In this episode of That Tech Pod, we sit down with Greg Upah for a conversation that goes far beyond scripts, software, and sales tactics. With a career path spanning academia, advertising, Wall Street, and sales education, Greg brings a rare perspective on what actually influences decision-making and why human behavior still sits at the center of great selling.

We explore what stays constant across industries, whether modern sales technology has changed the game or simply changed the packaging, and why the fundamentals of buyer psychology still matter. Greg also shares lessons from mentoring the next generation of sellers at Texas A&M, discusses the ideas behind his book Sales Talks: The Why, What, and How of Selling, and reflects on the hard-earned lessons that shaped his own career.  Whether you're leading a sales team, building technology, or trying to understand how people make decisions, this episode is a look at the timeless principles behind meaningful conversations and lasting results.

To get a copy of the book, Sales Talks: The Why, What, and How of Selling, Greg asks readers to email him directly at GregUpah@gmail.com.

Greg Upah has built a career that spans academia, advertising, finance, and sales education. He began as a marketing professor at Virginia Tech and later at NYU Stern School of Business, before moving into industry as an associate research director and new business team member at Young & Rubicam in New York. He then spent 15 years at Merrill Lynch in senior sales and marketing roles within its Asset Management Group. For more than a decade, he has mentored students in the Professional Sales Program at Texas A&M University. A graduate of University of Notre Dame with a Ph.D. in Marketing from University of Illinois Urbana-Champaign, he has published in leading journals including the Journal of Marketing and is the author of Sales Talks.