Welcome to the Tech Sales Funnels Podcast, your go-to place for tips, shortcuts, and opportunities to help you break into or advance within the tech sales industry! Whether you're new to the field or an experienced pro looking to level up, this podcast delivers actionable insights and strategies designed to boost your career. What makes us different? We don't just stick to theory. Each episode features inspiring interviews and real-world tactics that top sales professionals are using to stan ...
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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.
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Dani Woolf, CEO at Audience 1st, Chris Roberts, CISO at Boom Supersonic, and Maria Graham, Director of Sales at Nuspire, are flipping the script on the worst marketing & sales messages in cybersecurity - once and for all. They’re lifting the rug of the CISOs email inbox, picking one poor marketing or sales message, and tearing it down. More importantly, they’re building it back up to provide an alternative approach that does work. They believe in open lines of communication. So, they’re comi ...
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The High Tech Freedom Sales Podcast provides tech sales people access to some of the top tech sales professionals in the business. In addition, we bring in top sales professionals from other industries, entrepreneurs, thought leaders, consultants, & authors. These experts share their stories, tips and advice on how they built a successful careers. We will also learn how they have invested along the way to create financial freedom to pursue the passions and hobbies that are important to them. ...
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In this episode of the Tech Sales Funnels Podcast, we dive into an inspiring conversation with Scott Blostein, a coaching expert in transitioning to tech sales. Discover how Scott managed to excel in the sales field, starting with zero experience in technology and sales, eventually working for giants like Oracle, Salesforce, and Shopify. Throughout…
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In this episode of the Tech Sales Funnels Podcast, we dive into an inspiring conversation with LH, a tech sales expert working at Google. Discover how he transitioned into the tech sales industry and the challenges he faced along the way. LH shares his experiences of being invited to join the tech giant and offers invaluable tips for those dreaming…
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Get ready for an inspiring journey into the world of tech sales! In today's episode of the TechSales Funnels Podcast, your host Dayvisson welcomes Chris Duvall, the founder of TechSales Mentors. Chris shares his remarkable story of transitioning into the tech sales industry, offering practical strategies and tips for those looking to make the leap …
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In this captivating podcast episode, we have the pleasure of speaking with Jacob Welch, who shares his inspiring journey from a military background to a successful career in tech sales. Jacob and I started our paths in the same onboarding cohort at Microsoft, and his story is a true testament to resilience and adaptability in one of today's most dy…
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In this episode of the Tech Sales Funnels Podcast, we dive into an inspiring conversation with Cole Feldman, the founder and CEO of Break Into Tech Sales. Cole shares his unique journey of transitioning into tech sales, starting as an account executive at Yelp, and how he now uses his experiences to help others do the same. Discover the strategies …
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In this UNMISSABLE episode of Tech Sales Funnels Podcast, we dive into the fascinating world of tech sales with Kayla Burke, a Microsoft specialist who revolutionized her career and now helps others do the same!🔥 Key Highlights:* How to transition to tech sales without prior experience* Strategies for building your personal brand on LinkedIn* Tips …
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Dive into the world of tech sales with industry veteran Arthur Wicks in this captivating episode of Tech Sales Funnels! Join host Dayvisson as he uncovers Arthur's incredible journey from IBM intern to seasoned professional at tech giants like HP and Microsoft. Discover the power of relationships in building a successful career, as Arthur shares hi…
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EP 001 In this episode of Tech Sales Hacker Podcast, we sit down with Donald Kelly, founder of The Sales Evangelist and an expert in tech sales. Donald shares his journey into the world of tech sales, offering valuable insights on how to break into the industry, overcome challenges, and thrive. He covers essential topics such as the future impact o…
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146: Mustafa Hubaishi - The Art of Closing Deals
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In the latest episode of Tech Sales is for Hustlers, Marc and Chris welcome back Mustafa Hubaishi, a Senior Enterprise Account Executive at monday.com. Mustafa’s sales journey is a fascinating tale of ambition, adaptability, and relentless pursuit of success in the tech sales industry. Mustafa highlights the unique advantages of working in a startu…
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In 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 t…
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144: Kelsie Edmonds - The Traveling Managing Director
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In 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 fiv…
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143: Craig Allen - The Phenom
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In 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 Da…
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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 f…
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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-so…
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140: Aurelien Mottier - The Story of Operatix
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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 …
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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-cent…
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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 m…
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137: Ron Cooke - An Unexpected Journey
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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 …
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Glenn Poulos is the cofounder, vice president, and general manager of Gap Wireless Inc. With over three decades of experience in sales, he has developed a successful strategy system by spending thousands of hours in the field or on the phone with customers and working with salespeople in several successful companies. https://glennpoulos.com/ https:…
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136: Joe Trapasso - 'Bones'
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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 …
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In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The challenges in accessing customer insights for marketing, strategies for effective sales discovery, and the importance of collaboration between sales and marketing teams. They highlight the need for a strategic approach in customer engagement and internal collaboration to ensure …
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47. We Should Celebrate the Worst in Cybersecurity Sales and Marketing! [Hold Our Beers.]
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In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The opportunity for salespeople in Q1 2024. They mention the importance of understanding the specific needs of each company and tailoring the conversation accordingly to remain relevant even when budgets are largely decided. They also discuss the potential for selling SaaS products …
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46. When Vendor Gift Unboxing Goes Wrong, Do This + Embracing Cultures
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In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The challenges of creating useful and reliable content in the cybersecurity industry. They emphasize the importance of transparency, diversity, and language in building trust with potential buyers and practitioners. They also touch on the issue of gated content and the need for auth…
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45. Unsolicited (And Empty) Gifts, Environmental Waste, Lack of Personalization, and It’s Brand Impact
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In this episode of WTFDIJR, recorded live from Cyber Marketing Con in Austin, Texas, Chris, Dani, Maria, and our guest panel from the Con are uncovering: Strategies for effective brand communication, the significance of personalizing marketing efforts, and the challenges of standing out in the saturated cybersecurity market. Key topics include the …
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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 Pr…
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44. The Top 16(ish) Outreach Methods That Piss Off Security Pros
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In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The top 16(ish) outreach methods that are ineffective when it comes to communicating with security practitioners online and offer tips for improvement.. They also talk about the challenges and nuances of communicating across various departments and stakeholders, including security t…
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43. Industry Pessimism, Skepticism, Finger Pointing, and Blame Games
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In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The issue of pessimism in the cybersecurity industry. The episode uncovers how professionals often engage in finger-pointing and blaming vendors, management, and cybersecurity practitioners for various industry challenges. The conversation suggests that instead of indulging in the b…
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42. Auto-Dialers, Fake LinkedIn Aliases, And Snowflakes
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In this episode of WTFDIJR, Chris and Dani are uncovering: Exciting news! Let us introduce our new co-host, Maria Graham! We discuss the impacts of using humor or controversial tactics in sales outreach. Key Takeaways: Importance of Ethical Sales Practices: Using deceptive practices like local number spoofing or misleading emails can erode trust an…
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In this episode of WTFDIJR, Chris and Dani are uncovering: Cultural diversity and effective strategies for engaging with CISOs and other decision-makers in the industry. Key Takeaways: Cultural Sensitivity and Respect: The episode highlights the importance of respecting different cultures and environments, especially when attending international co…
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40. We’ll Stop The People With The Hoodies (But Your Ass Is Owned If You Sign This Contract)
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In this episode of WTFDIJR, Chris and Dani are uncovering: The power of words, accountability in vendor-client relationships, and navigating social media as professionals. Chris and Dani discuss the importance of authentic engagement, respecting diversity in holiday celebrations, and the challenges of making connections in an increasingly digital w…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The negative impact of unsolicited calls, especially at inappropriate times (like a 7AM call to a personal number), how they are intrusive and can lead to negative perceptions of the company. Chris and Dani suggest in the episode that researching and understanding the potential client's pre…
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38. Pitch On The Pod + Fortresses of Security in Rapidly Evolving Threat Landscapes
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In this episode of WTFDIJR, Chris and Dani are uncovering: The nuances of effective communication between CISOs, their boards, and vendors. Dani and Chris discuss the importance of understanding the board's expectations and crafting narratives that align with business objectives. The episode also highlights a live pitch session, offering insights i…
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In this episode of WTFDIJR, Chris and Dani are uncovering: Various outreach methods, emphasizing the importance of authenticity and respect in interactions. The episode also touches on the challenges faced by security practitioners in dealing with sales pitches and offers insights into building successful business cases for board meetings. Key Take…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The ethical implications of journalism and content sharing, particularly in the context of the October 7 terrorist attacks in Israel. They delve into the misuse of personal social media posts by a news site, questioning the journalistic ethics of not seeking consent and the potential harm c…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The challenges of enterprise sales, especially when dealing with internal conflicts and rivalries within client organizations. The episode also touches on the approach and ethics of sales outreach, effective communication strategies, and the importance of empathy and understanding in buildi…
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In this episode of WTFDIJR, Dani and special guest, Maria Graham, are uncovering: Building genuine relationships, understanding customer needs, and navigating the complex world of tech sales. The episode covers the importance of personal connection in sales, leveraging social media platforms like LinkedIn for engagement, and the effectiveness of in…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The personal impact of constant traveling for tech conferences and the role of communities (both physical and digital) in the tech industry. The episode also touches on the challenges of navigating overwhelming workloads and personal life balance, and the importance of choosing the right ev…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The recent MGM breach and its implications for cybersecurity sales and marketing strategies. The episode emphasizes the importance of human connection in business interactions and discusses effective ways to approach potential clients, especially in the wake of security incidents. Key Takea…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The theme of "disagree and commit," with a focus on how to navigate disagreements in a professional setting. The episode also touches on the challenges of communication and scheduling within the business context, especially in relation to CISOs and vendors. Key Takeaways: Disagree and Commi…
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In this episode of WTFDIJR, Chris and Dani are uncovering: Various aspects of the show, including past memorable moments, changes in their approach, audience feedback, and potential future directions. They engage in an open dialogue with their community, seeking suggestions for improvement and discussing the impact the show has had on listeners in …
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In this episode of WTFDIJR, Chris and Dani are uncovering: The importance of timing in engaging CISOs, and how vendors can more effectively approach potential clients. They also touch on the structure and cycles of a CISO’s year, giving insights into when and how vendors should interact with them for maximum impact. Key Takeaways: Ineffective Sales…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The struggles of balancing professional and personal life, especially as parents, to the complexities and logistics of attending tech conferences like DEFCON and Black Hat. They also scrutinize marketing approaches, such as fear-based selling and incentivizing conversations with gift cards,…
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In this LIVE, IN-PERSON episode of WTFDIJR, Chris and Dani are uncovering: Their experiences at Black Hat USA, the dynamics of the cybersecurity community, and the importance of human connection in the tech industry. The episode highlights the challenges faced by security practitioners and vendors in creating genuine, respectful relationships in th…
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In this episode of WTFDIJR, Chris and Dani are uncovering: Their experiences with vendor booths, mass media marketing in cybersecurity, and etiquette for engaging with security practitioners at events like Black Hat. The episode also touched on personal anecdotes and the importance of self-care during intensive conferences. Key Takeaways: Approachi…
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25. Emotional Drivers, Stressors, Worries, and Fears In And Out of Work
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In this episode of WTFDIJR, Chris and Dani are uncovering: The need for authenticity and thoughtfulness in these professional engagements. A significant part of the conversation revolves around the emotional aspects of decision-making in security and tech industries, with Chris sharing insights from his experiences. Key takeaways: Authenticity in V…
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24. My Leadership Really Wants To Talk To You You -> Alien Conspiracy Theory
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In this episode of WTFDIJR, Chris and Dani are uncovering: The importance of understanding and adhering to different compliance frameworks, and the challenges of ROI measurement in cybersecurity investments. Chris and Dani discuss the need for vendors to provide realistic and targeted solutions, the role of frameworks like NIST in guiding cybersecu…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The ethical considerations of using AI in marketing, the pitfalls of certain sales strategies, and the importance of research in sales processes. The episode concluded with an insightful discussion on different types of CISO roles and the growth of the BISO role. Key Takeaways: Role and Evo…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The ethics and practices surrounding conference speaking invitations. Chris shares his experience of being invited to keynote at the Cybertech Global Tel Aviv 2024 conference, only to find out that the organizers would not cover travel or speaking expenses. This led to a broader conversatio…
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In this episode of WTFDIJR, Chris and Dani are uncovering: How cultural backgrounds, especially in regions like Israel, influence the way sales and marketing communications are conducted. The directness and bluntness common in Israeli culture are highlighted as beneficial in the tech industry. Chris also shares his experiences at Cyber Week, discus…
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In this episode of WTFDIJR, Chris and Dani are uncovering: The nuances of vendor and CISO interactions, focusing on the importance of authenticity and thoughtful engagement. They discuss how CISOs should conduct themselves during vendor-sponsored events, like dinners. They emphasize the importance of not exploiting these situations for extravagant …
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