#094 The SDR DiscoCall Show – Elle Bytautaite The SDR DiscoCall Podcast: For Brand New Sales Development Reps podcast

57:53

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…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#111 The SDR DiscoCall Podcast – Julia Vodolazska 58:31

il y a environ 19 jours58:31

58:31

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…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#110 The SDR DiscoCall Show – Neil Bhuiyan 59:43

il y a environ 26 jours59:43

59:43

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…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#109 The SDR DiscoCall Show – Tom Fortnum 46:07

il y a 5 weeks46:07

46:07

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…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#108 The SDR DiscoCall Show – David Wilkins 45:22

il y a 6 weeks45:22

45:22

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.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#107 The SDR DiscoCall Show – James Buckley 1:07:14

il y a 48 weeks1:07:14

1:07:14

In this episode, Neil Bhuiyan interviews James "Saywhatsales" Buckley, host of the Sell Better Daily Sales Show. James shares his inspiring journey from being a cook with issues to becoming a successful sales professional. He highlights the importance of leaving negative environments and surrounding yourself with positive influences. They discuss the value of customer service experience in sales, emphasising how it builds comfort in talking to strangers and handling rejection. The conversation also covers the significance of making employees feel valued, embracing change, and the power of personal growth. James offers insights into creating content, and building a personal brand, and concludes with his three success tips: avoid the hard stuff, slow down, and be kinder.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#106 The SDR DiscoCall Show – Saad Ghafoor 1:16:26

il y a 49 weeks1:16:26

1:16:26

In this episode, Neil Bhuiyan sits down with Saad Ghafoor, EMEA’s top SDR for 2024, to uncover his journey from recruitment to tech sales. Saad dives into the power of purpose-driven work, the importance of learning from top performers, and the courage to fail and adapt. He shares his winning strategies for cold calling, including the art of storytelling and asking the right questions. Saad also highlights the value of experimenting with different approaches and building a strong internal reputation. His advice? Enjoy the journey, focus on learning, and remember that sometimes you need to slow down to speed up.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#105 The SDR DiscoCall Show – Ashley Ormond 1:10:10

il y a 50 weeks1:10:10

1:10:10

In this episode, Neil Bhuiyan interviews returning guest, Ashley Ormond, Senior Manager for Global Strategic Sound Development at Brandwatch. You’ll hear about what makes an outstanding sales development representative (SDR) and the key qualities Ashley looks for in candidates. Ashley highlights the importance of asking thoughtful questions and showing curiosity during interviews. He explains why he prefers hiring candidates without a sales background, noting that they bring fresh perspectives and are more adaptable. Neil and Ashley discuss why it’s crucial to understand a company’s history and mission when applying for a job and the benefits of connecting with current employees to get a feel for the company culture. They also delve into the value of diversity in building a successful team, the role of resilience in sales, and how to support personal growth in new team members. Additionally, Neil and Ashley share how being parents of children with autism has shaped their perspectives on leadership and empathy, underscoring the importance of emotional intelligence in managing and supporting individuals with diverse abilities.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#104 The SDR DiscoCall Show – Amy Morrison 52:57

il y a 52 weeks52:57

52:57

In this episode, Amy Morrison, an SDR at Taggstar, shares her inspiring journey from nursing to sales. She reflects on her passion for nursing and how the pandemic spurred her transition into the sales field. Amy also recounts her unique experiences working in an Irish bar in Belgium and her love for travel. Amy discusses key elements of success in sales, including the value of social skills and confidence. She offers practical tips for overcoming common sales hurdles, such as fear of rejection and self-doubt. Her advice focuses on the importance of taking action and stepping out of your comfort zone, whether that’s through cold calls or social interactions. She also sheds light on her role at Taggstar, highlighting the company’s supportive and open culture. Amy encourages SDRs to leverage LinkedIn for content creation to connect with prospects and express their personality. Her advice to her younger self includes embracing confidence, enjoying the journey, and not taking things too personally.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#103 The SDR DiscoCall Show – Josh Bruer 54:19

il y a 1 year54:19

54:19

In this episode, Neil interviews Josh Bruer, a Sales Development Leader and Coach. They discuss his sales development background, passion for music, and the transferable skills he gained as a lead singer. Josh highlights the importance of meaningful conversations in sales and the value of learning from prospects. He shares his experience in the tech and SaaS industry and the lessons learned as an SDR team lead. We also explore his journey from musician to sales coach, his dedication to helping others improve, and his approach to breaking down and enhancing the SDR role. Josh emphasises practice, coaching, and continuous learning, along with building relationships and understanding team motivations. From a leadership perspective, Josh advises managers to advocate for their teams, remove obstacles, and maintain honesty. He encourages reps to seek feedback and be coachable. Finally, we discuss the importance of forming connections and having meaningful conversations in and out of work.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#102 The SDR DiscoCall Show – Ashley Ormond 55:05

il y a 1 year55:05

55:05

In this episode, Neil Bhuiyan interviews Ashley Ormond, the Senior Manager of Global Strategic Sales Development at Brandwatch. They discuss Ashley's career journey, starting from door-to-door sales to his current role, as Sr. Manager, Global Strategic Sales Development - Brandwatch Ashley shares his experiences and lessons learned along the way, including the importance of resilience and maintaining a positive mindset. They also touch on the challenges of managing a team and the value of connecting with people. The conversation highlights the significance of perspective and gratitude in both personal and professional life. In this conversation, Ashley Ormond shares his journey in sales and the challenges he faced along the way. He discusses his experience in different sales roles, including recruitment and tech sales. Ashley emphasizes the importance of taking action, learning sales early, and detaching oneself from the outcome. He also highlights the role of a manager in supporting and guiding the team to success.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#101 The SDR DiscoCall Show – Anna Bella 55:14

il y a 1 year55:14

55:14

Anna Bella shares her journey from SDR to leadership in tech. Starting young in sales at her parents' hospitality business, she moved to the UK from Hungary without speaking English. Through her network, she joined Redis as an SDR. Anna emphasizes researching and finding the right job fit, and the value of mentors for guidance and feedback. She advises aspiring leaders to identify strengths and weaknesses, be authentic, and find their superpower. Addressing female leaders, she advises ignoring stigma and focusing on growth, while embracing vulnerability, transparency, and open-mindedness. Anna also discusses leadership challenges, including managing cross-departmental relationships and admitting when you don't know the answer. This episode was recorded in March 2024, and since then, Anna has recently started a new role as Senior SDR Manager for EMEA at Snyk, a leader in developer security - Congratulations and #HappySelling Anna!…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#100 The SDR DiscoCall Show – Katherina Tustea 53:48

il y a 1 year53:48

53:48

Katerina shares her experience of prospecting in the DACH region as an SDR. She initially found it tough and struggled with cold calling, feeling like a robot and lacking confidence. However, she learned to trust the process, be herself, and adapt her approach. She found support and resources from the SDRs of Germany community and her colleagues.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#099 The SDR DiscoCall Show – Maisie Connaghan 46:55

il y a 1 year46:55

46:55

In this episode, host Neil Bhuiyan interviews Maisie Connaghan, a former SDR turned commercial account manager at Matillion. They discuss Maisie's journey from studying marketing to transitioning into sales, the importance of building relationships with marketing teams, and the value of thinking long-term as an SDR. They also touch on the transferable skills Maisie gained from her previous roles in hospitality and how they have helped her in her sales career. In this conversation, Maisie and Neil discuss the importance of building relationships, adapting to change, and finding a company with aligned values. They emphasize the value of coaching and mentorship, both internally and externally, to support personal and professional growth. Maisie shares her journey from SDR to Key Account Management and highlights the significance of continuous learning and staying adaptable in the ever-changing sales environment.…

The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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#098 The SDR DiscoCall Show – James Ski 44:42

il y a 1 year44:42