Find Tom on LinkedIn: HEREIn this episode of The SDR DiscoCall Show, host Neil Bhuiyan interviews Tom Fortnum, an SDR at Kefron, about his unconventional path from business intelligence analyst to thriving in sales development.Tom shares how his background in competitive rowing instilled the discipline, resilience, and teamwork that now fuel his success in sales. He breaks down 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!Key TakeawaysSales 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.Timestamps00:00 – Introduction to the SDR DiscoCall Show01:32 – Meet Tom Fortnum: A Rising SDR Star02:48 – Understanding Kefron and Its Solutions04:01 – Tom’s Journey from Analyst to SDR10:16 – Navigating the Job Market and Finding Sales Opportunities13:40 – Overcoming Experience Barriers as an Aspiring SDR16:25 – Onboarding at Kefron: The First Steps in Sales17:37 – Tom’s Growth Journey to Becoming a Top Performer23:44 – Balancing Sports and Sales: Managing a Dual Life25:59 – High Performance in Rowing: Training and Goals27:14 – Discipline and Time Management for Success31:06 – Staying Motivated and Building Consistent Routines34:39 – Lessons from Sports and Sales on Handling Loss40:33 – The Role of Team Dynamics in Sales Success42:18 – Family Support and Perspectives on Tom’s Career43:04 – Advice for the Younger Self on Embracing Sales Challenges

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