Guest Links:

LinkedIn – https://www.linkedin.com/in/jlgammans/

Guest:

Janie Gammans – Senior Manager, Sales Development – EMEA, Reward Gateway

Summary:

In this episode of the SDR DiscoCall Show, host Neil Bhuiyan sits down with Janie Gammans, a Sales Development Manager with a vibrant and unconventional career journey. From music journalism and event organising to sales leadership, Janie’s story is powered by curiosity, bravery, and a genuine love of fun in work.

They dive deep into what it means to be a founding SDR, the challenges of market education, navigating risk, and the importance of self-awareness in leadership. Janie also shares how embracing vulnerability and maintaining a beginner’s mindset can fuel growth, both personally and professionally.

Key Takeaways:

• Passions outside of work enrich professional performance
• Curiosity is a major driver of career exploration and sales success
• Fun at work is essential for long-term results
• Founding SDRs help shape sales teams and company culture
• Educating the market is crucial when launching in new regions
• Legal and cultural nuances impact selling internationally
• Vulnerability can strengthen leadership credibility
• A beginner’s mindset keeps you adaptable
• Document your wins and lessons for future growth

Timestamps:

00:00 – Introduction to the SDR DiscoCall Show

01:16 – Meet Janie: A Colourful Career Journey

03:41 – Janie’s Early Passion for Music and Events

04:39 – From Music to Archaeology: A Unique Path

07:45 – Transitioning into Sales: The SDR Experience

10:56 – Curiosity and Bravery: The Drive Behind Janie’s Journey

13:36 – Reflections on Youth and Fearlessness

19:42 – The Evolution of Fun in Sales

23:53 – Practising Sales: The Importance of Being in the Trenches

25:45 – The Journey of Sales Performance

26:43 – Coaching and Mentorship in Sales

28:17 – The Mindset of Continuous Improvement

29:27 – Human-Led Leadership and Neurodiversity

30:44 – The Importance of a Beginner’s Mindset

35:02 – The Role of Founding SDRs

37:49 – Navigating the Challenges of Founding SDR Roles

42:59 – Learning from Founding SDR Experiences

53:45 – Embracing Vulnerability in Sales Calls

56:44 – The Journey of a Founding SDR

59:48 – The Importance of Autonomy and Curiosity

01:03:23 – Documenting Your Achievements

01:07:24 – The Power of Storytelling in Sales

01:15:04 – Advice for Future SDRs: Fearlessness, Curiosity, and Bravery

Unlocking Sales Success with Inês Bastos

Guest Links

• LinkedIn: https://www.linkedin.com/in/inesgodinhobastos/

In this episode of the SDR DiscoCall Show, host Neil Bhuiyan interviews Inês Bastos, a Business Manager at KCS IT, who shares her journey in sales and personal development. They discuss the importance of networking, overcoming fear of rejection, and the impact of personal experiences on professional life.

Inês emphasises the significance of mindset in sales and offers valuable advice for young salespeople, encouraging them to trust themselves and embrace opportunities. The conversation highlights the therapeutic nature of coaching and the need for leaders to understand their team’s motivations beyond just financial incentives.

Key Takeaways:

• Inês Bastos is a business manager at KCS IT, specialising in IT consulting

• She emphasises the importance of networking and building relationships in sales

• Overcoming fear of rejection is crucial for success in sales

• Young salespeople should focus on becoming industry experts through networking

• Mindset plays a significant role in sales performance and personal development

• Inês encourages taking risks and embracing opportunities that scare you

• Personal experiences can shape how we handle professional challenges

• Sales leaders should check in on their team’s personal well-being

• Understanding motivation beyond money is essential for effective leadership

• Trusting oneself and letting things flow can lead to success

Timestamps:

00:00 – Introduction to the SDR DiscoCall Show

01:17 – Meet Inês Bastos: A Sales Professional’s Journey

02:38 – Exploring Inês’s Passion for Sales and Personal Development

06:35 – Inês’s Career Path: From College to Consulting

10:45 – Overcoming Fear of Rejection in Sales

15:19 – The Importance of a Consultative Approach in Sales

18:50 – Becoming an Industry Expert: Networking and Learning

22:36 – The Power of Authenticity in Sales Conversations

26:07 – Navigating Career Transitions

27:30 – Embracing Fear and Taking Risks

29:41 – The Power of Saying Yes

31:51 – Recognising Potential in Others

34:32 – Mindset and Anticipation

38:56 – Coping with Personal Loss

43:00 – The Role of Empathy in Leadership

45:55 – Understanding Motivation and Mental Health

48:01 – Advice for the Younger Self

Soundbites:

🗣️ “You are not faking it, you are it.”

🗣️ “Life is in a constant state of flux.”

🗣️ “Rejection is almost zero for me.”

From super yachts to startup sales, Joel Pearlman shares a global career journey of resilience, mindset, and breaking into tech from an unconventional path.

Guest Links

• LinkedIn: https://www.linkedin.com/in/joel-pearlman-642a3a14/
• Company: https://riverside.fm

In this episode of the SDR DiscoCall Show, Neil Bhuiyan chats with Joel Pearlman, Senior Business Development Manager at Riverside.fm.

Joel’s career didn’t begin in tech - it began on building sites. From working in construction to the luxury super yacht industry and navigating the job market during the 2008 financial crisis, Joel’s route into tech sales was anything but linear.

Now based in Tel Aviv, Joel shares the cultural contrasts of working in Israel’s vibrant tech scene, the mindset shifts needed to succeed in sales, and why asking for help is one of the most underrated skills for new SDRs.

If you’ve ever felt stuck, unqualified, or unsure how to break into tech, Joel’s story is one you’ll relate to

Key Takeaways

• Career transitions can come from unexpected life moments
• The 2008 financial crisis forced reinvention for many
• Sales is stressful - but mindset and support make the difference
• Israel’s tech scene is fast, direct, and heavily network-driven
• Experience often outweighs formal education in hiring decisions
• The super yacht industry taught Joel about pressure and precision
• Asking questions is one of the most powerful things you can do early on
• Imposter syndrome is common - don’t let it stop you from applying
• You’re allowed to start over, and growth often comes after discomfort

Timestamps

00:00 – Introduction to the SDR DiscoCall Show

02:56 – Meet Joel: From Construction to Tech Sales

11:02 – Navigating Career Changes and the Job Market

14:49 – Life on the French Riviera: Working on Super Yachts

17:27 – Positive Mindset in Challenging Times

21:50 – Navigating Stagnation and Seeking Change

24:18 – The Impact of COVID-19 on Career Direction

27:36 – Jealousy, Tech Ambition, and Self-Reflection

29:27 – First Steps into Tech Sales in Tel Aviv

31:41 – Overcoming Limiting Beliefs in Job Applications

33:28 – Managing Stress and Expectations in Sales

37:22 – The Art of Genuine Connection in Sales

40:07 – Learning Through Experience: The Sales Journey

43:38 – Advice to My Younger Self

From selling at the age of 8 to reshaping modern sales thinking, Fred Copestake shares a career defined by curiosity, coaching, and creativity.

Guest Links

• Find Fred on LinkedIn: https://www.linkedin.com/in/fredcopestake/
• Fred’s Book – Ethical Selling: https://amzn.eu/d/biLP8p8
• Sales Today Podcast: https://throughpartnering.libsyn.com/

In this episode of the SDR DiscoCall Show, Neil Bhuiyan sits down with Fred Copestake, sales consultant, trainer, and the creator behind Brindis and the Sales Today podcast. Fred shares his journey from childhood sales hustles to becoming a leader in ethical selling. Together, they explore how the world of sales has shifted - from manipulative tactics to value-driven, curiosity-led conversations.

Fred introduces us to Orange Hat Thinking, the importance of coaching for modern sellers, and why personal branding is now a non-negotiable. If you’re in sales, love a good framework, or want to serve your buyers better, this episode delivers.

Key Takeaways

• Curiosity is the foundation of great salespeople
• Sales has evolved - manipulation is out, ethical value is in
• Orange Hat Thinking offers fresh perspectives
• Personal branding helps reps stand out and connect
• Salespeople today are sense makers
• Coaching develops clarity and confidence
• Knowing your ICP creates better conversations
• Building long-term relationships is still key

Timestamps

00:00 – Introduction to the SDR DiscoCall Show

02:47 – Meet Fred Copestake: A Sales Veteran

05:35 – Fred’s Early Sales Journey

08:32 – Building Confidence in Sales

11:16 – Transitioning to Professional Sales

14:15 – Curiosity as a Key to Success

17:08 – The Evolution of Brindis

19:26 – Navigating Career Changes and Economic Challenges

21:08 – Evolving Business Models and Personal Growth

22:47 – Finding Your Niche in Sales Training

26:42 – The Importance of Aligning with Your Audience

30:26 – Defining Your Ideal Customer Profile (ICP)

39:03 – The Journey into Coaching and Orange Hat Thinking

41:16 – The Six Thinking Hats Model

44:01 – The Orange Hat and Personal Branding

45:06 – Evolution of Sales Practices

52:36 – Sales Today Podcast and Its Purpose

54:46 – Advice to My Younger Self

• Find Julia on LinkedIn: https://www.linkedin.com/in/julia-vodolazska/

In this heartfelt episode of the SDR DiscoCall Show, Neil Bhuiyan interviews Julia Vodolazska, a Ukrainian tech sales professional who shares her inspiring journey from Ukraine to the Netherlands amidst the war.

Julia discusses her early sales experiences, the resilience she built during wartime, and how community and empathy shaped her path.

Through her story, she offers invaluable insights on navigating adversity, focusing on personal growth, and maintaining mental health during challenging times.

Key Takeaways

• Resilience is essential in overcoming adversity.
• Empathy strengthens both sales and personal relationships.
• Support from the community and loved ones is invaluable.
• Focusing on what you gain rather than what you lose can foster growth.
• Consistency and persistence open doors.
• Self-care and mental health are crucial during challenging times.
• Reflecting helps make better decisions.
• Each experience contributes to personal development.
• You have the power to shape your own narrative and future.

Timestamps

00:00 – Introduction

02:01 – Meet Julia: A Journey from Ukraine to Tech Sales

05:43 – Julia’s Early Sales Experiences and Resilience

11:22 – Navigating the War: A Personal Account

18:39 – Transitioning to the Netherlands and New Beginnings

24:29 – Navigating Job Search Challenges

27:43 – Resilience in the Face of Adversity

34:14 – Finding Strength in Community

39:28 – The Journey to Employment

42:28 – Overcoming Housing Instability

47:59 – Lessons in Self-Worth and Empowerment

52:43 – The Importance of Presence and Choice

• Find Neil on LinkedIn: HERE

In this episode of The SDR DiscoCall Podcast, Neil Bhuiyan takes you through his journey from SDR to Account Executive at Showpad, sharing the pivotal moments that shaped his career in Sales Development.

What you'll discover:

• The challenges of transitioning from SDR to AE—and how to navigate them.
• Why relationships and feedback are the secret weapons for career growth.
• How can adapting your sales style make or break your success?
• The highs and lows of the sales journey, from first deals to imposter syndrome.

Neil opens up about the lessons learned, mistakes, and mindset shifts that helped him level up in his career. Whether you're just starting or looking to refine your approach, this episode is packed with insights to help you grow in tech sales.

Key Takeaways

• Transitioning from SDR to AE is smoother with a solid foundation of leads.
• A strong onboarding experience helps in understanding company culture and values.
• Building relationships with team members enhances performance and morale.
• Sales enablement plays a key role in connecting sales and marketing.
• Feedback from peers and mentors is essential for growth in sales.
• Cold calling requires creativity and a personal touch to engage prospects.
• Understanding the customer’s story leads to better sales conversations.
• Imposter syndrome is common for new AEs but improves with experience.
• Adapting your sales style to fit personal strengths leads to better results.
• Learning from failures is a crucial part of the sales journey.

Timestamps

00:00 - Introduction to the SDR DiscoCall Show

08:40 - Joining Showpad: New Beginnings in Belgium

12:23 - Onboarding Experience: Building Relationships

16:28 - The Buzz of Sales: Creating a Team Culture

20:45 - First Cold Calls: Learning Through Experience

24:44 - Sales Enablement: Bridging Marketing and Sales

31:51 - Preparing for Account Executive Life

39:04 - First Deals: The Imposter Syndrome

43:02 - The Reality of AE Life: Challenges and Lessons

49:29 - Adapting Sales Techniques: Finding Your Style

56:19 - Conclusion: Reflecting on the Journey

Find Tom on LinkedIn: HERE

In this episode of The SDR DiscoCall Show, host Neil Bhuiyan interviews Tom Fortnum, an SDR at Kefron, about his unconventional path from business intelligence analyst to thriving in sales development.

Tom shares how his background in competitive rowing instilled the discipline, resilience, and teamwork that now fuel his success in sales. He breaks down the key skills and mindset shifts that helped him transition careers, navigate the high-pressure world of SDRs, and balance the demands of both sports and sales.

Expect insights on adaptability, teamwork, and mental toughness, along with practical advice for SDRs looking to excel in a fast-paced industry. Tune in for a conversation packed with motivation, strategy, and real-world SDR wisdom!

Key Takeaways

• Sales development is crucial for generating sales cycles.
• Tom's journey into sales began with a supportive role in business intelligence.
• Kefron provides accounts payable automation solutions.
• The interview process can be streamlined with the right support.
• Saying yes to opportunities can lead to unexpected career paths.
• Onboarding is essential for new SDRs to understand their role.
• Adapting to change is vital in a fast-paced sales environment.
• Balancing sports and work requires discipline and time management.
• Motivation can be built through consistent habits.
• Team culture is key to handling losses and celebrating wins.

Timestamps

00:00 – Introduction to the SDR DiscoCall Show

01:32 – Meet Tom Fortnum: A Rising SDR Star

02:48 – Understanding Kefron and Its Solutions

04:01 – Tom’s Journey from Analyst to SDR

10:16 – Navigating the Job Market and Finding Sales Opportunities

13:40 – Overcoming Experience Barriers as an Aspiring SDR

16:25 – Onboarding at Kefron: The First Steps in Sales

17:37 – Tom’s Growth Journey to Becoming a Top Performer

23:44 – Balancing Sports and Sales: Managing a Dual Life

25:59 – High Performance in Rowing: Training and Goals

27:14 – Discipline and Time Management for Success

31:06 – Staying Motivated and Building Consistent Routines

34:39 – Lessons from Sports and Sales on Handling Loss

40:33 – The Role of Team Dynamics in Sales Success

42:18 – Family Support and Perspectives on Tom’s Career

43:04 – Advice for the Younger Self on Embracing Sales Challenges

In this episode of the SDR Disco Call Show, host Neil Bhuiyan sits down with David Wilkins, the founder of SDR Leaders of EMEA, to explore his remarkable career journey.

• Find David on LinkedIn
• Their Website:

From relocating from the UK to the Netherlands to overcoming challenges like imposter syndrome, David shares how his experiences have shaped his leadership approach and professional growth in tech sales.

Together, they discuss the pivotal role of networking, the power of building supportive communities, and how SDR Leaders of EMEA have become a vital resource for SDRs striving to succeed in a competitive landscape. With practical insights and candid reflections, this episode offers valuable takeaways for sales professionals at every stage of their careers.

Timestamps

00:00 – Introduction

01:31 – The Importance of Community and Mentorship

02:12 – David’s Hobbies and Interests

04:06 – David’s Career Path and Challenges

10:53 – Transitioning to Infoblox

18:05 – Career Growth at Infoblox

20:48 – Dealing with Self-Doubt and Recognising Potential in Others

22:59 – Teasing Out Leadership Potential

30:13 – Working at Snowflake

31:53 – SDR Leaders of EMEA Community

40:08 – Advice for SDR Leaders

42:39 – Advice for Younger Self

44:06 – Shout Outs and Conclusion

Key Takeaways

• The SDR Disco Call Show delivers valuable insights for tech sales professionals, helping them navigate challenges and excel in their roles.
• David Wilkins highlights the critical role that community plays for SDR leaders, offering both guidance and camaraderie in an often isolated role.
• Dyslexia and imposter syndrome were hurdles that shaped David’s personal growth and professional resilience, showing how challenges can drive success.
• Amsterdam’s work-life balance has become a strong draw for many professionals, providing a supportive environment for career advancement.
• Starting at Palo Alto Networks marked a turning point for David, giving him the platform to grow into leadership and deepen his expertise.
• Recognising and nurturing potential in team members is a fundamental leadership skill, and trust, as well as collaboration, are the cornerstones of long-term success in sales.
• Post-COVID networking has transformed, making community-building initiatives like SDR Leaders of EMEA even more vital to the growth and connection of sales professionals.