Matt Banks – Senior SDR, Salesfinity

Summary:

In this episode of the SDR DiscoCall Show, host Neil Bhuiyan sits down with Matt Banks, Senior SDR at Salesfinity, to explore how resilience, loss, and personal growth can shape a sales career.

Matt shares his journey from hospitality to tech sales, opening up about challenges that tested his mental health and confidence. Together, they discuss how finding joy in work, building a personal brand, and embracing life’s impermanence can drive success in sales and life.

Listener Discretion: This episode contains discussion of mental health, loss, and suicide. Support resources are listed below.

Key Takeaways:

• Comfort in cold calling is essential for success
• Personal growth often comes from overcoming adversity
• Transitioning from hospitality to sales can be transformative
• Loss can lead to valuable life lessons and resilience
• How you respond to challenges defines your character
• Experiences in hospitality shape interpersonal skills
• Finding joy in work enhances performance
• Self-reflection is crucial for personal development
• Building a personal brand can open new opportunities
• Embracing life’s impermanence motivates action

Timestamps:

00:00 – Introduction to the SDR DiscoCall Show

01:11 – Meet Matt Banks: The Guinness Guru

03:43 – Matt’s Journey: From Hospitality to Sales

11:04 – Life Lessons from Hospitality

19:38 – Responding vs Reacting: A Personal Story

21:55 – Navigating Life’s Challenges During COVID

25:58 – Coping with Loss and Heartbreak

28:38 – Finding Purpose After Trauma

33:53 – Transformation Through Sales and Personal Branding

40:51 – The Comfort Zone of Cold Calling

43:34 – Transforming Challenges into Opportunities

46:13 – Rediscovering Self-Confidence

49:12 – Advice for Aspiring Sales Professionals

Soundbites:

• “The role of fun in work is essential.”
• “The evolution of a salesperson is a journey.”
• “Finding joy in work enhances performance.”

Guest Links:

• LinkedIn: https://www.linkedin.com/in/sdrofguinness/
• Company: https://www.salesfinity.ai/

Support Resources:

If you or someone you know is struggling, please reach out.

• UK & Ireland: Samaritans - 116 123 / jo@samaritans.org
• USA & Canada: 988 Suicide & Crisis Lifeline - Dial 988
• International: https://www.befrienders.org/
• Global: https://findahelpline.com/
• Mental Health America: https://mhanational.org/crisis-services/

Mia Kosoglow – Marketing Lead, Hyperbound

Summary:

In this episode of the SDR DiscoCall Show, host Neil Bhuiyan interviews Mia Kosoglow, the marketing lead at Hyperbound. They discuss Mia’s journey from sales to marketing, the importance of confidence and authenticity in both fields, and the value of self-reflection in career choices.

Mia shares her experiences at Outreach and Armada, highlighting the skills she gained and how they translate to her current role in marketing. The conversation emphasises the significance of finding joy in one’s work and the power of networking to create opportunities.

Key Takeaways:

• Sales experience is valuable for a career in marketing
• Building confidence in sales can lead to success in other areas
• Networking and genuine conversations can open new opportunities
• It’s important to trust your gut when something doesn’t feel right
• Finding joy in your work is crucial for long-term satisfaction
• Self-reflection can help identify what truly brings happiness
• Authenticity in communication fosters better connections
• Transitioning from sales to marketing can leverage existing skills
• Embracing challenges can lead to personal and professional growth
• Creating a supportive work environment is essential for employee happiness

Timestamps:

00:00 – Introduction to the SDR Disco Call Show

01:28 – Meet Mia Kosoglow: Background and Role at Hyperbound

02:20 – Understanding Hyperbound: AI in Sales Training

03:13 – Mia’s Personal Interests and Hobbies

05:09 – Mia’s Journey into Sales: Early Influences

07:49 – The Impact of Family on Career Choices

10:11 – Sales Education: The Value of a Sales Degree

11:30 – Sales Training: Role Plays and Competitions

14:28 – Internship Experience at Outreach

16:54 – Overcoming Rejection: The Power of Grit in Sales

20:57 – The Structure of Success in Sales

22:15 – The Competitive Spirit: Winning vs. Enjoying

23:59 – Building Confidence and Overcoming Challenges

27:21 – Aha Moments: Learning from Mistakes

32:19 – Transitioning to a Founding Role at Armada

39:47 – Realisations: Enjoyment vs. Skill in Sales

40:33 – Finding Joy in Work and Hobbies

43:46 – The Transition from Sales to Marketing

50:03 – Embracing Authenticity in Career Choices

55:51 – The SDR to Marketing Journey

01:00:44 – Advice for Future Generations

Soundbites:

• “Confidence is key in sales.”
• “Let me cook!”
• “Trust your gut.”

Guest Links:

• LinkedIn: Mia Kosoglow
• Company: Hyperbound

Summary

In this episode of the SDR DiscoCall Show, Neil Bhuiyan welcomes back James Buckley, a seasoned sales professional and content creator. They discuss James’s journey in sales, the evolution of content creation, and the challenges of engaging audiences on platforms like LinkedIn.

The conversation dives into authenticity, algorithm shifts, relationship building, and how sales and marketing can truly align. James shares practical tips for overcoming fear in content creation, reframing budget conversations, and mastering discovery questions. This is a grounded, honest look at sales in 2025.

Key Takeaways:

• Sales development remains the foundation of tech sales success
• Content creation fuels personal branding and credibility
• Authenticity resonates more than polished perfection
• Engagement strategies drive reach and opportunities
• LinkedIn’s algorithm rewards relevance and interaction
• AI is now analysing video content for context and engagement
• Follower counts don’t equal revenue
• Sales and marketing alignment is essential
• Discovery is continuous — not just one call.
• Recognition and appreciation strengthen relationships

Timestamps:

00:00 - Introduction to the SDR Disco Call Show

00:58 - Meet James Buckley: Sales Insights and Journey

02:13 - James Buckley’s Sales Experience and Evolution

04:40 - Reflecting on Personal Growth and Health Journey

07:39 - Controversial Topics in Sales and Social Media

09:04 - LinkedIn Algorithm Changes and Content Visibility

12:05 - The Role of Ghostwriting in Content Creation

15:34 - Understanding Goals in Content Creation

18:33 - The Importance of Engagement and Relationships

21:58 - Life as an Algorithm: Attracting Like-Minded People

24:57 - Value in Sales: Teaching Without Selling

28:20 - Content as a Pathway to Connection and Sales

29:32 - The Power of Content in Sales

31:59 - Building Confidence in Content Creation

35:24 - Overcoming the Fear of Imperfection

38:10 - The Role of Marketing in Sales Content

40:53 - Aligning Sales and Marketing for Success

48:52 - Bridging Sales and Marketing

51:09 - The Importance of Discovery in Sales

53:36 - Navigating Budget Conversations

57:29 - The Balance of Pipeline and Forecast

01:02:13 - The Continuous Nature of Discovery

01:03:57 - Giving Flowers: A Generational Perspective

Guest Links

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

Resources from James

• https://gosellbetter.com/Happysellingcoldcallguide1
• https://gosellbetter.com/Happysellingcoldcallguide2
• https://gosellbetter.com/happysellingsignalsguide1
• https://gosellbetter.com/happysellingsignalsguide2
• https://gosellbetter.com/happysellingpracticalprospectingguide

Guest:

Sriharsha (Sai) Guduguntla – Co-Founder & CEO @ Hyperbound

Summary:

In this episode of the SDR Disco Call Show, host Neil Bhuiyan welcomes Sriharsha (Sai) Guduguntla, CEO and co-founder of Hyperbound, an AI sales role-play and coaching platform. They discuss Sai’s journey from a software engineering intern to a successful entrepreneur in Silicon Valley, the challenges of being an immigrant, and the importance of practice in sales. Sai shares insights on the role of AI in sales training, the unique features of Hyperbound, and the value of objective feedback in improving sales skills. The conversation emphasises the need for continuous learning and adaptation in the fast-paced tech industry.

This episode is supported by Hyperbound – the AI-driven role play and coaching platform for sales teams.

– Start your free trial: hyperbound.ai

Key Takeaways:

• Sai has been working in AI for over a decade
• Hyperbound allows salespeople to practice role plays with AI
• The importance of personal experience in entrepreneurship
• AI tools should address specific business problems
• Objective feedback from AI can be more effective than human feedback
• Role play is essential for developing sales skills
• The immigrant experience shapes entrepreneurial journeys
• Continuous learning is crucial in tech sales
• Hyperbound aims to revolutionise sales training
• Success in sales requires both technical and soft skills

Timestamps:

00:00 – Introduction to the SDR Disco Call Show

01:39 – Meet the Guest: Sriharsha Guduguntla

03:05 – Understanding Hyperbound: AI in Sales Training

04:21 – Sai’s Journey: From Intern to Entrepreneur

09:58 – Growing Up in Silicon Valley: A Unique Perspective

11:18 – The Drive for Entrepreneurship: A Personal Story

17:46 – Navigating Parental Expectations in Entrepreneurship

22:06 – Building Confidence in Technical and Sales Conversations

26:48 – The Journey of Building and Pivoting

28:57 – The Future of Sales and AI

32:48 – Understanding AI’s Role in Sales

36:38 – Hyperbound: Revolutionising Sales Training

41:51 – Real-Time Feedback and Improvement

48:26 – The Value of Role-Playing in Sales

53:44 – Advice to My Younger Self

Soundbites:

• “This is a long time coming.”
• “I graduated from college in 2022.”
• “I built an app that went viral.”

Guest Links:

• LinkedIn: Sriharsha (Sai) Guduguntla
• Company: Hyperbound

This Episode is Supported by Hyperbound – Start your free trial:hyperbound.ai

Guest Links:

LinkedIn: :Muireann Brennan

In this episode of the SDR Disco Call Show, host Neil Bhuiyan interviews Muireann Brennan, an enterprise account executive at Protex AI. Muireann shares her unique journey from a healthcare background to tech sales, emphasising the importance of mentorship, emotional intelligence, and building relationships in sales.

She discusses her experiences during the COVID-19 pandemic, the challenges faced in the healthcare system, and how these experiences shaped her career path. The conversation underscores the importance of striking a balance between personal passions and professional responsibilities, providing valuable insights for young professionals in the sales industry.

Key Takeaways:

• Muireann transitioned from a healthcare background to tech sales
• She emphasises the importance of mentorship in career development
• Balancing work with personal passions is crucial for well-being
• Her experience during COVID-19 shaped her views on healthcare
• Muireann advocates for open communication and feedback in mentorship
• She highlights the significance of emotional intelligence in sales
• Building relationships is key to successful sales interactions
• Persistence in outreach can lead to unexpected opportunities
• Muireann’s journey reflects resilience and adaptability
• She encourages young professionals to seek mentorship actively

Timestamps:

00:00 – Introduction to the SDR Disco Call Show

01:35 – Meet Muireann Brennan: Background and Current Role

02:41 – Understanding Protex AI and Its Impact

04:03 – Balancing Work and Personal Life

07:12 – Muireann’s Journey into Sales and Healthcare

07:31 – Transition from Pharmacy to Nursing

09:37 – Experiences During the COVID-19 Pandemic

13:48 – Activism and Advocacy in Healthcare

21:00 – Exploring Commercial Roles and Future Aspirations

23:26 – Starting the Journey: From Nursing to Sales

26:13 – Learning the Ropes: Mentorship and Training in Sales

28:17 – Navigating Cold Calling: Overcoming Fears and Building Confidence

31:32 – The Human Element: Building Relationships in Sales

36:41 – The Importance of Mentorship: Learning from Experience

39:52 – Finding the Right Mentor: Key Considerations

47:06 – Shoutouts and Acknowledgements: Gratitude in the Journey

Soundbites:

• “It’s not a vocation. It’s a job.”
• “Everyone is human. Everyone makes mistakes.”
• “If you don’t ask, you don’t get.”

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