatives ramp up their careers faster and stick with their companies for longer. 

In this episode of Tech Sales is for Hustlers Campus Series Marty Holmes, Executive Director of The Sales Education Foundation, unpacks the importance of university-level sales education and discusses how her nonprofit has supported this through things like funding sales research grants and creating a platform for exchanging ideas and best practices.