In this episode of Tech Sales for Hustlers, host Marc Gonyea talks with Kevin Reilly, Head of National Business Development at Alliance Technology Group. Kevin shares what makes top salespeople stand out, stressing the importance of continuous improvement and taking control of one's career. He also discusses his journey from a music enthusiast to finding his passion in sales, tracing his path from New Jersey to Virginia Tech.

In 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.

Aurelien 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 story behind Operatix, the sales development agency he helped to create and oversee, detailing its inception and evolution. Moreover, the trio discusses the recent acquisition of Operatix by memoryBlue, how that came to be, and why they decided to join forces.Watch on YouTube: https://youtu.be/AE6G7JS7bdY

Success lies in adapting products based on real-world feedback, ensuring your business aligns with your customers' genuine desires. This is exactly what Chris Takcas, Sales Manager at Clarivate and host Marc Gonyea sit down to discuss in the latest episode of Tech Sales is for Hustlers, outlining the need for products and businesses to be user-centric, rather than just technically sound.  Chris talks about how he goes about adapting products based on feedback, highlighting the importance of user-friendly interfaces. Not only that, but he shares his evolution from transactional to solution-based sales, emphasizing the value of diagnosing customer problems holistically. Chris also underscores the role of coaching in sales growth, drawing parallels between managing a gym and nurturing sales talent.

Embarking 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 digital age, making this an episode you won’t want to miss!

Quality leadership comes from those who make a point to prioritize the people they’re leading. This has been a central theme in Managing Director Ron Cooke’s journey as he’s managed to explore a wide range of interests and careers, while continually keeping his focus on the people involved and how to help them.  In this episode of Tech Sales is for Hustlers, listeners will get the chance to gain a deeper understanding of such a familiar face around the office! From his pursuit of a career as a relationship counselor in undergrad to his passion and career in the fitness industry, there is sure to be something new to learn about Ron for everyone listening!

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.

With the many misconceptions about the sales profession, it can be easy to paint an inaccurate picture of what the career looks like. For this reason, Mark Michalisin takes the time to debunk these, while also unpacking the skills that have been of importance throughout his career. In this episode of the Campus Series podcast, Mark, an Associate Professor of Practice in Sales, shares personal anecdotes from his journey through sales and also introduces his book which aims to inspire and motivate readers across various professions.

Sales education is far more nuanced than simply teaching sales. For Semira Amirpour, it requires a commitment to understanding and respecting diverse cultures in the business world and an ability to constantly adapt based on external factors and a rapidly evolving field. In this episode of the Campus Series podcast, Semira, a Professor of Instruction at the University of Texas at Dallas, discusses the importance of cultural intelligence in sales and marketing education, the challenges and opportunities presented by rapidly evolving technology in this space, and the crucial role adaptation and agility play in her career.

The best educators are those who have had success and real-world exposure to their subject matter. Thom Coats is no exception, with his entrance into sales academia after a successful sales career. In this episode of the Campus Series Podcast, Thom, a Professor, and Director of the Center for Professional Selling at Middle Tennessee State University, discusses the way his sales education is grounded in experiential learning and networking, and shares his expansive plans for the future of the Center for Professional Selling.

Working in sales is extremely hands-on and therefore the training and education prior should be no different. Greg Marshall and Mark Johnston have been a witness to the way interactive and immersive sales education experiences can lay the foundation for pro-level selling.   In this episode of The Campus Series Podcast, Greg and Mark, Professors of Marketing at Rollins College, discuss their career journeys and shared passion for sales management, while speaking to the challenges of crafting a curriculum and the ever-evolving world of sales education.

Your manager can make or break your career. While choosing the right job is important, Chris Pardi argues for the equal importance of choosing the right manager, when considering ultimate job satisfaction and career progression.  In this episode of The Campus Series Podcast, Chris, a Lecturer in Marketing and Sales at the University of South Carolina, discusses the ways finding the right manager, properly preparing for your position, and prioritizing continuous learning can strongly impact your overall career growth.

Despite the many misconceptions surrounding sales, it is a profession centered on helping, serving, and problem-solving. Julie Nelsen’s teaching is shaped by this perspective, as she challenges her students to prioritize relationship-building, listening skills, and problem-solving in their hands-on role plays.  In this episode of Tech Sales is for Hustlers, the Director of the WSU Center for Professional Sales, unpacks her unique journey from fashion to business development and now sales education, emphasizes the importance of serving in sales, and shares her approach to sales education.

Success is built when you’re tapping into your strengths rather than chasing titles. According to Lamar Johnson, this means prioritizing the career path that best aligns with you and your skillset, even when it’s tempting to fixate on climbing the ranks. In this episode of the Campus Series Podcast, Lamar, the Executive Director at McCombs School of Business, shares about his journey into sales, the importance of assessing your skillset when choosing between individual contributor roles and leadership positions, and his experience with executing a sales program.

In this episode of Tech Sales is for Hustlers, we sit down with Chris Wilkey, the Director of the Ball State University Center for Professional Selling. Chris shares his unique journey from starting his own business to working in digital sales and fundraising, before transitioning to his current role at Ball State.An indirect career path can often serve as an aid, rather than a hindrance. In fact, the vast industry of sales and sales education favors those who are able to bring a fresh and unique perspective after navigating their way through a wide range of experiences and positions. In this episode of the Campus Series Podcast, the Director of the Ball State University Center for Professional Selling Chris Wilkey, shares how he has personally seen the benefit of his unique career trajectory before ultimately heading up BSU’s Sales Program. Throughout this discussion, Chris delves into the way his previous positions equipped him with both an experienced lens and the ability to work with agility and creativity in the face of unprecedented challenges.

Selling is actually a small part of a successful sales call. Unlike the sales stereotype of ‘showing up and throwing up’, Scott argues that a call should be primarily built upon asking questions and actively listening.  In this episode of the Campus Series Podcast, Director of the KSU Center for Professional Selling and President of the University Sales Center Alliance, Scott Inks advocates for a customer-centric approach to sales, discusses the value of sales education, and delves into the evolving landscape of sales.

Cold calling has not gone cold. While many industries are becoming dominated by AI and automation, Deng Phua notes the continued vitality of cold calling in the sales field. In this episode of Tech Sales is for Hustlers, Deng, an accomplished Sales Development Executive at Ramp, discusses the personalization that cold calling can bring into a technology-centered field, the way that discipline serves as the foundation for creativity and improvisation in sales strategies, and the growth and satisfaction that can come from remote work.

Seasoned sales experts can often come from uncertain starts and tough transitions. In fact, James Holt, now a successful Strategic Account Executive at Cockroach Labs, found the beginning of his sales journey to be entirely daunting and overwhelming.  In this episode of Tech Sales is for Hustlers, James shares an overview of his career trajectory in sales thus far, recounts the ways in which building trust has been the foundation of his largest deals, and explains how he evaluates new tech sales opportunities when considering a career pivot.

If you don’t know how to listen, you’ll never be able to sell. In fact, Will Foreman argues that a successful sales call should follow the 80/20 rule, with sales reps spending most of their time listening to their prospect’s needs and concerns.  In this episode of Tech Sales is for Hustlers, Will, now an Account Executive at CapabilitySource, talks about the success he’s found since prioritizing active listening on cold calls, highlights the importance of resilience and open-mindedness, and discusses how his experience in startups has shaped his career.

Self-belief and calculated risks. These have both been foundational elements of Brendan’s inspiring career trajectory from crunching numbers to crushing tech sales.  In this episode of Tech Sales is for Hustlers, Brendan Hartford, now an Account Executive at Ontra, recounts his transformative shift from financial analyst to tech sales representative, and the way it pushed him out of his comfort zone, showcased his determination, and allowed him to work his way into a management role.