The SDR DiscoCall Podcast: For Brand New Sales Development Reps
#088 The SDR DiscoCall Show – James Drummond & Oliver Edwards
December 5, 2023
In this Dynamic Duo episode of the SDR DiscoCall show, Neil Bhuiyan engages in a compelling conversation with James Drummond and Oliver Edwards from Kantata. James, the adept Business Development Manager, shares his transformative journey from HR to the dynamic realm of business development, while Oliver, the seasoned senior enterprise BDR, narrates his transition from HR to sales. Both underscore the critical importance of embracing risks and navigating challenges for those aspiring to carve a niche in the tech sales domain.


00:00 - Intro
01:08 - Introductions and backgrounds of James and Ollie
03:53 - James' journey into sales and business development
05:35 - Ollie's journey into sales and business development
08:49 - James' transition into management
11:10 - Ollie's attraction to sales and business development
13:59 - Advice for a new team lead
18:39 - Managing anxiety and stress in sales
21:59 - Importance of data in sales and business development
27:38 - Managing comparison and fears in sales
30:14 - Balancing coaching and management responsibilities
41:27 - Preparing for career progression and taking risks
47:28 - Kudos and shoutouts from James
49:00 - Kudos and shoutouts from Ollie

The dialogue transcends individual experiences to explore the fundamental role of managers in guiding and supporting their teams. James advocates for prioritizing people and fostering a coaching culture, while Oliver accentuates the value of risk-taking and an open-minded approach to learning from peers.

Further enriching the conversation, James and Oliver delve into key aspects such as effective time management for managers and the strategic significance of personal branding in the ever-evolving landscape of sales. Both speakers stress the perpetual need for reflection, and continuous improvement, and express their unwavering commitment to personal and team success.