Tech Sales is for Hustlers

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 prev...

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 ...

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,...

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:/...

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-wo...

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...

Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership.

Join Aurelien and Kevin as they explore the intricacies of BIPSY, an innovative sales leadership framework. Learn about the core components – "Behaviours," "Individ...

Amidst the recent unveiling of Google and Yahoo's perplexing email policies, business and sales leaders find themselves with more questions than answers.

In this episode of B2B Revenue Acceleration, host Aurelien Mottier, CEO at Operatix, sits down with Mansour Salame, CEO at FrontSpin, to decode the intricacies of these policies and explore their impact on B2B businesses. Mansour provides a comprehensive overview, guiding sale...

It’s no secret that mental health can significantly impact every part of your life, including your career. When you're mentally well, it boosts your ability to think clearly, take risks, make decisions, and handle challenges at work. This resilience is crucial in today's fast-paced professional world.

In this installment of the B2B Revenue Acceleration podcast, host Aurelien Mottier (CEO, Operatix) engages in a thought-pro...

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...

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 marketi...

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...

Is acquisition the end of the road, or just the beginning?

In this episode, Aurelien Mottier (CEO of Operatix & memoryBlue) interviews Chris Doggett (CRO at Acquiato) to uncover the challenges and opportunities that come with company acquisitions.

From overcoming the misconception that acquisition is the final chapter to the critical role people and culture play in success, Chris shares his experiences and key learnings gathered ...

Ever wondered how integrating inbound and outbound strategies could revolutionize your sales approach?

In this episode of B2B Revenue Acceleration, host Catarina Hoch is joined by Alex Olley, Co-Founder and Chief Revenue Officer at Reachdesk, to explore the transformative power of moving to an Allbound motion.

Alex kicks off the discussion by defining Allbound and explaining how it stands apart from traditional demand generation tact...

How can SaaS companies scale globally while managing risks and maintaining sustainable growth?

In this episode of B2B Revenue Acceleration, Aurelien Mottier sits down with Mike Malloy, CEO of Malloy Industries, to dive deep into the strategies that help SaaS companies scale effectively.

Mike kicks off the discussion by sharing his journey and the mission behind Malloy Industries. He then sheds light on the key methods for penetrating...

What if the key to boosting your sales success lies not in what you say, but in how you say it?

In this episode of B2B Revenue Acceleration, host Aurelien Mottier sits down with Bitty Balducci, Assistant Professor of Marketing at Washington State University, to delve into the science behind successful sales calls.

Drawing from her recent study that analyzed 40,000 memoryBlue outbound sales calls, Bitty shares groundbreaking insights ...

Have you ever wondered what truly differentiates leadership coaching from mentorship, and which one could be more impactful for your corporate journey? In this episode of B2B Revenue Acceleration, we explore this very question with Gavin Sumner (Co-Founder & Coach at Scalewise), who shares his expertise on how effective leadership coaching can directly contribute to the success and growth of B2B organisations.

We'll dive in...

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 startup environment, where wearing multiple hats allowed him to dive into closing deals. Mus...

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 that didn't quite fit the "sales" bill. His first role as a customs brok...