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🌙 Midnight Memo Has Arrived
The After-Hours Playbook For High-Performers
Trent Wakefield
March 18, 2025
It’s late. You should probably be sleeping… But instead, you’re here!
Maybe it’s because your manager ‘circle back’-ed you into oblivion today or perhaps your SDR handed you a lead colder than your ex’s heart. 🥶
Regardless of the circumstances…
Welcome to ✨ Midnight Memo ✨ － the place for those who lock in when the world clocks out.
This Week
🔥 Legendary Leader: Hear What Sets Brian LaManna Apart (A Top Gong Account Executive)
🌆 Start-Up Frenzy: San Francisco’s New Tech Hub Rival?
💻 Late Night Report: Is Tech Sales Still the Golden Child?
💡 Tip of the Week: STOP Making This Resume Mistake
🎉 Hiring Heat: Top Companies Hiring Right Now
Tech Sales: Then & Now
Imagine it is 2018 at Career Fair Day…
A Redbull-Fueled Recruiter: “Hey You! Have you considered a career in Tech Sales?!”
Every 20-year-old just needing class credit: “OMG Yes! It is my dream job!”
*knows nothing about tech sales
*googles “How much does tech sales pay?”
And just like that, a little white lie can turned into a Career-Launching Power Move! 🔥
But where did Tech Sales start and does it have the staying power? Think about this…
1993 - The World Wide Web Launches
1999 - Salesforce is Founded - Pioneering SaaS
2000 - POP goes the dot com bubble
2005 - Youtube and Web 2.0 Launch
2010 - Microsoft Azure & Instagram Launch
2015 - SaaS becomes the norm
2020 - Explosion of remote work thanks to Ms. Rona
2025 - Ai… Everywhere
During all world events over the last 30 years, Tech has evolved and innovated to drive the world forward.
Top 5 Richest Companies
In 1995: General Motors, Ford, Exxon Mobil, Wal-Mart, AT&T
In 2025: Apple, Microsoft, NVIDIA, Google, Amazon
All Tech - All the Time 🤟🏼 *drops mic
Some leaders make an impact. The legendary ones change the game!
🏆 What is your biggest success in your sales career so far?
“My Biggest success is the consistency quarter after quarter, year after year. Any seller can flash and have a great month but doing it with repeatability and consistency is what sets apart perennial club winners from those who burn out.”
💻 What is your best advice for someone in Tech Sales?
“Imitate first, iterate second. Learn from top performers at your organization. Only listen to the best, at what they are best at. Start with copying. And over time you will make it your own.”
🌙 What is one thing you do After-Hours that sets you apart?
“Working out every day before work sets me up to have a great day. Best way to start the day.”
Check out Brian’s LinkedIn Content - It is a must-read!
SDR/BDR
✨ NinjaOne - IT Security
✨ Rilla - AI Virtual Ride-Along
✨ Sully.ai - AI Medical Agents
✨ Rippling - HCM & Payroll
✨ Attentive - Marketing SMS/CaaS
Account Executive
✨ Kojo - Construction Management Software
✨ Sully.ai - AI Medical Agents
✨ Salesforce - AI Division
✨ Rippling - HCM & Payroll
✨ Attentive - Marketing SMS/CaaS
Where the Tech Comes Sweeping Down The Plain? 🌾
Shades of Brown, Foolish Things, and Gypsy: What do these things have in common?
Free Wifi, Fresh Pastries, and Big Ole Cups Of Joe ☕️
Oh! And they are all located in an up-and-coming Tech Hub － Tulsa, Oklahoma 📍
I know what you’re thinking, 🤠 🐮, But hear me out….
In October 2023, the U.S. Department of Commerce designated Tulsa as a “Tech Hub” and was awarded $51M in Federal Funding (EDA). Tulsa Innovation Labs, a George Kaiser Family Foundation-founded venture is leading the charge.
Cyber, Energy Tech, and Health Tech are all major drivers of growth in the new Heartland Tech Hub.
(ps. Medefy is one of my favorites and if you get the chance to hear Matt Scovil, Co-Founder & CEO, speak about the work they are doing － you won’t regret it!)
Whether Start-Ups or established Power-Houses are your vibe, check out some of the Top Tech Companies in Tulsa
Pause for a sentimental moment ✋🏼🛑
It was at this exact coffee shop:
Shades of Brown Tulsa, OK
💼 I went before my very first post-grad job
🏡 I bought my first house (that quickly taught me I wasn’t a handyman)
💰 Finished my MBA and so much more
*wipes a single tear while ordering a cold brew resembling jet fuel ✈️
Tell me if this looks familiar…
I am no Jason Oppenheim. But if you are Jason Oppenheim, then the answer is yes, I will star in the next season of Selling Sunset 🌴.
However, we do have something in common－Real Estate. His experience happens to be located in the 90210 and mine is in PDF format on your computer. But whether it’s measured in sq. ft. or a sq. in. - IT. HAS. VALUE.
🔥Hot Take: a Skills section on your sales resume = Waste of space
Why? Because 99.9% of the time these are all assumed!
Use this precious resume real estate to highlight something that is going to sell a hiring manager on YOU!
Better Uses Of That Space:
✅ Big/Notable Logos you have closed
✅ Relevant Call Points you have sold into (ie. VP of Sales, DevOps, etc.)
✅ Sales Tools you have used (ie. Gong, Outreach, ZoomInfo, etc.)
And I am begging you to not make your Summary longer. We will discuss that another week. 😅
You made it to the end of the very first Midnight Memo and by now you’re probably the #1 Rep in your company － Congrats!
But now you can’t decide whether to celebrate with a cocktail or a glass of wine? With this week’s Night Cap, you don’t have to 👀
New York Sour
2 ounces rye whiskey or bourbon
1 ounce lemon juice, freshly squeezed
3/4 ounce simple syrup
1 egg white
1/2 ounce red wine
All good things must come to an end, and even the best closers still need their sleep.
Midnight Memo is just getting started and this is going to be an ⚡️Electric Community to learn, grow, and have some fun!
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