EPISODE #109
In this episode of The SDR DiscoCall Show, host Neil Bhuiyan sits down with Tom Fortnum, an SDR at Kefron -
Tom shares his unconventional path from business intelligence analyst to thriving in sales development.
He explains how his background in competitive rowing instilled the discipline, resilience, and teamwork that now fuel his success in sales.
The conversation explores the key skills and mindset shifts that helped him transition careers, navigate the high-pressure world of SDRs, and balance the demands of both sports and sales.
Expect insights on adaptability, teamwork, and mental toughness, along with practical advice for SDRs looking to excel in a fast-paced industry.
Tune in for a conversation packed with motivation, strategy, and real-world SDR wisdom!
Find Tom on LinkedIn
Listen to the podcast episode
..or watch the VidCast version of this episode on YouTube
Key Takeaways
- Sales development is crucial for generating sales cycles.
- Tom's journey into sales began with a supportive role in business intelligence.
- Kefron provides accounts payable automation solutions.
- The interview process can be streamlined with the right support.
- Saying yes to opportunities can lead to unexpected career paths.
- Onboarding is essential for new SDRs to understand their role.
- Adapting to change is vital in a fast-paced sales environment.
- Balancing sports and work requires discipline and time management.
- Motivation can be built through consistent habits.
- Team culture is key to handling losses and celebrating wins.
Timestamps
- 00:00 – Introduction to the SDR DiscoCall Show
- 01:32 – Meet Tom Fortnum: A Rising SDR Star
- 02:48 – Understanding Kefron and Its Solutions
- 04:01 – Tom’s Journey from Analyst to SDR
- 10:16 – Navigating the Job Market and Finding Sales Opportunities
- 13:40 – Overcoming Experience Barriers as an Aspiring SDR
- 16:25 – Onboarding at Kefron: The First Steps in Sales
- 17:37 – Tom’s Growth Journey to Becoming a Top Performer
- 23:44 – Balancing Sports and Sales: Managing a Dual Life
- 25:59 – High Performance in Rowing: Training and Goals
- 27:14 – Discipline and Time Management for Success
- 31:06 – Staying Motivated and Building Consistent Routines
- 34:39 – Lessons from Sports and Sales on Handling Loss
- 40:33 – The Role of Team Dynamics in Sales Success
- 42:18 – Family Support and Perspectives on Tom’s Career
- 43:04 – Advice for the Younger Self on Embracing Sales Challenges
Listen on Apple Podcasts
