Shows
Tech Sales is for HustlersPeople Behind The Pitch: Unlocking Growth Strategies in Tech SalesIn the inaugural episode of People Behind The Pitch, memoryBlue’s Aaron "Big Country" McCann sits down with Manoj Jasra, a seasoned sales and marketing executive and memoryBlue customer, to uncover the strategies driving success in today’s tech landscape. With years of experience helping businesses scale and optimize revenue, Manoj shares his expert insights on:-The evolving role of sales and marketing alignment-Leveraging data to drive smarter decision-making-Winning strategies for tech sales teams in a competitive market-Lessons from his own journey in leadership and growthWhether you're a sale...
2025-04-2243 min
Tech Sales is for HustlersB2B Revenue Acceleration - The Art of Organic Content for Start-Up Brand BuildingOrganic content should be treated as an essential part of any marketing strategy, particularly for start-ups trying to build their brand. It forms the foundation upon which authentic connections with the audience are built, setting the stage for long-term engagement and loyalty.Join host Catarina Hoch (VP of Global Marketing, Operatix & memoryBlue) and Jake Hurwitz (Founder, Thursday Labs) as they unravel the nuances of organic content and brand building for start-ups in this captivating episode of B2B Revenue Acceleration.Jake delves into why start-ups face unique challenges in establishing their brand identity through organic...
2025-03-2135 min
Tech Sales is for HustlersB2B Revenue Acceleration - Exploring AI in MarketingAI is quickly becoming an essential tool in any marketing professional’s kit, boosting productivity and revolutionizing the way campaigns are conceptualized, executed, and optimized.In this episode of B2B Revenue Acceleration, host Catarina Hoch, VP of Global Marketing at Operatix/memoryBlue, sits down with Austin Distel, the Senior Director of Marketing at Jasper, to delve into the impact of artificial intelligence (AI) in marketing. This discussion sheds light on how AI can enhance marketing campaigns, including their effectiveness and efficiency. From optimizing customer engagement to automating mundane tasks, Austin outlines how AI empowers mar...
2025-03-2142 min
Tech Sales is for HustlersB2B Revenue Acceleration - How to Master Your Sales MessagingHave you ever wondered why some sales pitches instantly grab your attention, while others fall flat? What's the secret behind crafting compelling, persuasive sales messages that not only captivate but also convert?In today’s episode of B2B Revenue Acceleration, we dive deep into the art and science of sales messaging with host Aurelien Mottier, Co-Founder and CEO at Operatix, and Ben Hunter, Senior Sales Training Specialist at memoryBlue.This episode takes a deep dive into the world of sales communication. With Ben Hunter's extensive experience in shaping sales strategies and training sales professionals, he...
2025-03-211h 00
Tech Sales is for HustlersB2B Revenue Acceleration - Beyond the Deal: Successful Integration Post-AcquisitionIs acquisition the end of the road, or just the beginning?In this episode, Aurelien Mottier (CEO of Operatix & memoryBlue) interviews Chris Doggett (CRO at Acquiato) to uncover the challenges and opportunities that come with company acquisitions.From overcoming the misconception that acquisition is the final chapter to the critical role people and culture play in success, Chris shares his experiences and key learnings gathered from years of navigating the post-acquisition process.They dive deep into harmonizing teams, blending specialists and generalists, and reconciling the differing objectives between acquirers and sellers. Whether you're...
2025-03-0437 min
Tech Sales is for HustlersB2B Revenue Acceleration - The Science Behind Successful Sales CallsWhat if the key to boosting your sales success lies not in what you say, but in how you say it?In this episode of B2B Revenue Acceleration, host Aurelien Mottier sits down with Bitty Balducci, Assistant Professor of Marketing at Washington State University, to delve into the science behind successful sales calls.Drawing from her recent study that analyzed 40,000 memoryBlue outbound sales calls, Bitty shares groundbreaking insights into how the nuances of voice can enhance prospecting outcomes.Join us as Bitty reveals the critical factors that distinguish successful sales calls, such...
2025-03-0427 min
Tech Sales is for Hustlers145: Mike Kelly - The Road to EdTechIn the latest episode of Tech Sales is for Hustlers, Marc and Chris are joined by Mike Kelly, the Director of Account Management at CodeHS. Mike has honed his expertise in the EdTech industry, leading a team of eight and making a significant impact in coding education.Post-graduation, like many, Mike faced the challenge of entry-level sales jobs that didn't quite fit the "sales" bill. His first role as a customs broker for seafood importation didn't provide the sales training he had hoped for, prompting a move to Washington, DC, and a fresh start with memoryBlue.
2024-08-0850 min
Market MasteryAn Inside Look at Sales Development with memoryBlue’s Marc GonyeaHow do you get sales teams to consistently hit their targets? The answer lies in training.In this episode of Market Mastery, Marc Gonyea, co-founder of memoryBlue, shares his expertise on the importance of commitment and a specialized training program for pursuing a successful career in sales. We'll take a closer look at memoryBlue's intensive six-week onboarding process, which includes call reviews and continuous coaching to hone sales performance.Marc also sheds some light on the broader challenges of recruiting and managing SDRs and the importance of fostering an in-office culture to support learning, productivity...
2024-07-1628 minTech Sales is for Hustlers144: Kelsie Edmonds - The Traveling Managing DirectorIn this episode of Tech Sales is For Hustlers Marc and Chris are joined by Managing Director, Kelsie Edmonds, a dynamic force hailing from Danville, VA, who has carved out an impressive reputation for herself at memoryBlue.From her humble small-town roots, Kelsie has risen to prominence, leaving a mark on memoryBlue's culture. Venturing out to five of our six offices, she's embarked on the mission of infusing each location with the energy of tech sales. From her initial move to JMU for college to her relocation to Northern Virginia in pursuit of greater...
2024-07-111h 14Tech Sales is for Hustlers143: Craig Allen - The PhenomIn this episode of Tech Sales is for Hustlers, Marc, and Chris welcome Craig Allen back to the Tysons office. Craig is not just your ordinary tech sales professional; he's a recipient of the prestigious memoryBlue 2023 Phenom Award, a passionate advocate for diversity and inclusion, a devoted father, and an Enterprise Customer Success Manager at Darktrace.Craig's journey is nothing short of remarkable. Coming from a background in the hospitality industry, he took a bold leap during the pandemic, transitioning into tech sales despite the uncertainties. Despite facing challenges and a significant pay cut...
2024-06-061h 20Tech Sales is for Hustlers141: Brandie Schaeffer - The Value of Being GenuineIn this episode of Tech Sales for Hustlers, hosts Chris Corcoran and Marc Gonyea chat with Brandie Schaeffer, memoryBlue's first employee. They reminisce about their shared past and dive into Brandie's professional journey. Brandie shares a memorable interview question Marc asked about the number of gas stations in Virginia, highlighting problem-solving and handling challenges.They also discuss the importance of client relationships, stressing the trust and confidence needed in business. Early career bonds can have lasting impacts, both professionally and personally.
2024-04-0443 minTech Sales is for Hustlers140: Aurelien Mottier - The Story of OperatixAurelien Mottier's career journey to the top is a true testament to the unpredictable road to success. Currently serving as the President of memoryBlue and the Co-Founder/CEO of Operatix, Aurelien's rise from a non-English speaking cleaner to a pivotal figure in the global sales development industry, commanding a team exceeding 300 individuals, is nothing short of inspirational.In this episode of Tech Sales is for Hustlers, hosts Marc and Chris delve into the story of the French-born entrepreneur. Aurelien recounts his adventurous move to the United Kingdom, a leap that propelled his career forward. He tells the...
2024-03-071h 12Tech Sales is for Hustlers138: Mark Musitano - The Power of Open Ended QuestionsEmbarking on a career in sales often involves unexpected twists and turns, as Mark Musitano from Ansys can attest to. While this can be daunting, Mark shares how his transition from politics to sales, greatly strengthened his adaptability and wide skillset. In this episode of Tech Sales is for Hustlers, Host Marc Gonyea delves into Mark’s pivotal moments during his career trajectory, such as internships on Capitol Hill and a game-changing call from Justin Brown at memoryBlue. As the episode unfolds, Mark also shares his major takeaways when it comes to authenticity and accountability in the dig...
2024-02-0846 minTech Sales is for Hustlers136: Joe Trapasso - 'Bones'The one and only Joe Trapasso, better known as “Bones” around memoryBlue, is no stranger to the unpredictable paths that can precede a fruitful sales career. From his athletics career to his stint in political canvassing, he is a perfect example of the way valuable sales skills can be honed in the most unexpected of places. In this episode of Tech Sales is for Hustlers, Joe discusses the origin of his unique nickname while recounting his baseball experiences, his unexpected avenue in politics, and his ultimate success in tech sales.
2024-01-111h 19Tech Sales is for Hustlers129: Jonathan Vu - The Uncomfortable Comfort ZoneSales can often appear to be a one-man show; however, most salespeople will struggle to succeed without a strong support system surrounding them. In fact, Jonathan Vu wouldn’t have been able to thrive in sales had he not had the strong community at memoryBlue helping him through his challenging transition from marketing to sales. In this episode of Tech Sales is for Hustlers, Jonathan, now a BDR at Clear, shares his initial discomfort with the sales environment, the power he has found in a collaborative and supportive company, and the way his introverted qualities have served as...
2023-07-2037 minTech Sales is for Hustlers127: Jonathan Seidenwurm - The Power of Adaptability in SalesmemoryBlue isn’t just for college grads looking to kickstart their sales career, it’s a launch pad for anyone trying to break into tech sales at any point in their career. After all, tech sales is quite the melting pot of people with all different areas of expertise and interest, and our company seeks to serve as a reflection of that! In this episode of Tech Sales is for Hustlers, Jonathan Seidenwurm, now a sales engineer at Crowdstrike discusses his unexpected journey transitioning from law enforcement and travel agency to tech sales, the potential friction between AEs a...
2023-06-291h 18Tech Sales is for Hustlers122: Max Hufft - Take Care of Your NetworkA sales career should be anything but stagnant. While many will begin as entry-level sales reps, that merely serves as the launchpad for the rest of their career endeavors. After all, once you take that first step in sales, the opportunities for growth are truly inexhaustible. In this episode of Tech Sales is for Hustlers, Max Hufft, now a Senior Solutions Architect at Veracode, explores his journey from being a memoryBlue SDR to transitioning into his present position, while discussing how the SDR position prepared him for his role and taught him the importance of believing in h...
2023-05-181h 06Tech Sales is for Hustlers119: Brian Ball - Prospecting Never EndsEntering the professional world isn’t easy. But that doesn’t mean you can’t take the transition by storm. Anyone can succeed right from the start if they develop a strong confidence from within, possess a strong discernment of what they are and aren’t interested in, and practice a flexible mindset. In this episode of Tech Sales is for Hustlers, our hosts Marc and Chris welcome Brian Ball, an Account Executive at Simpplr. Brian relives his start at memoryBlue, explains how it motivated him to pursue his dreams, and unpacks what he would want to tell his...
2023-04-2049 minTech Sales is for Hustlers117: Catherine Seaman - The "Back-Pocket" BookValuable sales experience can come from the most unlikely of places. From learning how to be a solid competitor as a high school athlete, to challenging yourself to sell your most expensive cocktails as a bartender, sales skills can be both learned and sharpened long before you land your first official sales job. ⠀⠀In this episode of Tech Sales is for Hustlers, Senior Sales Manager at Infinite Blue, Catherine Seaman recounts the many steps, experiences, and natural qualities that have built up her skillset and enabled her to thrive in her sales career ever since she started at me...
2023-03-3050 minTech Sales is for Hustlers113: James Doyle - Using the Triple C’s – Calm, Cool, CollectedA sales position may seem straightforward, but many in the role can attest to the fact that they’re constantly having to act as a jack of all trades. While an SDR’s main objective is to book a meeting, the ability to do that requires both a variety of hard skills refined in more formal sales training, as well as general soft skills that can be picked up through many different life experiences. In this episode of Tech Sales is for Hustlers, James Doyle, an Enterprise Solutions Specialist at Qlik, unpacks all the logistics that go into...
2023-02-2342 minTech Sales is for Hustlers111: Julia Fitzgerald - Searching For The "Green Flags"What’s the secret to success in sales? Julia Fitzgerald vows it’s learning how to play off your strengths and play up your personality! Sales doesn’t necessarily favor anyone of a particular background, but it will come more naturally to those who tap into their strongest traits to stay motivated, keep themselves grounded, and subsequently connect more genuinely with prospects. In this episode of Tech Sales is for Hustlers, Julia, now a Managing Director at memoryBlue, talks about the power of embracing your personality in your career, how to spot green flags in a job listing...
2023-02-091h 05Tech Sales is for Hustlers107: Ethan Chase - The Art of StorytellingHumans are storytellers. We share stories, we’re moved by stories, and we cling to stories. This insight is what helped Ethan Chase, a memoryBlue Account Executive, have impactful cold-call conversations and achieve success in sales. While storytelling and conversing came naturally to him, he also credits Academy for helping him learn how to better structure his calls and effectively direct them. In this episode of Tech Sales is for Hustlers, Ethan discusses the experience he gained through internships prior to memoryBlue, his time as an SDR, and the power of storytelling in sales.
2023-01-1253 minTech Sales is for Hustlers103: Matt Gloger - Focus On What You Can ControlThe ever-normalized remote nature of work nowadays may not be the most beneficial environment for SDRs just entering the sales world. Matt Gloger highlights the ways in which he greatly benefited from starting out in person and being fully immersed in the team-centered approach at memoryBlue. In this episode of Tech Sales is for Hustlers, Matt Gloger, SW Enterprise AE at QTS Data Centers, discusses different sales roles, the benefit of the SDR role for a sales career, and the drawbacks of remote work.
2022-12-011h 07Tech Sales is for Hustlers100: Jonathan Stevens - Dedication Leads to SuccessNo 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.
2022-11-0355 minTech Sales is for Hustlers99: Jace Edwards - The Path to Managing DirectorFor 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 pus...
2022-10-271h 21Tech Sales is for Hustlers97: Dickie Kapparos - An Unorthodox Approach to SalesIt’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 o...
2022-10-1355 minTech Sales is for Hustlers93: Rob Gonsalves - If You Want To Grow In Your Career, Say It!Don’t wait for someone to offer — Ask! When it comes to elevating your career, Rob Gonsalves suggests taking the initiative, stepping up to the plate, and making your intentions known. Now a Sales Manager at memoryBlue, Rob knows that gains happen incrementally. Learn new things, tailor your strategies, and set SMART (Specific. Measurable. Achievable. Relevant. Time-based.) goals. In this episode of Tech Sales is for Hustlers, Rob shares the #1 skill needed to be a successful AE, the best ways to nur...
2022-08-041h 04Tech Sales is for Hustlers89: Jeremy Wood - A Passion For MentoringAsk, and you will grow. Jeremy Wood recommends benching your pride and learning from those around you — peers, mentors, managers, and clients. The relationships you nurture will always be your most significant resource. Now the Senior Director of Delivery for memoryBlue, East, Jeremy reflects on his climb through the company ranks. As Jeremy’s career evolves, he’s paying it forward, helping others to elevate their own. In this episode of Tech Sales is for Hustlers, Jeremy shares what matters most when recruiting and nurturing talent, the number one way to improve client relationship management, and why i...
2022-06-301h 18Tech Sales is for Hustlers86: Emie Moore - Hard Work Will Always Lead To SuccessDig until you strike gold. There’s no shame in the process; Emie Moore challenges her team to ask questions, push boundaries, and focus on the work. Now Boston Managing Director at memoryBlue, Emie shares her journey from SDR to MD, unpacking struggles, lessons learned, and achievements along the way. Founded in her passion for mentoring and helping others meet their full potential, Emie adapts her coaching to serve the needs of her team and lead them to success. In this episode of Tech Sales is for Hustlers, Emie explores the emotional roller-coaster of leadership, ways...
2022-06-091h 09Tech Sales is for Hustlers82: Aaron Aggen - A Continuous Learning MindsetLet rejection roll off your back and keep things moving. When Aaron Aggen hears the word “no,” he sees an opportunity to gather more information, build rapport, and expand his network. Don’t be fooled by his easy-going demeanor; back as a Direct Hire Account Executive at memoryBlue, Aaron sets high standards for himself and makes no excuses. In this episode of Tech Sales is for Hustlers, Aaron talks about why professional training should never stop, the impact of self-accountability, and the power of recruiting for our top Rising Stars talent.
2022-04-211h 09Tech Sales is for Hustlers81: Jesse Matthews - Picking Your Best OpportunitiesChoose 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...
2022-04-141h 06Tech Sales is for Hustlers76: Justin Henry - Always Bet on YourselfIf 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 bo...
2022-03-1026 minTech Sales is for Hustlers75: Alex Rodriguez - The Million Dollar Sales ClubYou 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 hourweeks while attending school, Alex knew he would excel in a career where hustlebrings success. In two and a half years with memoryBlue, Alex elevated from SDRto AE in our Silicon Valley office by being a life-long learner and beingmindful not to overcomplicate things. In this episode of Tech...
2022-03-031h 03Tech Sales is for Hustlers74: Jake Akin - From The Suburbs to Silicon ValleyJake Akin learned quickly that accepting feedback and adapting your strategy early on in your career can have benefits, not only on your teammates, but the prospects you call. In less than 4-years of being a memoryBlue alum, Jake is now the Regional Vice President at Randstad RiseSmart. Jake started his role eager and ready to make things happen. With feedback, he soon realized that level of intensity could be a real turn-off. Adaptability and social intelligence are now defining elements of his leadership and coaching style. His advice? Take in an array of feedback, apply what m...
2022-02-241h 23Tech Sales is for Hustlers73: Omar Lopez - It All Started With A Moving TruckWhere you start doesn’t need to dictate where you go. Watching his parents work multiple jobs to provide for their six children taught Omar that hard work and resilience can carry you far. ⠀⠀Now the Corporate Account Executive at CrowdStrike, Omar, the first of his family born in the United States, got his first job while still in high school, showing his hustle mentality early. Years later, he met former memoryBlue AE Taylor Pierce, who recognized Omar’s determination and drive while working at the same moving company and referred Omar to memoryBlue.⠀⠀In this episode...
2022-02-171h 08Tech Sales is for Hustlers71: Will Ossai - From the Gridiron to the GrindAfter a game-changing injury that ended a promising career in the NFL, Will Ossai needed a new outlet for his competitive drive and relentless grit. Enter: professional sales. From NFL rookie to memoryBlue SDR, and now an Associate Sales Manager at Radware, Will Ossai is the first to tell you how quickly plans change. Shortly into his rookie year with the Colts, Will received a diagnosis that ended his NFL career before it could even begin. Some would allow that to bench them indefinitely, but Will took this as an opportunity to use his network to find a...
2022-02-0349 minTech Sales is for Hustlers70: Joe Reeves - Everyone Has Their Own SuperpowerA winning team is built from the top down. And Joe Reeves is precisely the type of leader needed to create a championship squad. Managing Director of memoryBlue’s Silicon Valley office, Joe has turned his six years with the company into something special. He quickly progressed from SDR to DM, and, ultimately, now steers the ship as the leader of a rapidly growing office. From coaching sports to stage direction to his management experience, he’s observed and absorbed the best of a variety of leadership styles. And that knowledge has helped him lead the Silicon Valle...
2022-01-271h 12Tech Sales is for Hustlers69: Omari Morgan - The Importance of Fostering DiversityOmari Morgan has mastered getting outside of his comfort zone – and his commitment to playing the long game with his career is paying off in a big way. From his start in sales at memoryBlue seven years ago to his position now as a highly successful Channel Account Manager at SecurityScorecard, Omari has cultivated a powerful network from coast-to-coast. Incredibly self-aware and immeasurably well-versed in his professional craft, he offers up a wealth of knowledge here based on his personal career journey.In this episode of Tech Sales is for Hustlers, Omari joins us in our...
2022-01-201h 18Tech Sales is for Hustlers68: Caroline Sullivan - Ms. PhenomCan introverts succeed in sales? Caroline Sullivan’s career is undeniable proof that the answer is an emphatic yes. The 2021 memoryBlue Phenom Alumni Award winner collects accolades and honors in her role as an Inside Account Executive at Rubrik because she understands an important sales secret: demonstrate that you genuinely care about people, prospects, and colleagues, and the achievements will follow. That secret, along with her competitive nature, helped her hit two different quotas on the way to winning two major sales awards in one quarter at Rubrik. In this episode of Tech Sales is for...
2022-01-131h 05Tech Sales is for Hustlers67: Christina Ierullo - Be Your Own BossIf you’re going to talk the talk, you better walk the walk. Christina Ierullo lives that mantra with an unapologetic style dedicated to elevating her team.Being the Director of Sales Development at Apty never stops Christina from getting her hands dirty and jumping into the sales trenches alongside her team. There’s no better way to earn respect than leading by example. From her running start at memoryBlue, where she booked three meetings in her first day, to her commitment to building a productive and diverse team, Christina is an undeniable force. In the f...
2022-01-061h 02Tech Sales is for Hustlers65: Stephen Labay - Bet on YourselfFrom working in hospitality to managing a team of SDRs, Stephen Labay knows with change, comes an opportunity to learn new things, add to, or refine your current skills, and push yourself to achieve more than last week, last month, last year. Alum Ruben Rosado saw Stephen’s competitive nature and ability to grow in tough situations and referred him to join memoryBlue as an SDR. Rolling with the punches was key to Stephen’s success in the SDR role. One day you're hitting it out of the park, and the next, you’re striking out. Now a Sales...
2021-12-091h 00Tech Sales is for Hustlers64: Jackson Hawkins - Rock, Chalk, J. Hawk.Most see being a manager as a fast-track to more responsibility, a higher salary, a lofty title, or a bigger office. Jackson Hawkins has different motivations; he loves the thrill of guiding his employees to reach their maximum potential. Jackson, now a Managing Director in the memoryBlue Austin office, started his career as an SDR. His journey from SDR, to Delivery Manager, to Managing Director provided him with intimate knowledge of the high-tech sales industry and the experience needed to provide valuable mentorship at all levels in the organization. In this episode of the Tech Sa...
2021-12-011h 12Tech Sales is for Hustlers63: Blake Erwin - The GuideIt takes more than a compass to blaze a trail like Blake Erwin. Blake, an accomplished Enterprise Sales Rep at Couchbase, charted a course for the entire memoryBlue team as the first to ever be hired by this longstanding client. Since that time, more than 20 elephants have charged down the path he helped build with the database solutions powerhouse. A relentless goal-setter and hard worker, Blake's drive to succeed and commitment to the sales craft fuel his rapid career advancement. As the Tech Sales is for Hustlers Austin Series rolls on, you’ll hear Blake expla...
2021-11-1847 minTech Sales is for Hustlers61: Sam Burkhalter - How to Make Progress By Being PatientIf at first, you don’t succeed, keep trying until you do. Sam Burkhalter applies this motto to whatever he pursues, and his consistent progression suggests he is on to something. Now an Inside Sales Representative at Precisely on a strong path to Account Executive, Sam preaches the power of persistence. You’ll never master anything if you don’t stick with it long enough. Sam overcame cold-calling nerves at memoryBlue with repetition, patience, and — above all — commitment to his long-term career goals. Overcoming unexpected challenges through consistent preparation fortifies Sam’s approach to growth. In this episod...
2021-11-0449 minTech Sales is for Hustlers60: Jeremy Mills - The BoomerangIf some is good, more is better. That was the approach Jeremy Mills used with memoryBlue, and you can’t argue with the results.Jeremy, now an accomplished Account Development Representative at Fictiv, pulled off a rare feat by getting hired out twice in two tours with memoryBlue. The first time through, he learned the hard way, including more than a few cold call calamities. But he reassessed his methods, sharpened his craft, and used a customer-centric approach to generate impressive results the second time around.In this episode of Tech Sales is for Hustlers, Je...
2021-10-2851 minTech Sales is for Hustlers58: Ceilidh Kurkoski - The Growth MindsetShe may have started out cleaning up messes, but now she’s just cleaning up. Ceilidh initiated her career as a janitor in an Austin (TX) gym, but her exceptional work ethic quickly moved her into management and ultimately jumpstarted her career in sales. Ceilidh thrived in the cold-calling trenches for 2.5-years here at memoryBlue. From SDR to Senior SDR to recruiting, Ceilidh ran the gamut of the sales development obstacle course, gaining invaluable skills and insights that still serve her today as the Senior Digital Marketing Consultant at Apogee Results. In this episode of Tech...
2021-10-1443 minTech Sales is for Hustlers56: Libby Galatis - The Queen of RecruitmentLife 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...
2021-09-301h 14Tech Sales is for Hustlers54: Joey Cohen - Always Play the Long GameJoey Cohen is a testament to memoryBlue's commitment to elevating from within. 7 short years ago, Joey joined memoryBlue as a Sales Development Representative. In those 7 years, Joey has been an integral part of developing sales teams for each of our services and mentoring the next generation of sales talent. While he's not quite in the same place as he was 7 years ago, some things never change as Joey still doesn't know how to tie a tie, but that doesn't matter because he's still a master of selling the intangible. His secret? Patience and commitment to following through on h...
2021-07-221h 05Tech Sales is for Hustlers53: Kaitlyn Garish - Don't Be Afraid to DisappointThink 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 Kait...
2021-07-1556 minTech Sales is for Hustlers52: Thaddeus Walsh - Success Is AddictiveImagine 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...
2021-07-081h 29Tech Sales is for Hustlers49: Sadie Kneuper - Listen, Understand, EngageSadie 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 info...
2021-06-101h 04Tech Sales is for Hustlers48: Tommy Gassman - "The Figure it Out" FactorHe 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...
2021-06-031h 12Tech Sales is for Hustlers47: Anton Cardenas - It's Okay To FailIf you're going to play sports, you must put in the work and overcome many challenges to be at the top of your game. Even at the top of your game, you will still sometimes fail, but that didn't stop Anton Cardenas. His sports background taught him to have grit and overcome challenges which propelled him to become the rockstar salesperson he is today. Anton details his professional journey and how going to community college and sports, including ice hockey and rugby, heavily influenced his personality and work ethic. He knows that he has to step out o...
2021-04-081h 01Tech Sales is for Hustlers46: Kurtis Michela - Never Stop LearningDon’t tell Kurtis Michela the age-old adage, “You can never go home again.” His successful career proves precisely the opposite, in fact.Despite the possibility of joining the family office furniture business early on, Kurtis forged his own path when he launched a sales career with memoryBlue. That journey took him from coast to coast and exposed him to a wide variety of companies, products, and, in the end, a rock-solid professional footing.And those important experiences uniquely prepared him to ultimately take on the challenge of that family business and help lift it to new...
2021-04-0154 minTech Sales is for Hustlers45: Nimit Bhatt — The PioneerIf you want adventure in your professional life, it doesn’t get more daring than traveling halfway across the country to open the first remote office in company history. Because Nimit Bhatt embraced that challenge, memoryBlue was forever changed for the better.Nimit’s career journey mirrors the growth and evolution of our company. He started as an SDR in the HQ office – the only office at the time he joined in 2012 – and has gone on to elevate into multiple leadership positions during his tenure. Client Delivery Manager, pioneering Managing Director of memoryBlue Austin, the company’s first dual...
2021-03-252h 01Tech Sales is for Hustlers44: Tiffany Dunn - The TrailblazerTiffany Dunn used sales as a tool to carve out her own unique career path, and that’s only scratching the surface of the matter. A self-admitted introvert, Tiffany wasn’t shy about leaving her mark on memoryBlue. She succeeded in multiple roles at the firm before ultimately creating her own dream job right within our walls as the first Salesforce administrator in company history. Today Tiffany is a successful 3X Salesforce Certified consultant for Publicis Sapient. And you better believe she didn’t get there by accident or through luck. In this episode of...
2021-03-0455 minTech Sales is for Hustlers43: Tim Fabian - Never Take No For An AnswerHockey and sales parallel nicely. Tim Fabian, a former college hockey player and hockey coach, will tell you getting knocked down and popping back up is integral to both crafts. Tim grew up in upstate New York where he studied political science, initially considered law school and dreamed of a career on skates. But life had other plans for him. He eventually found an interest in sales and he started by selling Toshiba copiers door-to-door. But thanks to an assist from an old hockey friend, he found memoryBlue and his professional career took flight. Today he...
2021-02-2544 min
Tech Sales is for HustlersCampus Series: Mark Weber - How to Win in Sales and Influence PeoplePicking a career is not an easy task, especially when you’re a young student fresh out of college. Luckily for students at the Catholic University of America, they have Mark Weber to guide them towards success. Mark spent more than 30 years in high-tech sales leading sales teams and hiring sales representatives. Now he’s a different kind of leader, helping college kids get into the business and, even more importantly, thrive in the industry. With his ongoing support and professional input, it’s safe to say that he guides the next generation of sales s...
2021-02-1143 minTech Sales is for Hustlers42: Trey Surber - Built On TrustImagine pouring your heart and soul into a potential $500K+ deal for nearly a full year, only to lose and find out the winning company had it in the bag the whole time due to a personal connection.As Trey Surber will tell you, some sales lessons are powerfully painful. But through those lessons, Trey, now a successful Account Executive at Tableau, forged a winning sales philosophy built on repeatedly earning client trust.Inspired by his father’s successful sales career, Trey launched his own professional path selling bikes, ceiling tiles, and, eventually, learning about hi...
2021-02-0454 minTech Sales is for Hustlers41: James Adeyanju - Tackling Tech SalesWhile you’re reading this, James Adeyanju has his head down, outworking you. That’s an instinct you learn quickly as a major D1 college athlete – always stay one step ahead of the competition.After playing on a scholarship at Big Ten football powerhouse Wisconsin and graduating, James left football behind and threw himself into the world of professional sales. With zero experience but 100% enthusiasm, he moved from the Midwest to Silicon Valley and launched his career at memoryBlue. James, now an Account Executive at Zoom, honed his skills and put maximum effort into always going the extra...
2021-01-2846 minTech Sales is for Hustlers40: Micah Asohan — Make Me a BelieverMicah Asohan's professional journey starts with his relocation from Michigan to DC, and later to Texas, and back to Michigan. Micah likes adventures and challenges. He believes in hard work, loyalty, and taking the initiative. Professional choices allow him to combine his two passions- sales and traveling. Micah was born and raised in Big Rapids, Michigan. After graduating from high school, Asohan decided to take a year off, travel, and find his passion. After a one-year journey, Micah knew he wanted to do something in business. He went to Ferris State U...
2021-01-211h 07Tech Sales is for Hustlers39: Patrick Stillmun — Trust the ProcessPatrick Stillmun approaches each project with an open mind. He also believes learning from successful people leads to desired results. And above all else, he understands that no goal is too lofty if you are disciplined and ready to embrace a good challenge (even if it means taking it personally and fighting for yourself).After graduating from Catholic University, Patrick landed his first job at memoryBlue as a Sales Development Representative. As a former college athlete, the things he learned on the football field absolutely helped him progress rapidly in sales.
2021-01-141h 02Tech Sales is for Hustlers38: Matt Genoa - Create Your Own OpportunitiesMatt Genoa always wanted to be in sales, even before he entered college. That’s what made his eventual career path so unexpected.Hired into memoryBlue as an SDR, he had the chance to get heavily acquainted with the world of CRM software and it quickly piqued his interest. That early exposure to sales operations, combined with a corporate reshuffle later in his sales career that led to a job loss, helped Matt crystalize his professional aspirations. He reinvented himself, playing the long game and focusing on his love of Salesforce, and he ultimately made his own fu...
2021-01-0755 minTech Sales is for Hustlers37: Heather Bodenhamer - Discipline Means FreedomHeather Bodenhamer didn't plan on entering tech sales, or the tech market, in general. She had her sights set on working in sports, but after coaching a professional women's soccer team in Switzerland, and realizing that she would never make enough money as either a women's coach or working for a physical therapy clinic, she went into bartending. That's when a friend of hers told her about memoryBlue.It took Heather some convincing to take the job, given she had been a shy person, but after doing cold calls, she became more confident. Her work path eventually...
2020-12-1754 minTech Sales is for Hustlers36: Huy Nguyen - Yes, andHuy Nguyen moved to the U.S. from Vietnam when he was seven years old. He had never been on an airplane, didn’t speak English and had never lived in a house (or anything other than a hut made of leaves). His path to tech sales was atypical. When he graduated with a marketing degree from the University of South Florida in 2018, he took a job as a graphic designer at a financial firm. He wasn’t a fan of the work, however, so he bought a one-way ticket to London to perform improv and make websi...
2020-12-1051 minTech Sales is for Hustlers35: Katie Lowry - Own Your TerritoryKatie Lowry is competitive by nature. Her drive to compete led her to participate in 12 seasons of six different sports (with nine of them at the varsity level) while in school and eventually to a career in professional sales. After graduating from James Madison University with bachelor’s degree in digital communication and Media/Multimedia, Katie landed her first job at memoryBlue as a Sales Development Representative. She thrived thanks to her drive to get to know prospects and their challenges. In fact, because of her ability to book many high quality meetings, she became a legend at...
2020-12-0355 minTech Sales is for Hustlers34: Kellen Robideau - The Robi-do's and Robi-don'ts of SalesOne of memoryBlue alum Kellen Robideau’s favorite memories is when three coworkers dressed up as him for Halloween. “I always want to introduce myself and make new friends … so I wanted to be that fun guy that people enjoyed being around,” Kellen says. Doing so earned him his nickname “Fun Guy Kellen” — which three coworkers dressed up as. “I was like, ‘Are you guys me?’ I was so shook.”After graduating college with a degree in advertising and public relations in 2017, Kellen started his career as an Account Sales Manager at AroundCampus Group, a media company that sell...
2020-11-1952 minTech Sales is for Hustlers33: Caity Cover - Sincerity SellsCaity Cover learned everything she needed to know about people from waiting tables at Red Robin. “I really think that waitressing for so long taught me how to small talk and build rapport with people,” Caity says. “You make 100 dials and 10 people are going to answer, so how are you going to stand out to those 10 people? ... You have to be you.”Since her more than three years in the restaurant business, Caity has worked as a banker for BB&T and Sales Development Representative with us here at memoryBlue. Now, she’s an Account Executive a...
2020-11-1253 minTech Sales is for Hustlers32: Conal Jaeger - The Glue GuyWe’re kicking off our five-part 2020 Phenom Finalists podcast series with the one, the only Conal Jaeger. Conal was a veteran at memoryBlue serving 19 months before finding his next role at Gartner. Today he’s managing full sales cycles as a Sales Development Executive at Gartner.A glue guy is a person who keeps the team focused on the task at hand and ensure that they stick together through rough times. Conal has always been the glue guy in every team he’s been on, and you’ll be able to see why when you listen to this epi...
2020-11-0559 minTech Sales is for Hustlers31: Josh Crippen - Managing ExpectationsWhen you become a manager your success is built from other people's successes. Arguably, fostering someone's else success is more rewarding than your own success.After a relatively short tenure as an SDR Josh Crippen became a Delivery Manager for memoryBlue. He was now leading his peers - some of which were his close friends. Over the year that he was a DM, Josh learned what it took to be a good manager and he could see what qualities make a great SDR. Today, Josh is an Account Executive at Higher Logic.On this episode...
2020-10-291h 01Tech Sales is for Hustlers30: Erin Anderson - D1 SalesErin Anderson has always been a competitive person. That competitive spirit led her to join George Mason University's D1 lacrosse team and excelling within professional sales. During her student-athlete days, Erin made the Mason record books by having the sixth-highest game time play. After graduation, she joined memoryBlue before quickly getting hired out by her client, where she was employee number two. Today, Erin is an Account Executive at Salesforce.On this episode of Tech Sales is for Hustlers, Erin shares how being a D1 athlete helped her in sales, why it's ok not to know everything...
2020-10-221h 16Tech Sales is for Hustlers29: Tanner Luck - Seeking A MentorGood mentors make great leaders. Every great leader has had a mentor to guide them down the right path. Tanner Luck's life has changed for the better because of mentorship.Tanner has found numerous mentors throughout his life, but truly found impactful mentors that would help him launch his tech sales career at memoryBlue. Tanner had the opportunity to work with a variety of clients at memoryBlue and ultimately got hired out by his client, Stratifyd. Today, Tanner is a successful Regional Sales Manager at Splunk.On this episode of Tech Sales is for Hustlers...
2020-10-151h 04Tech Sales is for Hustlers28: Robbie Connors - The Rising StarRobbie Connors was memoryBlue's first-ever Rising Star in 2016. Backed with an irreplaceable SDR experience, Robbie interviewed with a variety of companies and captured a handful of job offers. He decided on ScienceLogic and has been with them ever since. The Rising Stars program has blossomed since then and Robbie has even brought on two other memoryBlue alums to his company. Robbie has been a two-time Alumni of the Year Finalist and is an Enterprise Account Executive at ScienceLogic.On this episode of Tech Sales is for Hustlers, Robbie walks through how he was able to make any...
2020-10-081h 07Tech Sales is for Hustlers27: Julianne Thompson - Blood, Sweat, and TearsIf you want to be successful in high-tech sales it's going to take blood, sweat, and tears. Especially sweat.Julianne Thompson, formally known as Julianne Sweat is no stranger to putting in hard work. Before she entered the world of professional sales she was dominant on the softball field as a pitcher for The University of Mary Washington. After college, Julianne joined the memoryBlue herd and has been a sales rockstar ever since. Julianne has gone on to become an Alumni of the Year winner and has found a love for managing other salespeople. Today she is...
2020-10-0157 minTech Sales is for Hustlers26: Sohale Razmjou - The GodfatherWhether you’ve been in the conference room named after him, worked on his campaign, or seen him work in Marc’s office throughout the week you know the man, the myth, the Godfather, Sohale Razmjou. Sohale began his journey with memoryBlue when he was the third employee ever back in 2005. And since then he has gone through the complete memoryBlue lifecycle. He became a successful SDR, became an alum by getting hired out by his client, he has referred in new talent, became an Alumni of the Year winner, his company became a client and has even hired out o...
2020-09-241h 38Tech Sales is for Hustlers25: Aaron Bravo - Mr. PhenomLast year memoryBlue launched the inaugural Phenom Award. The honor is given to a recent alum who is off to a fast start since departing memoryBlue. Over 50 applications were submitted and Aaron Bravo reigned supreme. After getting hired out by his client, Motorola Solutions, Aaron became a field rep with one of the largest territories on the software enterprise team and oversaw a team of five people. Needless to say, Aaron had a huge impact at Motorola which led to his inaugural win.On this episode of Tech Sales is for Hustler, Aaron shares why listening is...
2020-09-171h 04Tech Sales is for Hustlers24: Ellen Hansen - The New KidIt's hard being the new kid at school but when Ellen Hansen moved from Viva Las Vegas to the suburbs right outside of Richmond, Virginia, it taught her the life lesson of being comfortable being uncomfortable.That valuable life lesson has allowed her to adapt quickly to any new situation she comes across. After being an SDR for memoryBlue for a short five months, Ellen's talent was swiftly recognized and was hired out by her client. Today, Ellen is continuing to excel as a Corporate Account Executive at Okta, Inc.On this episode of Tech...
2020-09-101h 02Tech Sales is for Hustlers23: Percy Darkwah - In It To Win It"If you're good enough, you'll win." And if you're Percy Darkwah you're in it to win it.Since the beginning of his tech sales career, Percy has always taken calculated risks and bet on himself to further his career. That undying will to succeed has led him to move from Virginia to Dallas, Texas, and now to Toronto, Canada. Today, Percy is crushing it as an Enterprise Account Executive at AppDynamics.On this episode of Tech Sales is for Hustlers, Percy walks us through his non-linear sales career, how he was able to close a d...
2020-08-271h 00Tech Sales is for Hustlers22: Ashley Lounsbury - The Hand-RaiserEveryone has had a moment in school where a teacher will ask you a question, you know the answer but you just simply don’t raise your hand. If you sit idly by, who will hear what you have to say?Ashley (Sprano) Lounsbury is a prime example of the benefits of raising your hand. She has always made it known what she wants and that she’s willing to hustle hard to get there. Today, Ashley is an Enterprise Account Executive at Tableau, a Salesforce company. On this episode of Tech Sales is for Hustl...
2020-08-201h 06Tech Sales is for Hustlers21: Matt Bright - Making LemonadeWhen life gives you lemons, make lemonade.Ever since a young age, Matt Bright has been making every deal just a little bit sweeter. Matt hails from Columbia, Maryland, and went to the University from Maryland. Shortly after graduation, Matt started his rewarding sales career at memoryBlue. He decided to stay on board and became the second salesperson ever to sell memoryBlue's services. Today, Matt is a Sales Director at Snyk. On this episode of Tech Sales is for Hustlers, Matt Bright shares the importance of listening to call recordings and learning from other reps, h...
2020-08-131h 00Tech Sales is for Hustlers20: Brian Thompson - 48 DaysImagine working on behalf of a company for only 48 days and impressing the cofounders so much they make you a permanent job offer.SDRs at memoryBlue often get hired by a client, but usually it’s after working on a campaign for several months or even a year. It generally takes time to prove your worth. But Brian Thompson was a rocket ship, getting hired out by his client (Capterra) in one of the quickest timeframes throughout the 18+ year history of memoryBlue. Those 48 days were filled with countless dials, a steep learning curve, and lots of laughs. To...
2020-08-061h 00Tech Sales is for Hustlers19: Mo Hassan - Whatever It TakesSuccess isn't given, it's earned, and Mohamed "Mo" Hassan will do whatever it takes. Mo was born in Egypt before he and his family immigrated to the States. He learned from a young age to be successful meant hard work, tenacity, and above all family. Throughout his personal and professional life, Mo has faced adversity at almost every corner but has fought tooth and nail to overcome each obstacle. Despite the cards he's been dealt with, Mo has continued to have a positive outlook. Today Mo is an Account Executive at DH Technologies, and when he isn't closing deals...
2020-07-301h 08Tech Sales is for Hustlers18: Nelson Lawson - Network Makes the Dream WorkIn the small world of sales, it’s equal parts what you know and who you know. Over the past 14 years, Nelson Lawson built a vast and strong network of peers that he often leveraged on his path toward becoming Managing Partner of DC Consulting Service, LLC. His firm is a value-added reseller and leading provider of information security solutions and professional services. In fact, some of his vendor partners today were his former coworkers.On this episode of Tech Sales is for Hustlers, Nelson shares his experience with sales burn out, why it is vital to kn...
2020-07-231h 09