The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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 / jo@samaritans.org
USA & Canada: 988 Suicide & Crisis Lifeline - Dial 988
International: https://www.befrienders.org/
Global: https://findahelpline.com/