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