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Tech Sales is for Hustlers
52 minutes | 8 days ago
34: Kellen Robideau - The Robi-do's and Robi-don'ts of Sales
One 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 sells planners, guides and books for college students. At first, Kellen had no idea how to sell planners — but then he realized it wasn’t that different from his old retail job at Scheels. Later on, he became a Sales Development Representative with us here at memoryBlue, where Kellen had to adapt from the door-to-door sales format to cold calls. “I never stopped cold calling,” Kellen says. “[It’s] how I sharpen my skills, because if I ever lose that, I know that my next role won't be as good.”On this episode of Tech Sales is for Hustlers, Kellen discusses how he got comfortable calling rather than relying on emails to contact clients, how he got over his initial desire to give up when sales got hard and why it’s vital to set short-term, realistic goals.
54 minutes | 15 days ago
33: Caity Cover - Sincerity Sells
Caity 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 at the cybersecurity and data analytics company Blackwood. In spite of knowing little about tech or sales early on, she’s found success by networking with other sales professionals, accepting mentorship from her superiors and remembering that, at their core, people just want you to take an interest in them. On this episode of Tech Sales is for Hustlers, Caity discusses the importance of both working hard and playing hard, not letting yourself get intimidated by higher-ups and focusing on getting good at what you’re doing rather than worrying about a five-year plan.
59 minutes | 22 days ago
32: Conal Jaeger - The Glue Guy
We’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 episode.On this episode of Tech Sales is for Hustlers, Conal shares the importance of list building, how to navigate your way into a closing role, and he breaks down what good company culture is.
62 minutes | a month ago
31: Josh Crippen - Managing Expectations
When 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 of Tech Sales is for Hustlers, Josh recounts his time as a DM, he shares what he looks for while hiring SDRs, and he walks through how to be a good leader.
76 minutes | a month ago
30: Erin Anderson - D1 Sales
Erin 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 when starting a new job, and she breaks down what it was like going from being the second employee at a tiny startup to joining a Fortune 500 company.
65 minutes | a month ago
29: Tanner Luck - Seeking A Mentor
Good 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, Tanner shares many pearls of wisdom including, how mentorship changed his life, why practice makes perfect, and he shares his personal growth journey.
67 minutes | 2 months ago
28: Robbie Connors - The Rising Star
Robbie 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 system work for him, how to evaluate different job offers, and he shares a variety of sales techniques that helped him become a leading SDR.
57 minutes | 2 months ago
27: Julianne Thompson - Blood, Sweat, and Tears
If 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 the Head of Sales Development at Drift.On this episode of Tech Sales is for Hustlers, Julianne shares how she got into SDR management, the qualities of an exceptional sales leader, and what makes a great SDR.
98 minutes | 2 months ago
26: Sohale Razmjou - The Godfather
Whether 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 other memoryBlue alums through the Rising Stars program. Today, Sohale is a Federal Director at Blackwood.On this episode of Tech Sales is for Hustlers, Sohale recounts his start at memoryBlue when he was the third employee ever, the importance of networking, and he shares the differences between commercial and federal sales.
65 minutes | 2 months ago
25: Aaron Bravo - Mr. Phenom
Last 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 the key foundation in sales, how he was able to book multiple prospects on a single call, and he breaks down his climb up the corporate ladder.
60 minutes | 3 months ago
23: 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 deal with a burger delivery, and questions to ask potential managers during the interview process.
66 minutes | 3 months ago
22: Ashley Lounsbury - The Hand-Raiser
Everyone 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 Hustlers, Ashley shares that having courage is a pivotal characteristic to have in sales, the importance of raising your hand to progress your career, and she explains what it’s like being a woman in sales.
61 minutes | 3 months ago
21: Matt Bright - Making Lemonade
When 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, how he sizes up startups, and why his favorite and most valued deals are self-sourced.
60 minutes | 4 months ago
20: Brian Thompson - 48 Days
Imagine 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. Today, Brian is a successful Strategic Business Development Executive at Gartner.On this episode of Tech Sales is for Hustlers, Brian recounts his upbringing in the “Star City” (Roanoke, VA), his interesting experience with an acquisition, and why believing in the product you’re selling is of utmost importance to sales professionals.
69 minutes | 4 months ago
19: Mo Hassan - Whatever It Takes
Success 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 he's co-hosting The Young and Muslim Podcast. The podcast sheds light on the lives of the young and Muslim.On this episode of Tech Sales is for Hustlers, Mo recounts his childhood as a young Muslim, how sales helped Mo come out of his shell, and the importance behind making a sales rep's job easier to excel in your career as an SDR.
70 minutes | 4 months ago
18: Nelson Lawson - Network Makes the Dream Work
In 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 know your sales manager’s goals, and how he embraced the entrepreneurial spirit to start his own value-added reseller.
59 minutes | 4 months ago
17: David Collins - A Gift of the Recession
If one good thing came out of the Great Recession, it was David Collins. David was a senior at JMU when mB Cofounder Chris Corcoran came to his class and spoke about memoryBlue. Once class was dismissed, David emailed Chris and the rest is history. If the economy and job market were better in 2008, it's possible Chris wouldn't have been able to nail down such talent in those early days of the company. David went on to get hired by his client and he is now a successful Client Principal at Contino. On this week's episode of Tech Sales is for Hustlers, David shares how he met his wife, Erica (Higginson) Collins, at a memoryBlue First Friday happy hour, how he created a professional network in Philly from scratch, and the key differences between selling products and services.
58 minutes | 5 months ago
16: Philippe Ghattas - When One Door Closes Another Door Opens
In order to have a successful career in the small tech sales world, you have to leave doors open. Philippe Ghattas had barely started his career in high tech sales when he was laid off from his new job, and he had just turned down another offer from his former memoryBlue client. Fortunately, Philippe was able to renegotiate a new job offer from that client and get things on a positive track. Since that very distinct moment in time, he has also always made it a point to never shut a door on the way out. Today, Philippe is living in London working as an Account Executive at Sisense. On this episode of Tech Sales is for Hustlers, Philippe shares with us the pros and cons of working at both small and large tech companies, what it’s like working abroad, and how he’s able to maintain lasting relationships that allow him to keep all of his options open when opportunity comes knocking.
63 minutes | 5 months ago
15: Keith Hoffmann - No Days Off
Sales isn't just a career, it's a lifestyle. And if you're living the life of Keith Hoffmann, that lifestyle means no days off...and you love every second of it. Keith Hoffmann - affectionately called "The Hoff" by his fellow mB alumni - eats, sleeps, and breathes sales. Born and raised in a blue collar, tough-as-nails part of Philly, Keith was never afraid of putting in hard work. That ironclad work ethic, along with a never-ending thirst to continuously grow his sales abilities, has helped him create a wildly successful enterprise sales career. Today, Keith is a Senior Director at ProcessMAP.On this episode of Tech Sales is for Hustlers, Keith pulls no punches as he walks listeners through his “sell or don’t eat” first door-to-door sales gig (where he rose quickly to become the number one rep across the country), how he made due living out of his car in order to take a chance on memoryBlue, and why he knows the most successful sales pros view sales as a lifestyle, not a career.
64 minutes | 5 months ago
14: Arash Almasi - The Sales Grandmaster
In your sales career, much like a game of chess, you should be looking three steps ahead. When Arash Almasi first started his career at memoryBlue, he knew he wanted to become a closing rep as soon as possible. He mapped out the stepping stones necessary to get to that coveted position and created opportunities for himself, instead of waiting for opportunities to come to him. Today, Arash is an outstanding National Account Manager at Glassdoor.On this episode of Tech Sales is for Hustlers, Arash recounts his signature "fireman" move to get past gatekeepers, how he was able to cold call his way through Silicon Valley to find a job at a tech company, and the fundamental principles he employs to keep his clients happy.
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