In this episode, Kelly Grafton sits down once again with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to unpack the questions SDRs ask most often. Using fresh data from MemoryBlue calls, Bitty reveals what the numbers really say about common scenarios and sales techniques.

You’ll learn:
- The average success rate of cold calls at MemoryBlue and how it compares to Fortune 500 benchmarks
- Why longer calls with more back-and-forth exchanges boost the odds of booking meetings
- Whether there’s a “golden hour” or best day to call prospects
- How prospect seniority (low, medium, high status) shapes your approach and why high-level executives respond better to informal language
- What the data says about common openers like “Did I catch you at a bad time?”
- How often prospects ask for an email, and why pushing back respectfully creates better outcomes

The missed opportunities SDRs have to use phrases like “Since you said…” or “What I’m hearing is…” and how to add them in naturally.

Packed with statistics, patterns, and practical applications, this episode gives you the facts you need to refine your calls and close more meetings.

In this episode, Kelly Grafton welcomes back Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore the science of politeness in sales. Drawing from tens of thousands of calls, Bitty breaks down how simple choices in language can protect a prospect’s “face,” reduce friction, and create a more productive conversation.

You’ll learn:
- Why politeness matters in cold calls and how it prevents hang-ups and hostility
- The two components of politeness: niceties (please, thank you, respectful phrases) and deference (softening statements to recognize autonomy)
- When niceties are most effective during the call and when they can backfire
- How hedges like “could,” “may,” or “maybe” make next steps feel collaborative instead of forced
- The difference between politeness and formality, and how to use each intentionally

Packed with real call examples and practical tips, this episode gives SDRs the tools to communicate with confidence while respecting their prospects.

It’s no secret that mental health can significantly impact every part of your life, including your career. When you're mentally well, it boosts your ability to think clearly, take risks, make decisions, and handle challenges at work. This resilience is crucial in today's fast-paced professional world.

In this installment of the B2B Revenue Acceleration podcast, host Aurelien Mottier (CEO, Operatix) engages in a thought-provoking conversation with Jonathan Smith (Performance Psychologist and Managing Director at Adaptivemind) around the critical theme of nurturing mental health for optimal sales results.

The direct correlation between mental well-being and success in both professional settings and daily life is explored, with Jonathan offering valuable techniques and strategies for professionals looking to enhance their mental resilience and overall performance. The conversation extends to the balance required to maintain a competitive edge while safeguarding mental health in high-pressure environments, such as a sales floor.

Jonathan provides valuable perspectives on how leaders can encourage open conversations about mental health to create a supportive and thriving work environment. This includes the key warning signs of mental health challenges in the workplace and ways in which colleagues or managers can extend meaningful support to those in need.

Don't miss this enlightening conversation on the intricate interplay between mental health and sales performance. Tune in to B2B Revenue Acceleration now!

Consider making prospecting a team sport. Asking for help, input, and ideas from seasoned colleagues throughout his outreach cadence upped Reuben Hagen’s confidence.       

Now a Commercial Account Executive at Datadog, Reuben recommends learning from experienced pros and peers alike. Trial and error make up a large percentage of a sales education and you can’t be afraid to fail, seek advice, and modify your approach.  

In this episode of Tech Sales is for Hustlers, Reuben talks about what makes someone a good closer, working in a small company vs. a large company, and best practices when engaging in a cybersecurity campaign.  

The SDRs sitting next to you might be your best teachers. To uncover your style and save time, Curtis Giles advises taking full advantage of your environment.  

Now Account Executive at Ambassador Labs, Curtis walks us through a measured and strategic approach to navigating the job market. Know your worth, find a product you believe in, and pay attention to details before pursuing the next step in your sales career.  

In this episode of Tech Sales is for Hustlers, Curtis shares insights about inbound and outbound campaigning, mitigating cold calling discomfort, and making yourself stand out in a sea of applicants.  

Dig 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 to accept and overcome stress, and establishing positive client perception. 

Quality over quantity is the name of the game. 20 dials a day may seem dramatically low, but Casey Rials curated a list building strategy that has her connecting with 15 prospects a day.  

Now Inside Sales Team Lead at Stem, Casey recounts her low daily dials as her signature for quality prospecting. Prioritizing product, prospect, and industry specifics is her secret to booking over a third of her conversations and logging at least one occur each day.  

In this episode of Tech Sales is for Hustlers, Casey discusses leveraging your knowledge to move a prospect further along in the sales cycle and experimenting with different approaches to discover your sales superpower. 

Take a page out of Nike’s book and just do it. Rejection is part of the sales game, but Albert knows the most successful sales reps drop the excuses and keep consistent effort.  

Now Enterprise Account Executive at Checkit, Albert shares why selling at startups is not for the faint of heart. Competitive, self-sufficient, determined, and resilient are only some of the traits required to reap the rewards of working for an emerging enterprise.  

In this episode of Tech Sales is for Hustlers, Albert shares insight on what to be mindful of when considering a position at a startup, the best way to save time and build rapport, and how to advocate for your professional growth.  

Young people face many challenges and dilemmas and generally find it very difficult to make decisions about change. Whether they are in college, have graduated, or are already working, they deeply consider every new opportunity because they are afraid of change and possible failure. 

But if you go through certain obstacles on the way to success, face various challenges, and take risks, you gain self-confidence. And that will lead you to your goal.

One good example is Christopher King, who showed that you could become an entrepreneur and a professor even if you leave law school. Today, he holds three positions: professor at Howard University, CEO of We Are Marcus, and Managing Principal at Theo Advisors.

In this episode of the Campus Series podcast, Christopher describes his journey and all the difficulties he faced on the road to success. Christopher and our hosts Kristen Wisdorf and Libby Galatis discuss the connection between fear and failure, the advantages of Howard University, and give a run-down of Christopher's professions.

Driving sales from 0 to 100 — in less than 4 seconds: like his Lamborghini Gallardo, Nick Boustead’s sales career leaves the competition in the dust.   

Now Director of Sales at The Taverna Collection, Nick pops the hood on closing $400,000 deals. Shifting into management meant taking on more responsibility, longer hours, and navigating damage control. 

In this episode of Tech Sales is for Hustlers, Nick hands over the keys to success by sharing how to build effective lists, the top two things you need to get comfortable with to be a closer, and the best ways to stay motivated.  

Prioritize building a relationship, not making a sale. Focus less on selling and more on helping your prospect find solutions for their pain points. 

In this episode of the Campus Series podcast, Northern Illinois University Director of the Professional Sales Center Chuck Howlett shares the best ways to establish trust, solve problems and provide long-term value.  

Let 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. 

Sales can get you the golden ticket to the other side of the velvet rope. Breaking into something this exclusive requires a focus on learning, active listening, and resilience. 

In this episode of the Campus Series podcast, Director of
Oregon State Sales Academy Caitlyn Gill rebukes stereotypes about sales and
illuminates the reality. A career in sales means helping people solve problems,
gaining access to endless career opportunities, and, of course, exponential
earning potential.  

Amidst the recent unveiling of Google and Yahoo's perplexing email policies, business and sales leaders find themselves with more questions than answers.

In this episode of B2B Revenue Acceleration, host Aurelien Mottier, CEO at Operatix, sits down with Mansour Salame, CEO at FrontSpin, to decode the intricacies of these policies and explore their impact on B2B businesses. Mansour provides a comprehensive overview, guiding sales leaders in adapting to the evolving email landscape while sticking to the new rules.

The differentiated impact on B2B and B2C businesses is explored, shedding light on the key considerations each business type must bear in mind. The evolving strategies and best practices for crafting email campaigns under heightened scrutiny are also discussed, offering practical insights for sales representatives and business leaders alike. 

For sales representatives accustomed to relying on email campaigns, Aurelien and Mansour discuss seamless adaptation strategies in the face of this shift towards phone calls. They ponder if there potential shift towards phone calls as the primary method for targeting leads, and how it may change the sales landscape as a whole.

This episode is a must-listen for professionals in the B2B sales and marketing space, offering a comprehensive understanding of the evolving email policies and their potential impact on strategies and approaches. Subscribe now on Apple Podcasts, Spotify, or your preferred platform and stay informed with B2B Revenue Acceleration!

Choose 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 Sales is for Hustlers, Jesse discusses ways to weed out dead-end prospects, prioritize opportunities for growth, and build professional relationships as your career evolves.

Put in the reps and reap the rewards. Through hard work, persistence, and a dedication to continual learning, Trevor Shan stays logging enviable gains. 

Now, Business Development Manager at Openprise and fitness entrepreneur Trevor says the key to being exceptional lies in finding ways to stay in the right state of mind. Whether pushing SDRs to reach their full potential or kicking off a new client relationship, you must carry yourself with confidence and position yourself as a trustworthy expert.   

In this episode of Tech Sales is for Hustlers, Trevor talks about the importance of an opening statement, tackling imposter syndrome, and the impact your personal life has on your career. 

A comfort zone is a beautiful place, but nothing ever grows there. If you want to thrive in sales, you have to get a little uncomfortable and learn to embrace the unfamiliar. 

In this episode of the Campus Series, our hosts Kristen Wisdorf and Libby Galatis welcome Weber State's Director of the Alan E. Hall Sales Center Brock Adams. Dr. Adams discusses the importance of being adaptable, why knowledge is the ultimate power in sales, and how technology is changing the sales industry.

More talent = More money. After a decade of continual growth, Mike Mishler built a legacy of recruiting all-star sales professionals and creating unstoppable teams.

As Automox’s Director of Sales Development, Mike knows that it's always worth making room to bring on top performers. Prioritizing team culture and retention means leaning into the interview process, leading by example, and being intentional about diversity and inclusion. 

In this episode of Tech Sales is for Hustlers, Mike shares ways to cultivate camaraderie and loyalty, make a positive impact through management, and consistently demonstrate individual and team value. 

From a new skill to a new subject matter, you can learn almost anything on the job. Halfway through senior year of college, Taylor Moore decided to launch her career in tech sales at a company that invests heavily in training. 

Now, Prisma Cloud Sales Specialist at Palo Alto Networks Taylor
recommends never allowing a lack of experience or knowledge to keep you from
taking on an untapped market. Connecting with people across your organization
can provide intel that allows for more effective prospecting in that market.  

In this episode of Tech Sales is for Hustlers, Taylor talks
about the importance of interdepartmental collaboration, ways to differentiate
yourself, and the benefits of keeping a prospect talking.  

It's less about what you know and more about who you know. Prioritize making genuine connections with people and don't worry about having all the answers up-front.

In this episode of the Campus Series podcast, Director of Center for Sales Success at the University of South Carolina Beth Renninger empowers students to embrace their failures, be curious and open-minded, and set career ambitions that fit into their life design.

Think big picture and never underestimate the basics. Andy Gager says the most successful reps he’s seen always prioritize cold-calling outreach.  

Now a Sr. Commercial Account Manager at Ivanti, Andy
recounts strategies he adopted throughout his career maximize his time and
drive results. When things don't go according to plan, Andy notes the
importance of leaning on knowledgeable and trustworthy leadership that returns
the loyalty they receive while developing your career. 

In this episode of Tech Sales is for Hustlers, Andy
discusses how to take a proactive approach to your daily goals and career
development, why investments in relationships are the best kind you can make,
and why you should prioritize learning at every stage of your career.  

If 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 books may be a game-changer for your career.

Learning happens out in the field, not always in the classroom. In sales, you can gain skills that are valuable no matter where you end up in your career and often result in expedited growth. 

In this episode of the Campus Series podcast, Assistant Professor of Marketing at
the University of North Carolina Wilmington Matt Lastner talks about using
real-life experience in the sales industry to determine your strengths,
weaknesses, and career goals.  

Twice a month for the next two months, you’ll hear from a different college educator tasked with preparing the next generation of sales talent as we give them the spotlight on our Campus Series podcast. Stay tuned to hear more suggestions for kicking off your sales career! 

You 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 hour
weeks while attending school, Alex knew he would excel in a career where hustle
brings success. In two and a half years with memoryBlue, Alex elevated from SDR
to AE in our Silicon Valley office by being a life-long learner and being
mindful not to overcomplicate things. 

In this episode of Tech Sales is for Hustlers, Alex talks
about the importance of being personable with prospects, muscling through the
things you’re unsure of, and embracing different stages of growth. 

Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership.

Join Aurelien and Kevin as they explore the intricacies of BIPSY, an innovative sales leadership framework. Learn about the core components – "Behaviours," "Individual and Issue Diagnosis," "Process," and "Skills" – and how they contribute to sales success.

Kevin shares practical insights on identifying the right behaviours, assessing individual states, streamlining processes, and developing essential skills for effective sales leadership. Throughout, Kevin sheds light on how BIPSY not only complements existing approaches but also stands out by specifically focusing on leadership, bridging a critical gap in the sales industry.

Discover the unique aspects of BIPSY and how it addresses a crucial gap in the sales industry. Kevin's wealth of experience and the BIPSY framework provide actionable insights for leaders aiming to elevate their sales teams.

Jake 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 makes sense for you, and develop your authentic voice.  

In this episode of Tech Sales is for
Hustlers, Jake discusses career development coaching, the misconceptions
surrounding the SDR position, and the importance of taking a dynamic approach
with prospects. 

If you think that you're not cut out for sales — think again. Sales is more than being persuasive; It’s about building relationships, cultivating a network, and understanding your target audience. 

In this episode of the Campus Series podcast, Director of the Professional Selling Program at Appalachian State University Bonnie Guy encourages you to let go of the fear of failure so they can open themselves up to learning and improving. By opening yourself up to new challenges, you may embark on a career you never thought possible. 

Where 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.  ⠀
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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.⠀
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In this episode of Tech Sales is for Hustlers, Omar shares what it takes to control your own narrative, why limitations are a fallacy, and firsthand advice on how to tackle adversity and uncover opportunity. 

Watching your parents sleep in a car and make unbelievable sacrifices to build a successful donut shop business leaves a powerful imprint on your professional DNA. Brandon Gip didn’t have to look far to find ideal role models for his future. </span>

Now a successful Account Executive at Canary Technologies, Brandon brings a work ethic and a hate-to-lose mentality to everything he does in professional sales. Whether you're selling donuts or closing deals in the tech space, you're dealing with people. Brandon’s focus on active listening and prioritizing the human element of sales creates the edge he needs to accomplish his goals.

In the latest episode of the Tech Sales is for Hustlers – Silicon Valley Series, Brandon digs into the best way to tackle larger goals, compares and contrasts the SDR and AE roles, and highlights why patience can pay off when considering your next sales career move.

After graduating college, you may be stuck thinking “what’s next?” especially if you are not pursuing something specific to your major. What’s on your diploma doesn’t always dictate your career, but your commitment to learning new skills does. 

In this episode of the Campus Series podcast, Director of the Professional Sales Program at the University of Washington Barry Erickson shares what it takes to be successful in sales beyond your degree, the career benefits of flexibility and getting comfortable with change, and factors to consider when picking a company to work for. 

After 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 company that aligned with his drive and put his grit to good use. 

In this latest episode of the Tech Sales is for Hustlers – Silicon Valley Series, Will shows us that there are many ways to achieve the life you want, how being coachable opens unexpected doors, and why there is something to learn from everyone if you are listening.

A 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 Valley office to over 200% SDR growth and an internal management team that has tripled in size since he took the helm. 

In this episode of Tech Sales is for Hustlers, Joe discusses the way he had to master patience to improve as a manager, the effective methods he deploys to get the most out of a high-performing team, and a behind-the-scenes glimpse into what it takes to create a great office culture in the midst of a global pandemic.  

Omari 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 Silicon Valley office to outline the importance of increasing diversity in tech sales, highlight the differences between channel and direct sales, and share why company culture is a vital consideration when planning your next career move.

Can 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 Hustlers, Caroline discusses the unique elements of her daily routine that unlock big results, highlights the difference between selling a product vs. selling a service, and demonstrates what the ascension to a closing role really looks like.  

If 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 final episode of the Tech Sales is for Hustlers Austin Series, Christina reveals the inner motivations fueling her journey into sales, the steps she takes to build credibility as a leader, and why she’s passionate about creating a diverse team. 

Have you ever wondered what truly differentiates leadership coaching from mentorship, and which one could be more impactful for your corporate journey? In this episode of B2B Revenue Acceleration, we explore this very question with Gavin Sumner (Co-Founder & Coach at Scalewise), who shares his expertise on how effective leadership coaching can directly contribute to the success and growth of B2B organisations.

We'll dive into the unique benefits of Scalewise's expansive network of coaches and mentors and compare these to smaller-scale services. Gavin will explain how their comprehensive approach helps address common leadership challenges, especially in a year marked by market disruptions.

We'll also uncover how mentorship has evolved to support revenue leaders facing issues such as loneliness, imposter syndrome, and burnout. Gavin provides valuable insights on what criteria to consider when selecting a leadership coach and how to ensure their style aligns with your needs and company culture.

Gavin and Aurelien also discuss practical ways to translate the insights gained from coaching into actionable strategies that can drive tangible results in your role. Whether you're a seasoned leader or new to the B2B space, this episode is packed with actionable advice to elevate your leadership journey.

Tune into the episode now to discover how the right coaching and mentorship can transform your leadership approach and accelerate your organisation's growth.

How can you compete against someone who is constantly improving their abilities? Once Deionte Davis unlocked this cheat code, the professional sales world changed for him.

Deionte, now a successful Account Executive at Searchspring, deploys a daily improvement style to max out his gains mentally, physically, and professionally. His personal love of health and fitness helped him adopt a self-improvement mindset as an SDR. And that mindset fuels his sales career.

In the newest episode of our Tech Sales is for Hustlers – Austin Series, Deionte reveals what it truly means to invest in yourself, how a tough conversation completely changed his career approach and the core advice he’d give himself before he started his sales career.

From 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 Development Manager at Couchbase, Stephen can assure you that viewing these moments of trial and tribulation from a different perspective can change not only your mindset, but your performance. 

In this episode of Tech Sales is for Hustlers, Stephen talks about the key qualities of a great SDR, how to create your own opportunities to further your career, and why you need to trust yourself and your abilities. Remember that resilience and determination are attributes you already possess, or you wouldn't be doing this job in the first place. 

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 Sales is for Hustlers - Austin Series, Jackson talks about why shedding your ego, focusing on individual needs, setting clear goals for progression, and embracing challenges along the way produce a life and career-changing leader.   

It 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 explain the key differences between an Inside Sales Rep role and the SDR position, the reason he focuses on career goals vs job jumping, and why there is no “one size fits all” approach to sales positions.

If you’re not prepared to sweat, stay off the field. David Tharp learned that lesson well during his time as a Marine, and then once again in pursuit of a career in sales.

Today David handles OEM licensing sales in the Global Business Development department at Splunk. Practically destined for a career in sales, he carries on a family legacy in the profession for a third generation. He eventually parlayed his SDR success into a new role with the global data and AI software powerhouse through hard work and an ongoing commitment to his sales craft.

In this second episode of the Tech Sales is for Hustlers Austin Series, David talks about the impact an early sales role in the trucking industry had on his career, the importance of developing a mindset for sales, and how the valuable lessons he learned serving in the military help shape his successful career.

If 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 episode of Tech Sales is for Hustlers, Sam shares insights on how to improve your cold-calling confidence, the winning moves he unlocks through prospect research, and why staying committed when the going gets tough yields the best outcomes.

If 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, Jeremy reveals his strategic moves on LinkedIn, what he learned working in the restaurant industry that prepped him for sales, and why thinking like your prospects dramatically changes sales conversations.

A sales call for novices can feel like an open mic on improv night. James Manning prefers to enter the show highly prepared for the opening 30 seconds.  

James, now a Business Development Representative at ScienceLogic, started his sales career as a self-described “theatrical” SDR. But he quickly learned focus, discipline, and mastering the opening moments of a sales call create repeatable success. Today James sticks to a specific vision of his future while carving out a career in enterprise software sales that is built to last.

In this episode of Tech Sales is for Hustlers, Chris and Marc uncover James Manning’s secrets to sales success. You’ll hear why James relentlessly plays the long game with his sales career, understand why he believes patience in an impatient profession pays off, and how struggling as an SDR helps build sales resilience the right way.

She 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 Sales is for Hustlers, Ceilidh shares her real-life underdog story with our listeners. Hear her perspective on the pros and cons of taking a unique career path, fresh insight on how being grounded in sales helps her as a “swiss army knife” team player today, and why the growth mindset she honed at memoryBlue helps her unlock a career full of possibilities.

When Victor Mata spent time working around a forklift, he couldn’t resist the opportunity to learn to operate one himself. It’s the same natural curiosity that allows him to thrive today in the professional sales world. 

Victor, now a highly successful Enterprise Business Development Rep for ThreatConnect, unpacks a compelling personal story starting with his deep roots in Venezuela to his winding journey to the United States in the latest edition of Tech Sales is for Hustlers. Through it all, his disparate cultural immersion and experience in a wide range of initial jobs provided a first-rate education in the ever-elusive and frequently temperamental subject matter: human nature.  

Tune in to the latest episode to hear Victor explain why he values understanding prospect personas above all else in sales, how early roles as a door-to-door salesman and restaurant server impacted his professional future, and how his quest to never stop asking “Why?” drives him perpetually forward.

What 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 as the concept of "future focus" and the importance of pitch fluctuation. Learn how SDRs can fine-tune their vocal delivery, from adjusting speaking speed to mastering the art of listening more effectively.

Whether you're a seasoned sales professional or just starting in the field, this episode is packed with actionable strategies that can help you elevate your sales game. Listen in to discover how to harness the power of your voice and transform your sales calls into successful conversations.

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.