Tech Sales is for Hustlers

Hosted by memoryBlue

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Episodes

212

Latest episode

Jan 2026

Language

EN-US

About the show

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.

Listen to episodes

60 recent

January 7, 202633 min

In the Know with Kelly Grafton: Cold call stats that answer your biggest questions

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 outcomesThe 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.

November 26, 202534 min

In The Know with Kelly Grafton: Politeness in prospecting

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

October 29, 202526 min

In The Know with Kelly Grafton: How verbal cues drive cold call success

In this episode, Kelly Grafton sits down with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore how the words you choose can make or break your outreach.You’ll learn:- Why conversational language helps SDRs book more meetings- How formality versus informality shapes connection with prospects- The role of pitch in sounding both human and professional- When casual cues work best and when to add structure- Practical examples from real calls and data-driven takeawaysBacked by analysis of tens of thousands of calls, this episode will help every sales rep bring more confidence and authenticity to their outreach.

October 14, 202540 min

People Behind The Pitch: Driving digital change with Albert Tejera

In this episode, we are joined by memoryBlue Alumni and former customer Albert Tejera, now serving as the Director of Sales, North America at CheckIt. Albert shares valuable insights into his career journey, the evolution of his sales approach, and the impact of niche technology in modernizing industries that have traditionally lagged in digital adoption.Albert provides a closer look at how CheckIt is transforming manual, outdated processes such as pen and paper restaurant operations into efficient, technology-driven solutions. He discusses what it is like to sell to diverse buyers across industries, why niche technology deserves more attention, and how his own professional path pivoted in response to the pandemic.This is a must-watch conversation for anyone interested in sales, career growth, and the power of digital transformation in overlooked markets.

September 29, 202543 min

In The Know with Kelly Grafton | Mastering Cold Call Vocal Cues (Featuring Bitty Balducci)

In Episode 2 of In The Know with Kelly Grafton, Kelly sits down once again with Bitty Balducci, Assistant Professor of Marketing at Washington State University, for a deep dive into how specific vocal cues can make or break a cold call. Together, they break down three key elements — volume, speech rate, and tone — and show how small adjustments can lead to more successful conversations and better conversion rates. Featuring real-world examples and research-backed advice, this episode is a must-listen for SDRs aiming to sharpen their cold calling skills and stand out in today’s competitive sales landscape.Ready to take your tech sales career to the next level? https://memoryblue.com/inside-sales-careers/?utm_medium=social&utm_source=linkedin&utm_campaign=250601_direct-In_The_KnowHelpful Links:Explore Bitty Balducci’s Research on Google Scholar: https://scholar.google.com/citations?user=f6Sxp2kAAAAJ&hl=en&oi=aoListen to Bitty’s First Podcast with memoryBlue: https://www.buzzsprout.com/893557/episodes/16733313

September 29, 202525 min

In The Know with Kelly Grafton | Episode 1: Launching the Series

Welcome to the inaugural episode of In The Know with Kelly Grafton! In this series, Kelly Grafton delves into the world of tech sales and leadership, sharing insights, strategies, and stories to help you navigate and succeed in the tech industry. Whether you're an aspiring sales professional or a seasoned leader, there's something here for everyone.Ready to take your tech sales career to the next level? https://memoryblue.com/inside-sales-careers/?utm_medium=social&utm_source=linkedin&utm_campaign=250601_direct-In_The_Know

April 22, 2025Episode 143 min

People Behind The Pitch: Unlocking Growth Strategies in Tech Sales

In the inaugural episode of People Behind The Pitch, memoryBlue’s Aaron "Big Country" McCann sits down with Manoj Jasra, a seasoned sales and marketing executive and memoryBlue customer, to uncover the strategies driving success in today’s tech landscape. With years of experience helping businesses scale and optimize revenue, Manoj shares his expert insights on:-The evolving role of sales and marketing alignment-Leveraging data to drive smarter decision-making-Winning strategies for tech sales teams in a competitive market-Lessons from his own journey in leadership and growthWhether you're a sales professional, entrepreneur, or executive looking to sharpen your approach, this session will leave you with actionable takeaways to accelerate your business.

March 21, 20251 hr 0 min

B2B Revenue Acceleration - How to Master Your Sales Messaging

Have you ever wondered why some sales pitches instantly grab your attention, while others fall flat? What's the secret behind crafting compelling, persuasive sales messages that not only captivate but also convert?In today’s episode of B2B Revenue Acceleration, we dive deep into the art and science of sales messaging with host Aurelien Mottier, Co-Founder and CEO at Operatix, and Ben Hunter, Senior Sales Training Specialist at memoryBlue.This episode takes a deep dive into the world of sales communication. With Ben Hunter's extensive experience in shaping sales strategies and training sales professionals, he shares a wealth of knowledge on creating compelling, effective messages.The main topics include:Essential Elements of Sales Messaging: Ben outlines what every sales message needs to succeed and discusses if there’s a universal framework applicable.Consistency Across Different Channels: Learn how to maintain a consistent voice and message no matter the medium.Importance of Personalization: Discover the impact of tailoring your sales messages and how to achieve this at scale.Cultural Considerations in Sales Messaging: Ben provides strategies for adapting sales approaches when entering new cultural markets.Common Mistakes in Sales Messaging: Hear about the typical pitfalls sales teams encounter and how to avoid them.Key Metrics and KPIs: Ben highlights the metrics sales professionals should monitor to measure and enhance their messaging success.Whether you're looking to refine your sales pitch or seeking ways to ensure your message resonates across various platforms, this discussion is packed with insights you won't want to miss. Tune into this insightful conversation to transform your approach to sales messaging.

March 21, 202542 min

B2B Revenue Acceleration - Exploring AI in Marketing

AI is quickly becoming an essential tool in any marketing professional’s kit, boosting productivity and revolutionizing the way campaigns are conceptualized, executed, and optimized.In this episode of B2B Revenue Acceleration, host Catarina Hoch, VP of Global Marketing at Operatix/memoryBlue, sits down with Austin Distel, the Senior Director of Marketing at Jasper, to delve into the impact of artificial intelligence (AI) in marketing. This discussion sheds light on how AI can enhance marketing campaigns, including their effectiveness and efficiency. From optimizing customer engagement to automating mundane tasks, Austin outlines how AI empowers marketers to achieve remarkable results.Yet, as machines become more integrated into creative processes, the question arises: How can marketers maintain a personal touch? Austin addresses this concern, highlighting strategies to blend AI with the irreplaceable human element that connects brands with their audiences.This episode contains a number of expert insights for marketing professionals eager to harness AI's power while preserving the authentic connection that brands strive to establish with their audiences.Whether you're a seasoned marketer or just starting to explore the possibilities of AI, the information in this episode will help you pave the way forward.

March 21, 202535 min

B2B Revenue Acceleration - The Art of Organic Content for Start-Up Brand Building

Organic content should be treated as an essential part of any marketing strategy, particularly for start-ups trying to build their brand. It forms the foundation upon which authentic connections with the audience are built, setting the stage for long-term engagement and loyalty.Join host Catarina Hoch (VP of Global Marketing, Operatix & memoryBlue) and Jake Hurwitz (Founder, Thursday Labs) as they unravel the nuances of organic content and brand building for start-ups in this captivating episode of B2B Revenue Acceleration.Jake delves into why start-ups face unique challenges in establishing their brand identity through organic content, as well as shedding light on the importance of prioritizing brand building from the early stages and its profound impact on long-term success.The discussion continues as they explore common blind spots that start-ups often overlook when crafting their brand message. From navigating the digital age to cost-effective strategies for building brand recognition, Jake shares valuable insights to help start-ups thrive in today's busy market.Tune in to gain expert insight into navigating the art of organic content for start-up brand building with actionable tips to propel your business forward in the competitive landscape.