The SDR DiscoCall Podcast: For Brand New Sales Development Reps

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?”

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 / [email protected]
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