memoryBlue Cofounders Chris Corcoran and Marc Gonyea sit down with former employees – appropriately termed alumni – to unearth the untold stories, secrets of success and winding pathways that have led to big-time tech sales careers. These compelling tales offer unique insight into what it takes to make it in professional sales. Along the way, you’ll pick up tips, tactics, and advice that’s worth its weight in gold.
Campus Series: Riley Dugan - The Heart of Sales is Persuasion
In the new episode of Campus Series, Riley Dugan joins Libby Galatis and Kristen Wisdorf to discuss sales. Riley is a professor of marketing at the University of Dayton and very passionate about his calling. He believes persuasion is the heart of everything we do.
Riley is a big fan of experiential learning. In his courses, students have the chance to participate in role-plays and learn the skills of negotiation. He is probably the only professor in the country introducing ancient Greek philosophy to sales students.
The guest reveals why students choose to come to the University of Dayton and discusses the importance of practical knowledge. He teaches students to be patient and deal with rejection. Every job offer that comes their way is worth consideration, and they should look at it as a part of professional growth.
Campus Series: Greg Accardo - Good Habits Make Great Salespeople
If you’re serious about prepping college students for the professional world, why not put them in the position to manage right away?
The most powerful lessons Greg Accardo, the first Director of the LSU Professional Sales Institute at the LSU College of Business, teaches his students is about the daunting transition from college to a career. Greg’s unique approach to education helps them prepare for the professional sales world.
One of his most unique methods? Creating a “work-like” hierarchy, having his students self-appoint managers and SDRs who eventually grade their team on their work in order to prepare them for the obstacles of sales leadership and real world accountability.
In this episode of Tech Sales is for Hustlers: Campus Series, Greg recounts his unique path to sales and reminds students that there is no professional success without patience and dedication. Listen in as Kristen and Libby dig into Greg’s sales advice through an educator's perspective including how he teaches his classes that reading, mentorship, and asking questions are the pillars to success in any sales industry.
Campus Series: Terry Loe - Inspiration, Motivation, and Willingness to Work Hard
What defines a successful salesperson? Is it an innate talent or raw skill development? Dr. Terry Loe believes the key is even more fundamental - harnessing a competitive nature.
Dr. Loe is the Director of Development and External Relationships at the Center of Professional Selling at the Kennesaw State University. And he will tell you the best salespeople are those who desire to win, hate to lose, and have the ability and drive to beat all the obstacles that stand in their way.
In this episode of Tech Sales is for Hustlers: Campus Series, Kristen and Libby uncover a gold mine of wisdom from the sales professor that helped found the NCSC (National Collegiate Sales Competition ), one of the largest national sales competitions in the country. He has been involved in collegiate sales education from the start, and he has witnessed the sales evolution in both the academic institutions and professional industries.
Listen in to hear Dr. Loe explain how fulfilling a career in sales can be, how he coaches his students to set up a vision for their future, and the techniques he trains them in to keep motivated on days when they struggle. Hit the link in the comments section to hear the full episode, see show highlights and read the transcripts.
Campus Series: Andrew Loring - Choosing the Right Path
If you get the right educator, college sales classes can offer you real-world skills that will help you thrive regardless of your future industry. Andrew Loring is the right educator.
Andrew is changing students’ lives as the Associate Director of the Reynolds and Reynolds Sales Leadership Institute and he is a Senior Lecturer at Texas A&M University. In his universe, it doesn’t matter who you are or how old you are, communication, perseverance, and storytelling are key to not just professional sales, but to most career paths. And he teaches his students how a strong sales education can be that unique difference between you and every other candidate when applying for that first job.
In the latest Campus Series episode of Tech Sales Is For Hustlers, Kristen Wisdorf and Libby Galatis chat with Andrew Loring as he explains why his program, deep in the heart of Texas, helps aspiring salespeople find their strengths, properly recognize their skills, and find the best way to maximize their abilities to create a bright future career path.
47: Anton Cardenas - It's Okay To Fail
If 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 of his comfort zone in order to improve his game, both on the field and on the phones.
Anton’s advice to new SDRs, instead of chasing instant success, enjoy the process of learning and don't be afraid of experiencing failure. Taking the time to slow down and understand the importance of really listening to your customer will set you apart from the others.
Listen in to this week's episode of Tech Sales Is For Hustlers, while Marc and Chris reconnect with former memoryBlue SDR Anton Cardenas and learn first hand the two ways to face defeat and how to smoothly make the transition from SDR to AE!
46: Kurtis Michela - Never Stop Learning
Don’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 levels of success.
On this episode of Tech Sales is for Hustlers, you’ll hear Kurtis explain the important message he would tell himself as he started at memoryBlue, how a snack company transformed his sales abilities, and why playing the long game and betting on yourself is always the right move.
Keep em coming!
I shouldn’t have listened to the mB podcast on my way home...... If you’re wondering why it’s because I’m pumped up and all I want to do is prospect after listening to the Katie Lowry & Prospecting Pornography Brothers podcast. That was hilarious, yet elegantly put Chris.
Do I go to sleep or build out some accounts? I think you know the answer.
SDRs everywhere should listen
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