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