Summary:

Saad Ghafoor returns to share his journey from being the #1 SDR in EMEA to stepping into an Account Executive role at ClearPay.

Having first appeared on the show in Episode 106, Saad comes back with a different perspective - moving beyond outbound into the realities of full-cycle sales and deal ownership.

This conversation goes deeper into what actually changes when you move into an AE role - from mindset and skill development to navigating internal dynamics and managing complex deals. Saad breaks down the difference between cold calls and discovery, the importance of influence, and why earning the right to ask tougher questions is critical in modern sales.

They also explore the realities of stepping into a new environment, managing expectations, and dealing with the discomfort that comes with growth. From internal politics to champion management and negotiation, this is a practical look at what it takes to succeed beyond the SDR role.

Guest Links:

• LinkedIn: Saad on LinkedIn
• Company: ClearPay

Previous Episode (Episode 106):

• Podcast HERE
• YouTube: HERE

Key Takeaways:

• Discovery requires earning the right to ask deeper questions
• Influence is a core skill beyond outbound activity
• Internal relationships directly impact deal success
• Transitioning from SDR to AE requires a mindset shift
• Champions must be tested, not assumed
• Negotiation with experienced buyers requires structure and control
• Growth comes from being uncomfortable before becoming competent
• Learning, confidence, and communication are core AE skills

Timestamps:

• 00:00 – Introduction & welcome back to Saad
• 01:28 – Reflecting on growth since SDR days
• 02:48 – Transitioning from SDR to AE03:51 – Doing more to level up
• 04:50 – Improving discovery skills
• 05:47 – Non-verbal cues in sales
• 08:59 – Navigating new company environments
• 09:37 – Building relationships internally
• 10:36 – Understanding internal politics
• 13:04 – Managing energy and performance
• 15:20 – Self-awareness and learning
• 17:13 – AE expectations and rejection
• 18:14 – Champion building
• 20:35 – Negotiation strategies
• 24:44 – Deal politics and influence
• 27:24 – Discovery and storytelling
• 29:38 – Internal vs external deal dynamics
• 34:48 – Handling setbacks
• 42:54 – Controlling what you can
• 45:46 – Skills to focus on
• 49:19 – Coaching and contact
• 51:37 – Final thoughts

Soundbites:

• “Influence is more than just outbound; it’s about connecting and engaging.”
• “You have to be comfortable being uncomfortable to truly grow.”
• “Building relationships internally is as crucial as external networking.”

In Episode 129 of the SDR DiscoCall Show, Neil Bhuiyan sits down with Karolis Žemaitis, co-founder of GrowTech, to explore the journey from early hustle to building a sales-led business.

Karolis shares how his path wasn’t traditional - struggling academically, navigating tough environments, and feeling lost early on. He reflects on how basketball gave him structure and how that eventually translated into discipline in his career.

The conversation moves into his early days as one of the first SDRs in a scrappy startup, where there was no onboarding, no real process, and everything had to be figured out from scratch. From learning through repetition to overcoming fear of cold calling, Karolis breaks down what that environment taught him.

They also explore his transition into leadership, building systems with limited resources, and what changed when he stepped into founding GrowTech.

This is a grounded conversation about growth, responsibility, and the reality of building something over time.

Watch the video episode on YouTube:

• YouTube: HERE

Guest Links:

• Karolis LinkedIn
• GrowTech Website

Key Takeaways:

• Early environments shape long-term mindset
• You can feel lost early and still build direction later
• Fear of cold calling is common and learned through repetition
• Scrappy environments accelerate real learning
• Processes are built, not given
• Leadership starts with listening and shared ownership
• Building a business comes with financial and emotional pressure
• Mistakes are part of learning, especially early
• Consistency matters more than intensity
• Curiosity drives progress

Chapters & Timestamps:

• 00:00 – Introduction to the SDR DiscoCall Show
• 01:26 – Meet Karolis Žemaitis
• 02:38 – What GrowTech does
• 03:31 – Early life and direction
• 06:06 – Early career challenges
• 09:24 – Childhood influence on mindset
• 13:55 – First SDR role
• 18:02 – Becoming a team leader
• 21:02 – Building processes
• 28:07 – Leadership lessons
• 29:50 – Starting GrowTech
• 36:19 – Running a business
• 40:30 – Advice to younger self
• 42:38 – Outro

Soundbites

• “I was a hustler from a young age.”
• “I was afraid of making cold calls.”
• “Show up, do your best, and clock out.”

In this episode of the SDR DiscoCall Show, Neil Bhuiyan sits down with Stu Taylor to explore a 20-year journey through sales - from outbound call centres to leadership in tech and sales training.

Stu shares the reality of starting in high-pressure environments, how those early experiences built resilience, and the moment he transitioned into tech sales - describing it as “Disneyland” compared to the grind he came from.

The conversation dives into imposter syndrome, the dangers of comfort, and why choosing hard paths leads to long-term growth. Stu also reflects on building a personal brand, writing Problem Prospecting during lockdown, and how investing and long-term thinking can create financial freedom.

This episode is a grounded look at what it really takes to build a sustainable and fulfilling career in sales.

Since recording, Stu has launched his own venture, Stu Taylor Sales.

Watch the video episode on YouTube:

• YouTube: HERE

Guest Links:

• Stu Taylor on LinkedIn
• Book: Problem Prospecting
• Lennox Academy

Key Takeaways:

• Starting in high-pressure environments builds long-term resilience
• Imposter syndrome is universal - not a sign you don’t belong
• Comfort can stall growth more than failure ever will
• Taking small risks consistently compounds over time
• Side projects can evolve into major opportunities
• A beginner mindset is key at every stage of your career
• Financial freedom comes from long-term thinking and investing
• You only need to “win once” in sales to change your trajectory

Chapters & Timestamps

• 00:00 – Introduction to the SDR DiscoCall Show
• 02:27 – Introducing Stu Taylor
• 03:45 – Stu’s Journey into Sales
• 05:40 – Call Centre Reality and Early Lessons
• 10:53 – Transitioning into Tech Sales
• 14:41 – Overcoming Imposter Syndrome
• 19:39 – Embracing Failure and Learning
• 22:27 – Career Transitions and Risk
• 25:47 – The Comfort Zone Problem
• 29:35 – Choosing Hard Paths
• 33:48 – Lockdown, Side Hustles and Writing a Book
• 37:44 – Advice to a Younger Self
• 42:12 – Outro

Soundbites:

• “You only need to win once in sales.”
• “Don’t care what anybody else thinks.”
• “Keep a beginner mindset and keep learning.”

In Episode 127 of the SDR DiscoCall Show, Neil Bhuiyan sits down with Connor Grimes to explore a sales journey that didn’t start in tech and didn’t follow a straight line.

From pubs and retail to fuel sales and eventually tech, Connor shares how he learned through experience, early success, and the challenges that came with it.

He opens up about the realities of sales performance, leadership, and the personal mistakes that forced him to reset and grow.

This is a conversation about accountability, resilience and figuring things out as you go

At the time of recording, Connor was Business Development Lead at Willo and has since moved on to a new role, as an Account Executive at Sadie

Listener discretion: This episode includes discussion around alcohol, personal mistakes and their impact on professional life.

Watch the video episode on YouTube:

YouTube: https://youtu.be/puoyMvixlcs

Guest Links

LinkedIn: https://www.linkedin.com/in/connorgrimes/

Key Takeaways

• Sales careers rarely start in tech and often evolve through different industries
• Early environments shape how you handle pressure, targets and rejection
• Asking top performers for advice can accelerate results quickly
• Commission success early on can change motivation and confidence
• Leadership brings different challenges beyond individual performance
• Mistakes in professionalism can become turning points for growth
• Moving into tech sales requires adapting from volume to quality
• Understanding the SDR role is critical for hiring and team success
• Building relationships across teams improves long-term performance

Chapters & Timestamps

• 00:00 – Introduction to SDR DiscoCall Show
• 01:16 – Meet Connor Grimes: A Sales Dad’s Journey
• 04:23 – Connor’s Career Path from Retail to Sales
• 11:00 – First Taste of Sales Success
• 17:13 – Challenges in Sales Leadership
• 17:54 – Work-Life Balance During Lockdown
• 22:00 – Transitioning from Fuel Sales to Recruitment
• 27:57 – The Leap into Tech Sales
• 30:38 – Quality Over Quantity in Sales
• 33:16 – Alcohol, Professionalism and Consequences
• 37:53 – Learning from Mistakes
• 40:14 – Finding Redemption and New Opportunities
• 44:43 – Alcohol and Workplace Relationships
• 50:25 – Advice for New Sales Professionals
• 56:38 – Understanding the SDR Role
• 01:02:43 – Key Lessons for a Young Salesperson

Soundbites

• “Ask questions and build relationships in sales”
• “I still have a lot of love for Leeds”
• “I’m an Arsenal Gooner by choice”

Neil Bhuiyan sits down with Kirsten McCoy, SDR at Patchworks, to explore how confidence in sales is built through experience, not certainty.

Kirsten didn’t follow a traditional path after leaving school. While others around her had clear plans, she was figuring things out in real time, eventually stepping into sales through a contact centre role at Scottish Power. It was here she experienced the reality of sales early, targets, pressure, rejection, and learning by doing.

The conversation goes deeper into the personal challenges that shaped her. Kirsten opens up about living with anxiety, navigating difficult relationships, and the isolation she experienced during COVID, including losing friends to suicide.

Rather than something that disappears, she shares how anxiety is something she has learned to manage through honesty, support and self-awareness.

Listener Discretion:

This episode includes discussion of anxiety, trauma and suicide. Please take care while listening. Support resources are listed below.

Guest Links

• LinkedIn: Kirsten McCoy
• Company: Patchworks

Key Takeaways

• Confidence in sales is built through action, not waiting to feel ready
• Not knowing your path early on is normal and often where growth begins
• Contact centre sales builds resilience through real conversations and rejection
• Anxiety does not go away, but learning to manage it changes everything
• Speaking openly and asking for support improves both mental health and performance
• Being dropped in football developed resilience that now shows up in sales
• Coaching provides belief and structure when you don’t yet have it yourself
• Identity outside of work strengthens how you show up professionally
• Enjoying your work directly impacts performance and consistency

Chapters & Timestamps

00:00 – Introduction to the SDR DiscoCall Show

01:12 – Meet Kirsten: An SDR’s Journey

04:18 – Kirsten’s Path to Sales

09:36 – Overcoming Challenges in Career Choices

11:57 – Lessons from Scottish Power

12:46 – Lessons from Scottish Power

15:24 – Transitioning to New Roles

18:26 – Exploring Account Management

21:18 – Navigating the Pandemic

24:08 – Career Progression and Opportunities

27:01 – The Impact of Social Media on Sales

39:37 – Career Progression and Opportunities

41:37 – Building a Strong Foundation in Sales

44:43 – The Importance of Coaching and Mentorship

49:17 – The Role of Sports in Personal Development

55:50 – Navigating Anxiety and Mental Health

01:06:34 – Advice for the Younger Self

Soundbites

• “Ask questions and accept help”
• “Resilience is key in sales”
• “TikTok opened new doors for me”

Support & Resources

• UK & Ireland: Samaritans - 116 123 / [email protected]
• USA & Canada: 988 Suicide & Crisis Lifeline - Dial 988
• International: https://www.befrienders.org/
• Global: https://findahelpline.com/

In this episode, Sonia Gonzalez Guillonneau shares her journey from childhood in Spain to becoming a sales coach and founder of The SDR Coach based in Madrid.

Sonia reflects on her early entrepreneurial spirit, including selling bead bracelets as a child, and how those early experiences helped shape her understanding of customer care, value creation and independence.

The conversation explores Sonia’s move to the UK, navigating language and cultural barriers, and how she built her early career in tech sales. She shares lessons around resilience, seizing opportunity and developing confidence early in your career.

Neil and Sonia also discuss the realities of personal growth, the importance of authenticity and kindness in business, and how self-awareness plays a key role in building a meaningful career.

For anyone navigating their own career journey, Sonia shares honest reflections on overcoming adversity, embracing growth and continuing to evolve both personally and professionally.

Guest Links

• LinkedIn: Sonia Gonzalez Guillonneau
• Company: The SDR Coach
• Sonia's Podcast - Watch on YouTube
• Sonia's Podcast - Listen on Spotify

Key Takeaways

• Resilience is a core mindset for navigating career development
• Early entrepreneurial experiences can shape long-term business skills
• Overcoming language and cultural barriers builds adaptability and confidence
• Curiosity and an opportunity mindset accelerate career growth
• Empathy and compassion remain important human qualities in modern sales
• Authenticity and self-awareness are key to building meaningful professional relationships
• Kindness in business can strengthen connections with customers and colleagues

Chapters & Timestamps

00:00 – Introduction to the SDR Disco Call Show

01:29 – Meet Sonia Gonzalez-Guillonneau: Sales Coach and Podcaster

02:32 – Sonia’s Passions: Travel, Creativity and Sports

03:29 – Launching the “Kindness in Business” Podcast

05:29 – Sonia’s Journey into Sales: Early Influences

12:22 – Entrepreneurial Spirit: Selling Bracelets at a Young Age

14:36 – Moving to the UK: Challenges and Growth

20:11 – University Experience: From Film Studies to Art History

25:31 – Starting a Career in Sales: The First Job

26:50 – Navigating Corporate Transitions

29:31 – Building Relationships and Seizing Opportunities

35:17 – The Drive for Independence and Success

42:06 – Challenges in Sales: Gender Dynamics and Personal Struggles

50:53 – Navigating Relationships and Success

54:26 – The Journey to Coaching

59:37 – The Reality of Self-Employment

01:12:34 – Advice for the Next Generation

01:18:10 – Outro

Soundbites

• “Life is definitely not linear.”
• “You’re stronger than you think.”
• “Keep learning and evolving.”

Neil Bhuiyan sits down with Emily Hunter, Account Manager at SciLeads, to explore what life after SDR can really look like.

Emily shares her career journey from studying international business to starting her professional life during the COVID-19 pandemic and eventually building a career in tech sales.

The conversation explores the transition from sales development into partnerships, sales roles and ultimately account management. Emily explains what the day-to-day life of an account manager actually looks like, how customer relationships evolve after the deal is signed, and why many professionals find fulfilment in long-term customer partnerships.

They also discuss imposter syndrome, mentorship, mental resilience, and how career paths in sales rarely follow a straight line.

For SDRs thinking about their next move, Emily offers practical advice on believing in your abilities, embracing new opportunities, and remembering that growth often happens outside your comfort zone.

Guest Links

• LinkedIn: Emily Hunter
• Company: SciLeads
• Watch on YouTube

Key Takeaways

• Career paths in sales are rarely linear and often evolve through multiple roles
• Account managers combine customer success, consulting and commercial growth
• Long-term customer relationships require empathy, adaptability and trust
• Mentorship and supportive leadership can accelerate professional growth
• Imposter syndrome is common even among successful sales professionals
• Difficult customer conversations become easier with experience
• COVID forced many professionals to rethink their career direction
• Believing in yourself and staying open to opportunity creates long-term growth

Chapters & Timestamps

• 00:00 – Introduction to the SDR DiscoCall Show
• 00:01 – Meet Emily Hunter and her career journey
• 02:35 – Personal passions and life outside of sales
• 05:35 – From university to the start of her career
• 06:57 – Early career challenges and learning experiences
• 08:11 – The impact of COVID-19 on Emily’s role
• 10:47 – Growth, resilience and adapting to change
• 16:28 – Navigating the pandemic early in her career
• 17:30 – Moving from SDR-style work into account management
• 19:14 – Partnerships and collaborative selling
• 21:03 – Transitioning into account management
• 27:17 – The day-to-day role of an account manager
• 34:05 – Navigating difficult customer conversations
• 41:00 – Advice for aspiring account managers
• 45:08 – Episode outro

Soundbites

• “Think of us as the ZoomInfo for science.”
• “Do something you enjoy, do something you love.”
• “Believe in yourself and your abilities.”

In Episode 123 of the SDR DiscoCall Show, Neil Bhuiyan sits down with John Mason, Head of Business Development at Dynamic Planner (at the time of recording), to explore a career built through curiosity, disruption, and consistent growth.

They cover John’s early sales journey, balancing music alongside a commercial career, the importance of mentoring, and what it means to be a disruptor in modern sales. The conversation also touches on neurodiversity at work and includes a discussion of clinical depression.

Listener Discretion

This episode includes a discussion of clinical depression. If this topic may be distressing, please use the support resources provided below.

Guest Links

• LinkedIn: John Mason
• Company (at time of recording): Dynamic Planner
• Current role (Jan 2026): Founder & Chief Revenue Officer, People & Pipeline Consulting

Key Takeaways

• Sales development is crucial at the beginning of the sales cycle
• Mentoring matters, giving back accelerates growth for both sides
• Dynamic Planner helps financial advisers understand client risk
• Balancing passions like music alongside sales is possible, but requires intention
• Confidence matters, but it works best when balanced with humility
• Preparation is essential for interviews, presentations, and big moments
• Neurodiversity is increasingly recognised in the workplace
• You can learn from people at every level, not just leaders
• Being a disruptor can create standout growth in a crowded market

Chapters & Timestamps

• 00:00 – Introduction to The SDR DiscoCall Show
• 01:34 – Meet John Mason: A Journey in Sales
• 02:10 – Understanding the Dynamic Planner’s Role
• 03:00 – Diverse Personas in Financial Services
• 03:16 – Passions Beyond Sales: Music and Mentoring
• 04:53 – Exploring John’s Career Path
• 05:52 – Falling into Sales: John’s Early Experiences
• 08:05 – Transitioning to MDC: New Challenges
• 09:46 – Finding Love and a New Job
• 10:54 – Reflections on Early Career at BT
• 14:02 – Balancing Music and Sales Career
• 19:39 – Transitioning to MDC: A New Industry
• 22:37 – Global Sales: A New Perspective
• 23:04 – Navigating Career Transitions
• 25:39 – The Rise of Disruptors in Tech
• 30:53 – Understanding Neurodiversity
• 40:14 – Advice for the Next Generation

Soundbites

“I fell into sales by accident.”

“Sales is a hard enough job as it is.”

“We are all lifetime learners.”

Support & Resources

• UK & Ireland: Samaritans — 116 123 / [email protected]
• USA & Canada: 988 Suicide & Crisis Lifeline — Dial 988
• International: Befrienders Worldwide — https://www.befrienders.org/
• Global: Find a Helpline — https://findahelpline.com/

In Episode 122 of the SDR DiscoCall Show, Neil Bhuiyan sits down with Henry Clayton, Principal SDR at Allego, to unpack the journey from customer service to tech sales and the mindset shifts required to succeed.

Henry shares his transition from Screwfix into SaaS, navigating Allego’s evolution from Refract into a broader sales enablement platform, and the emotional intelligence required to thrive in high-pressure SDR environments. They explore mental health during the pandemic, the power of counselling, cold calling structure, LinkedIn virality, and why staying authentic matters more than copying top performers.

Guest Links:

• Guest LinkedIn URL: https://www.linkedin.com/in/henry--clayton/
• Guest’s Company: https://www.allego.com/

Key Takeaways:

• Emotional intelligence can be developed and sharpened through customer-facing roles
• You must make sales frameworks your own, not copy others
• Structure in cold calls creates confidence
• Asking permission before giving feedback builds trust
• Counselling and coaching can unlock self-awareness
• The pandemic reshaped career decisions for many SDRs
• LinkedIn visibility can amplify your voice, but authenticity sustains it
• The SDR role is mentally demanding but can be deeply rewarding
• Fun is essential for longevity in sales

Chapters & Timestamps:

00:00 – Introduction to SDR DiscoCall Podcast

01:18 – Meet Henry Clayton: SDR at Allego

02:34 – Understanding Allego: A YouTube for Sales

03:31 – From Screwfix to SaaS

05:25 – Customer Service Skills That Translate to Sales

08:30 – Transitioning into Tech Sales

10:35 – Emotional Intelligence in Sales

12:07 – Pandemic & Mental Health

13:57 – Managing Diverse Teams

16:26 – Advice for Aspiring SDRs

19:32 – Seeking New Opportunities

21:46 – Finding Joy in Sales

28:02 – Transitioning Within Allego

33:44 – Viral LinkedIn Moment

53:57 – Creating Engaging Content

01:02:40 – Advice for New Sales Professionals

01:05:20 – Shoutouts

01:06:59 – Outro

Soundbites:

• “The best way to grow is to understand yourself better.”
• “I love you on a cold call.”
• “Don’t change who you are.”

In Episode 121 of the SDR DiscoCall Show, Neil Bhuiyan welcomes back Kyan Burke, Sales Manager at Capital on Tap, to explore the real transition from top performer to sales leader.

Kyan shares an honest look at imposter syndrome, earning trust with former peers, and the difference between managing numbers and leading humans. Together, they unpack team dynamics, delegation, mindset, public speaking, and why great leadership is less about having answers and more about creating the space for others to find them.

Guest Links:

• LinkedIn: https://www.linkedin.com/in/kyanburke/
• Company: https://www.capitalontap.com/en
• Kyan’s Podcast: InnerQuota Podcast: https://open.spotify.com/show/4bgKygozguisAcwMkf1wq5?si=f0f149f826e74cbc
• Kyan’s SDR DiscoCall YouTube Episode: Episode 80 (2023)
• Kyan’s SDR DiscoCall Podcast Episode: Episode 80 (2023)

Key Takeaways:

• Leadership credibility is built through trust and transparency
• You don’t need all the answers; you need the right people
• Letting teams reach conclusions themselves creates buy-in
• Imposter syndrome is common, especially when leading peers
• Mindset directly impacts consistency and performance
• Strong leaders balance process, people, and emotional intelligence
• Difficult conversations are unavoidable and necessary
• Public speaking and content sharpen leadership influence
• Discipline and consistency support long-term performance

Chapters & Timestamps:

00:00 - Introduction to the SDR DiscoCall Show

01:39 - Kyan Burke: Journey in Tech Sales

04:45 - Transitioning from BDM to Sales Leadership

06:12 - The Importance of Team Dynamics and Leadership

10:15 - Overcoming Imposter Syndrome in Leadership

13:24 - Understanding the Challenges of Sales Management

17:17 - Navigating the First Weeks as a New Leader

20:00 - Building Trust and Team Ethos

24:31 - Learning from Leadership Experiences

27:25 - Leadership and Team Dynamics

30:39 - Optimising Team Performance

33:31 - Navigating Difficult Conversations

37:12 - Wearing Multiple Hats as a Leader

42:33 - The Importance of Mindset in Leadership

52:04 - Outro

Soundbites:

• “The best way to learn is by teaching others.”
• “You don’t have to be the fixer.”
• “What is the most important one right now?”