Fortune Sellers | a bonafide.fm original series

About Fortune Sellers | a bonafide.fm original series

Fortune Sellers – a bonafide.fm original series. Where we investigate 5 defining moments that shaped the careers of top-performing GTM leaders and sales leaders in Ireland and the UK and what it can teach the rest of us. Hosted by Kareem Mostafa, founder at bonafide.fm.

Publisher

bonafide.fm

Category

business

Language

en

Explicit

Yes

First episode

18 Jul 2025

Latest episode

10 Jun 2026

Latest episodes

17 episodes in the feed.

1. 

   10 Jun 2026

   EP 17 - Botty Dimanov (Tenyks.ai)

   content type Interview primary goal Educational summary In this episode, Kareem Mostafa interviews Botty Dimanov, CEO of Kennyx, exploring his journey from academic research to startup success, effective GTM strategies, and insights on building sustainable businesses. keywords Startups, Sales, GTM Strategy, AI, Entrepreneurship, Market Entry, Business Growth, Venture Building key topics Startup journey from academia to entrepreneurship Effective go-to-market strategies and partner channels Market sizing and customer insights in enterprise sales Pivoting and learning from early failures Building sustainable growth and long-term value guest name Botty Dimanov Titles From Cambridge to CEO: Botty Dimanov's Startup Journey Mastering GTM: Strategies from a Tech Founder sound bites "Sales is about math and optimization." "Foundations are crucial before rapid growth." "Mindset shifts unlock scaling potential." Chapters 00:00 Introduction to Botty Dimanov and Tenix 01:17 Botty's Early Life and Passion for Math 05:15 The Journey to Founding Tenix 09:29 The Reality of Startup Growth Expectations 11:33 Major Pivots and Lessons Learned at Tenix 14:07 The McDonald's Case Study: A Unique Approach 18:35 Maximizing Franchisee Success 22:46 The Power of Strategic Outreach 27:41 Key Questions for Effective Sales Discovery 33:01 The Importance of Partnerships in Growth 35:07 Mindset Shifts for Business Success resources Who Not How by Dan Sullivan - https://www.amazon.com/Who-Not-How-Transform-Results/dp/0593191644 Kennyx Official Website - https://kennyx.com Botty Dimanov LinkedIn - https://linkedin.com/in/bottydimanov guest links LinkedIn - https://linkedin.com/in/bottydimanov

2. 

   25 May 2026

   EP16 - James Bagan (Frog Capital)

   content type Interview primary goal Educational summary In this episode, James Bagan shares his extensive experience in B2B sales, including lessons from his early days, the importance of systematizing sales processes, and how to adapt during economic crises. He discusses the sales machine assessment, the myth of sales as a numbers game, and strategies for effective pricing and ICP targeting. keywords B2B sales, sales strategy, pricing, ICP, sales forensics, startup growth, sales leadership, market pivot, sales myths, founder advice key topics Sales as a system and process Pricing strategy and value alignment Pivoting during economic downturns Sales forensics and due diligence Building and scaling sales teams takeaways Sales is a people and impact game, not just numbers. A well-defined ICP and targeting are crucial for efficiency. Pricing should be based on value, not just discounts. Successful salespeople can be introverts, not just extroverts. Adaptability is key to surviving market crises. guest name James Bagan Titles Mastering B2B Sales: Lessons from 30 Years of Experience The Sales System: How to Build a Reliable Revenue Machine sound bites "Sales is a people game, not just numbers." "Adapt or die in market crises." "Not all revenue is equal; margins matter." Chapters 00:00 Introduction and Guest Background 01:15 James's Early Sales Experience and Lessons 02:47 Debunking Sales Myths: Numbers vs. People 05:25 The Importance of Pricing Strategy 13:26 Pivoting During the Financial Crisis 19:57 The Story of Django Reinhardt and Adaptation 21:37 Knowing When to Stay the Course or Pivot 26:36 Sales Forensics and GTM Due Diligence 29:22 Transitioning from Founder-Led to Systematic Sales 36:42 The Value of Networks and Relationships 37:42 Reflections on Early Sales Beliefs and Lessons Learned 38:23 Closing Remarks and How to Connect resources Sales Forensics - https://salesforensics.com/ Cruxie (Pricing Strategy Consultants) - https://cruxie.co.uk/ Who Not How by Dan Sullivan - https://www.amazon.com/Who-Not-How-Transform-Your/dp/1637740292 Django Reinhardt's Story - https://en.wikipedia.org/wiki/Django_Reinhardt guest links LinkedIn - https://linkedin.com/in/jamesbegan

3. 

   19 May 2026

   EP16- Sean Yu (GingerControl, Peony)

   content type Interview primary goal Educational summary In this episode, Sean Yu shares his unconventional journey from biomedical engineering to founding AI-driven companies like Ginger Control and Peony. He discusses lessons learned from gaming, building viral content, and creating systematic, scalable GTM strategies in AI and SaaS. keywords AI, SaaS, GTM, entrepreneurship, gaming, viral marketing, systematic building, automation, trade compliance, funding key topics Unconventional career path from biomedical engineering to AI Viral marketing strategies in B2B SaaS Systematic approach to product and company growth Titles From Gaming to AI: Sean Yu's Unconventional Startup Journey How Viral Content and Systematic GTM Build AI Companies sound bites "Hey Karim!" "My childhood was quite unusual." "You can find me at shonyu.io." Chapters 00:00 Introduction to Sean Yu and Ginger Control 06:32 Sean's Unconventional Journey 12:22 The Competitive World of Esports 17:04 Lessons from the Founder Journey 21:31 Transitioning from Gaming to Trade Compliance 23:20 Scaling Challenges in Gaming 25:05 Lessons Learned from Infomall 26:42 Building Systematic Companies 27:39 The Power of Product-Led Growth 31:35 Leveraging Community for Growth 34:40 Influential Mentorship and Systematic Thinking 38:19 Generating Attention in Business 39:29 Vision for Autonomous Companies 46:04 Compounding Businesses through Customer Insights 47:24 Mindset Shifts in Entrepreneurship resources Thinking in Systems by Donella Meadows - https://www.amazon.com/Thinking-Systems-Introduction-Systems-Think/dp/1603580555 Sean Yu's Website - https://shonyu.io

4. 

   21 Apr 2026

   EP15 - Elene Bibileishvili (Co-founder & CEO at Hapttic)

   Building a Pioneering Career in Digital Marketing: An Interview with Elene BibileishviliDiscover the inspiring journey of Elene Bibileishvili, Georgia’s pioneer in technical marketing and digital transformation. In this episode, Elene shares her insights on overcoming challenges, redefining industry standards, and the power of persistence to make a global impact.In this episode: Elene’s early fascination with advertising and how platforms like Facebook sparked her interest in digital marketing The importance of data-driven strategies and marketing technologies in her career Her journey from studying in France to becoming a leader in Georgia’s digital marketing scene How she built and scaled HapTech, a global AI marketing intelligence platform The mindset shift from perfectionism to rapid iteration and learning The significance of failure and resilience in career growth Strategies to enter new markets and educate clients about marketing analytics The influence of her grandfather and the importance of passing knowledge forward Her current achievements, including speaking at major summits and mentoring students Practical advice for aspiring marketers and founders on obsession, discipline, and perseverance HapTech - AI Marketing Intelligence Platform (https://haptech.ge/) Elene Bibileishvili - LinkedIn (https://linkedin.com/in/elenebibleishvili) Georgia’s Ad Summit (https://adsummit.ge/) LinkedIn (https://linkedin.com/in/elenebibleishvili) Twitter (https://twitter.com/EleneBibileishvili) Timestamps:00:00 - Introduction to the show and guest Elene Bibileishvili 01:25 - Elene’s background and contributions to Georgia’s digital marketing landscape 02:40 - Her journey from childhood interests to academic pursuits in France 04:05 - Why data analytics and marketing technologies fascinate her 05:34 - Challenges of building marketing infrastructure in Georgia 06:45 - The creative possibilities within technical marketing roles 08:10 - The rise of AI and misconceptions about data and automation in marketing 09:35 - The myth of more data equals better marketing 11:15 - The importance of marketing intelligence over automation 12:02 - Learning from failures and continuous resilience 13:39 - Doubts and decisions to stay and build in Georgia 15:21 - Key strategies and frameworks for market entry and education 16:18 - HapTech’s evolution from social listening to comprehensive marketing intelligence 18:48 - Redefining industry standards and shifting market expectations 20:08 - Lessons from content repurposing and listening to market signals 22:02 - Influences from family, especially her grandfather 23:49 - Celebrating wins and milestones, including speaking opportunities and educating students 29:13 - Advice for newcomers aiming to make a meaningful impact 30:23 - The importance of obsession, discipline, and mindset in success 33:50 - Changing beliefs about collaboration, perfection, and rapid action 35:08 - Overcoming perfectionism and embracing fast, informed decisions 37:52 - Final thoughts: persistence, resilience, and continuous learningResources & Links:Connect with Elene Bibileishvili:

5. 

   20 Jan 2026

   EP14 - Alex Cooper (Co-founder @ Electric Twin)

   Summary In this episode of Fortune Sellers, host Kareem Mostafa interviews Alex Cooper, a former British Army officer who transitioned into the tech world by founding Electric Twin, a company that leverages AI to understand customer behavior. Alex shares his unique journey, starting from his upbringing in various UK cities, his time as a derivatives trader, and his two-decade military career, which included leading troops in combat. He discusses how the COVID-19 pandemic led him to help build the UK's mass testing system, a pivotal experience that set the stage for his entrepreneurial venture. Alex emphasizes the importance of understanding market needs and the lessons learned from early missteps in his startup journey, particularly around hiring and product-market fit. Keywords AI, customer behavior, Electric Twin, entrepreneurship, COVID-19, British Army, logistics, startup lessons, market research, founder journey Takeaways "I realized that money wasn't really a motivator." "You want to achieve something super special." "Sales is much about learning about what other people are doing." "You need to have a real sense of purpose of what you're trying to achieve." "Successful businesses are actually run by older people." Titles From Soldier to Startup: Alex Cooper's Journey Building Electric Twin: Lessons from the Battlefield to Business Sound bites "I just walked in said like, I'm just sort of... what would it look like if I joined the army?" "Successful businesses are actually run by older people." "Sales is much about learning about what other people are doing." Chapters 00:00 Introduction to Alex Cooper 01:05 Early Life and Career Path 04:18 Transition to COVID Testing 06:05 Lessons from Building Electric Twin 10:35 Challenges and Early Mistakes 18:19 Sales and Market Fit 25:11 Vision for Electric Twin 34:17 Recent Wins and Future Goals 40:28 Key Challenges Ahead 41:47 Perspective Shifts and Final Thoughts

6. 

   2 Sept 2025

   E012 - Jordan Farry (Country Manager UKI @ Personio)

   Keywords sales, leadership, mentorship, SaaS, career growth, sales strategies, personal development, risk-taking, customer experience, sales culture Summary In this episode of Fortune Sellers, Kareem Mostafa interviews Jordan Farry, the Country Manager for UK and Ireland at Personio. Jordan shares his unique journey from selling designer suits to leading sales teams in the tech industry. He discusses the importance of mentorship, the lessons learned from early career mistakes, and the significance of aligning personal ambition with company goals. Jordan emphasizes the need for authenticity in leadership and the value of creating a supportive work environment. He also reflects on the risks he took in his career, particularly his transition from Datadog to Personio, and the insights gained from his experiences. Takeaways Jordan's journey from fashion to tech highlights transferable skills. Mistakes in early career often stem from complacency. The importance of mentorship in professional growth. Taking calculated risks can lead to rewarding opportunities. Ambition should align with company goals for job satisfaction. Creating psychological safety is crucial for team success. Authenticity in leadership fosters trust and engagement. Understanding customer needs is key to successful sales. Sales success is not solely measured by paycheck. Continuous learning and self-reflection are vital for growth. Titles From Suits to SaaS: Jordan's Journey Lessons from Early Mistakes in Sales Sound bites "Slow is smooth, smooth is fast." "You can't measure ambition by paycheck." "You need to create psychological safety." Chapters 00:00 From Suits to SaaS: Jordan's Journey 07:44 Lessons from Early Mistakes 13:12 Transferring Skills: From Fashion to Tech 17:54 The Impact of Mentorship 27:01 Taking Risks: The Move to Personio 31:11 Leadership Insights: Transitioning from AE to Leader 34:01 Why Great Sellers Leave 37:22 Unexpected Insights and Personal Growth

7. 

   27 Aug 2025

   E011 - Ross Keating (Founder @ The Lennox Academy)

   Keywords entrepreneurship, sales, personal branding, frameworks, mentorship, failure, growth, leadership, startups, business strategy Summary In this conversation, Ross Keating shares his remarkable journey from nearly being fired as an SDR to successfully founding multiple companies. He discusses the importance of first-line managers in sales, the value of embracing failure, and the frameworks that have guided his success. Ross emphasizes the significance of building a personal brand and the risks associated with entrepreneurship, while also reflecting on mentorship and the milestones of growth as a founder. Takeaways Ross transitioned from being an SDR to founding three companies. First-line managers play a crucial role in enabling sales reps. Embracing failure is essential for startup success. The RAG-AG model helps evaluate new commercial activities. Mentorship has shaped Ross's approach to business. Taking the leap to entrepreneurship is the hardest part. Building a personal brand opens doors to opportunities. Working hard and outworking others is key to success. Content creation can lead to inbound opportunities. Evolving as a founder requires focusing on process and people. Titles From SDR to Entrepreneur: Ross Keating's Journey The Importance of First-Line Managers in Sales Sound bites "Failure is a really good thing." "Embarrassment is the price of entry." "Content creates a little bit of inbound." Chapters 00:00 From SDR to Entrepreneur: Ross Keating's Journey 06:47 The Importance of First-Line Managers in Sales 10:19 Embracing Failure: Lessons from Startups 16:09 Frameworks for Success: RAG-AG Model 19:49 Mentorship and Influences in Business 25:26 Taking Risks: The Leap to Entrepreneurship 28:53 Building a Personal Brand: The Key to Opportunities 35:37 Milestones and Growth: Evolving as a Founder

8. 

   26 Aug 2025

   E010 - Adnane Alaoui (Vice President of Business Development @ Munich Re)

   Keywords sales, enterprise sales, proof of concept, mentorship, listening skills, relationship management, sales failures, personal growth, sales techniques, career development Summary In this conversation, Kareem Mostafa speaks with Adnane Alaoui, a seasoned sales professional with over 20 years of experience. They explore Adnan's journey from childhood to his current role, discussing the importance of proof of concept in sales, the value of listening, and the balance between relationships and accountability. Adnan shares personal stories of failures and successes, emphasizing the significance of understanding different personalities in a team and the role of mentorship in professional growth. The discussion culminates in reflections on the true value of money and relationships in life and sales. Takeaways Adnan relates his sales journey to the movie Braveheart, emphasizing self-trust and accountability. He believes that childhood experiences, like practicing judo, shaped his resilience and competitive spirit. Proof of concept (POC) is essential in sales; it should be part of the project. Failures in sales often stem from a lack of communication and transparency. Balancing relationships with accountability is crucial for effective leadership. Listening is a key skill in sales; understanding the other person's perspective is vital. Different personalities require tailored communication strategies in sales teams. Mentorship plays a significant role in professional development and personal growth. Risky decisions can lead to valuable lessons and opportunities. Money is not everything; building meaningful relationships is essential. Sound bites "There is a win-win position." "H2H, human to human." "Money is not everything." Chapters 00:00 Introduction to Adnan's Sales Journey 02:21 Childhood and Early Influences 04:35 The Importance of Proof of Concept 07:09 Learning from Failures 10:03 Balancing Relationships and Accountability 11:55 The Art of Listening in Sales 15:36 The Power of Listening in Leadership 17:45 Mentorship and Personal Growth 19:44 Understanding Different Personalities 22:14 Navigating Challenging Relationships 26:29 Taking Risks and Making Bold Decisions 31:47 The True Value of Money and Life Lessons

9. 

   22 Aug 2025

   E009 - Ann Farrington (Senior Enterprise Account Director @ Calypso AI)

   Keywords AI, sales, leadership, vulnerability, mentorship, risk-taking, career growth, sales advice, authenticity, trust Summary In this engaging conversation, Anne Farrington shares her insights on navigating the complexities of sales and leadership in the AI industry. She discusses the importance of authenticity, the impact of childhood experiences on career choices, and the value of mentorship. Anne emphasizes the need for vulnerability in leadership and the significance of building trust with clients. She also reflects on her personal journey, including the risks she took in her career and the lessons learned from early mistakes. The discussion culminates in a philosophical exploration of the 'rat race' in corporate life and the importance of maintaining balance and self-care. Takeaways 57% of executives can't distinguish between AI and human decisions. Leading with value is crucial in sales. Preparation is key to success in presentations. Building trust with clients is essential for closing deals. Vulnerability can be a strength in leadership. Childhood experiences shape our work ethic and values. Understanding team dynamics is vital for effective leadership. Taking risks can lead to significant career opportunities. Authenticity fosters trust and credibility in business. Self-care is important to avoid burnout in high-pressure roles. Titles Navigating AI and Sales Dynamics The Art of Sales: Value Over Price Sound bites "Lead with value, not just price." "Being true to yourself is key." "I learned a lot from my mother." Chapters 00:00 Introduction to AI and Sales Dynamics 02:39 Navigating Sales Advice and Credibility 05:35 Childhood Influences on Career Path 08:19 Sales Rants and Industry Perceptions 10:44 The Importance of Vulnerability in Leadership 13:35 Learning from Early Career Mistakes 16:35 Building Trust and Relationships in Sales 19:21 The Five P's Framework for Success 22:13 Risk-Taking and Career Decisions 24:54 Mentorship and Personal Growth 27:59 Balancing Strengths and Weaknesses in Teams 30:42 Taking Risks and Learning from Experience 33:31 Philosophical Views on the Rat Race 36:13 Final Insights on Authenticity and Growth

10. 

    21 Aug 2025

    E008 - Danielle McVeigh (Senior Sales Manager UKI and Alps)

    Keywords Danielle McVeigh, sales leadership, golf, resilience, career transition, communication skills, work-life balance, mentorship, personal growth, frameworks for success Summary In this episode, Kareem Mostafa interviews Danielle McVeigh, a Senior Manager at Workday, who shares her unique journey from being a professional golfer to a successful sales leader. Danielle discusses her early life, the transition from sports to sales, and the skills that have helped her excel in her career. She emphasizes the importance of resilience, communication, and understanding different motivations in both personal and professional contexts. The conversation also touches on work-life balance, mentorship, and actionable frameworks for success. Takeaways Danielle transitioned from professional golf to sales after her father's passing. She emphasizes the importance of resilience and mental toughness in sales. Practice and feedback are crucial for building confidence in sales. Communication is key; understanding the other person's perspective is vital. Taking time off for personal well-being is essential for high performance. Not everyone has the same motivations; understanding this is important for leadership. Curating your environment and learning from the best can accelerate growth. Controlling what you can is a powerful mindset for success. High-performance athletes prioritize rest and recovery as much as training. Building relationships and networking can lead to unexpected opportunities. Titles From Fairways to Sales: Danielle McVeigh's Journey The Resilience of a Sales Leader: Insights from Danielle McVeigh Sound bites "You build a lot of resilience from that." "What can I control?" "You can ask. People might say no." Chapters 00:00 Introduction to Danielle McVeigh 01:04 Childhood and Early Influences 02:29 Journey into Professional Golf 04:27 Transitioning from Golf to Sales 06:05 Building Resilience in Sales 06:56 Sales Rants and Perspectives 09:22 Learning from Early Career Challenges 10:53 Breaking Mental Barriers in Sales 11:45 Controlling the Controllables 12:59 Balancing Work and Family Life 15:01 The Importance of Rest and Recovery 16:58 Influences and Mentorship in Leadership 18:19 Risky Decisions and Career Growth 20:38 Frameworks for Daily Success 21:48 Mastering Communication in Sales 25:45 Curating Your Learning Environment 28:56 Learning from Different Levels of Experience 30:00 Understanding Different Motivations 32:01 Conclusion and Future Connections

11. 

    20 Aug 2025

    E007 - Mark O'Brien (VP of Sales Expansion @ Luigi's Box)

    Keywords sales, leadership, mentorship, career change, sales techniques, client understanding, startups, corporate culture, sales success, personal growth Summary In this engaging conversation, Mark O'Brien shares his remarkable journey from a challenging sales environment to becoming a successful VP of Sales Expansion at Luigi's Box. He recounts a pivotal moment when a 15-minute meeting in Riyadh led to a significant deal, emphasizing the importance of personal connections in sales. Mark discusses his transition from IT to sales, the lessons learned from failures, and the critical role of understanding clients. He reflects on mentorship, the dynamics of leadership, and the differences between working in large corporations versus startups. The conversation highlights the human element in sales and the necessity of caring for team members to achieve success. Takeaways Sometimes the craziest risks lead to the biggest rewards. Tiny things can matter significantly in business relationships. Making assumptions is a fundamental flaw in sales. People work for leaders they respect and appreciate. Understanding your team and their motivations is crucial for success. Transitioning from large corporations to startups requires a mindset shift. Recognizing when it's time for a change is essential for career growth. The human element is vital for sales success. Balancing leadership styles can enhance team performance. Sales success is about understanding both the product and the people. Titles The Million-Dollar Meeting: A Sales Journey From IT to Sales: Mark O'Brien's Story Sound bites "It's the tiny things that can matter so much." "If they don't care, they won't perform." "It's about striking a balance." Chapters 00:00 The Million-Dollar Meeting in Riyadh 02:50 From IT to Sales: A Journey of Discovery 05:55 Lessons from Sales Crashes and Silver Linings 08:54 The Importance of Understanding Your Client 11:43 Mentorship and Leadership in Sales 14:44 Navigating Career Changes and Risks 17:49 The Shift from Big Corporations to Startups 20:38 Recognizing When It's Time for a Change 23:34 The Human Element in Sales Success 26:46 Balancing Leadership Styles for Team Success

12. 

    4 Aug 2025

    E006 - Remi Gruszka (Head of Sales - UK & Europe @ Windowmaker)

    Keywords sales, digital transformation, fenestration industry, consultative selling, customer relationships, sales strategy, mentorship, productivity, honesty, empowerment Summary In this conversation, Remy Krishka shares his journey in the fenestration industry, emphasizing the importance of passion in sales, the need for speed over perfection, and the value of honesty and directness in building customer relationships. He discusses the challenges he faced, including a customer crisis, and how he navigated it through personal engagement. Remy also highlights the significance of empowering teams, learning from mistakes, and the philosophy of productivity. He encourages sales professionals to be themselves and to focus on understanding their industry and customers. Takeaways Remy's journey in sales began with family influence in the fenestration industry. Passion is essential for successful selling; enthusiasm drives sales. Speed in decision-making is more valuable than striving for perfection. Learning from mistakes is crucial; iteration leads to improvement. Building trust with customers requires honesty and directness. Consultative selling focuses on understanding customer needs rather than pushing products. Empowering teams leads to greater productivity and success. Mentorship plays a significant role in personal and professional growth. Taking risks can lead to valuable learning experiences. Being yourself is the key to authentic sales relationships. Titles The Passionate Seller: Remy Krishka's Journey Speed Over Perfection: A Sales Philosophy Sound bites "Passion is contagious." "Speed is better than perfection." "Avoid meetings 100%." Chapters 00:00 Introduction to Remy Krishka and His Journey 03:04 The Intersection of IT and Sales 05:55 The Power of Passion in Sales 08:43 Rant: Speed Over Perfection in Decision Making 11:40 Navigating Cultural Differences in Sales 14:41 A Memorable Customer Experience in France 17:44 Building Relationships Through Understanding 20:54 Consultative Selling: Balancing Pipeline and Customer Needs 21:41 Understanding Industry Needs 23:49 The Art of Consultative Selling 25:39 Speed and Agility in Sales 27:18 Defining Your Own Standards of Perfection 28:14 Learning from Mentors 30:52 Taking Calculated Risks 33:05 Maximizing Productivity 37:00 The Value of Honesty in Sales 42:11 Being Authentic in Sales

13. 

    1 Aug 2025

    E005 - Luke Curry (Director of Sales NAMER & EMEA @ Periti Digital)

    Keywords sales, podcasting, entrepreneurship, AI in sales, career development, mentorship, personal branding, resilience, relationship building, sales techniques Summary In this episode, Luke Curry, Director of Sales for North America and EMEA at Parity Digital, shares his journey from early sales experiences to becoming a successful sales leader. He discusses the importance of resilience, the role of AI in sales, and the need for personal branding. Luke emphasizes the significance of building relationships through generosity and the impact of mentorship on his career. He also reflects on the challenges of selling in different environments and the importance of focusing on big-ticket customers for social proof. The conversation concludes with insights on taking risks and the unlimited potential in sales. Takeaways Sales isn't seen as a proper career in Ireland. Money is unlimited; you can have as much as you want. Building relationships is key in sales. Generosity leads to better relationships. I learned a lot from rejection in sales. Focus on big ticket customers for social proof. Sales is like playing sports; it's dynamic. I want my team to feel I have their back. The role of AI in sales is growing. You can ask for unlimited money if you provide value. Titles Unlocking Sales Success with Luke Curry The Power of Relationships in Sales Sound bites "I love calling people; it's personal." "Sales isn't seen as a proper career." "Building relationships is key in sales." Chapters 00:00 Introduction to Luke Curry and His Journey 02:57 The Birth of the SharkPod Podcast 05:44 Early Sales Experiences and Resilience 08:57 The Role of AI in Sales 11:59 Sales as a Career Choice in Ireland 14:42 Lessons from Early Career Failures 17:44 Sales Techniques and Management Insights 20:49 Building Relationships Through Generosity 23:45 The Importance of Personal Branding 26:56 Mentorship and Influences in Sales 29:40 Taking Risks and Making Big Bets 32:43 Closing Thoughts and Insights on Sales

14. 

    31 Jul 2025

    E004 - Graeme Coyne (Regional Sales Director - CEE @ Okta)

    Keywords sales, leadership, mentorship, resilience, pipeline management, sales techniques, career growth, stoicism, personal development, sales challenges Summary In this conversation, Graham Coyne, Regional Sales Director at Okta, shares his journey from a shy child to a top-performing sales leader. He discusses his early experiences in sales, the challenges he faced at LinkedIn, and the importance of resilience and mentorship in his career. Graham emphasizes the significance of having a positive attitude, building and controlling pipeline, and the role of compassion in leadership. He also shares practical sales techniques and frameworks that have helped him succeed, along with insights on navigating career challenges and embracing risks. Takeaways Graham's early life shaped his outgoing personality and competitive spirit. His first sales experience involved fundraising, which sparked his interest in sales. Resilience is built through tough experiences in sales, especially in door-to-door roles. Leadership should be approached with a clear purpose and understanding of one's motivations. Compassionate leadership can significantly impact team performance and morale. Sales techniques should focus on building, moving, closing, and controlling pipeline. Attitude is crucial in sales, especially during challenging times. Mentorship from diverse individuals can provide valuable insights and growth opportunities. Taking risks and embracing challenges can lead to significant career advancements. Self-awareness and humility are essential for personal and professional growth. Titles From Shy Kid to Sales Leader: Graham Coyne's Journey The Art of Sales Leadership with Graham Coyne Sound bites "I was quite outgoing as a kid." "I was a top performer, right?" "I got your back, man." Chapters 00:00 Introduction to Graham Coyne 00:58 Early Life and Career Beginnings 04:10 First Sales Experience at Sky 05:51 Building Resilience in Sales 09:03 Transitioning to Leadership 09:28 The Importance of Leadership Motivation 14:19 Learning from Failures 18:39 Sales Techniques and Frameworks 22:41 The Importance of Pipeline Control 24:02 Frameworks for Sales Success 26:30 The N2HA Model: Keys to Sales Performance 27:51 The Value of Diverse Mentorship 29:42 Learning from Different Perspectives 33:10 Taking Risks and Embracing Challenges 37:50 Building a High-Performing Sales Team 39:21 Compassion in Leadership 44:50 Final Thoughts: Embrace Challenges and Have Fun

15. 

    30 Jul 2025

    E003 - Martyn Swift (Head of Sales @ Agena Group)

    keywords sales, career journey, sales techniques, listening skills, emulating greatness, sales strategies, personal growth, sales mindset, industry perceptions, mentorship summary In this conversation, Martyn Swift shares his extensive journey in sales, discussing his early experiences, the challenges he faced, and the lessons learned along the way. He emphasizes the importance of changing perceptions about the sales industry, the value of listening, and the significance of emulating greatness. Martyn also reflects on the risks he took in his career and the unexpected insights he gained from literature, particularly in relation to team culture and success. takeaways Martyn Swift has been in sales since a young age. He emphasizes the importance of changing perceptions about sales. Listening is a crucial skill in sales. Emulating greatness can lead to personal and professional growth. Salespeople should spend more time listening than talking. The 80-20 rule applies to customer conversations. Taking risks can lead to significant career growth. Martyn's passion for aviation influences his career choices. Mentorship plays a vital role in shaping one's career. Openness and honesty are key to building relationships. titles Transforming Sales Perceptions with Martyn Swift The Journey of a Sales Leader Sound Bites "I was making silly mistakes." "I got my ass handed to me." "Be the one to speak last." Chapters 00:00 Introduction to Martyn Swift 02:25 Martyn's Journey in Sales 04:58 Sales Rant: Changing Perceptions 06:59 Learning from Early Mistakes 11:19 Sales Techniques and Strategies 18:14 Emulating Greatness in Sales 20:26 Listening: The Key to Sales Success 24:42 Taking Risks and Making Bets 28:02 Passions and Future Aspirations 29:10 Unexpected Insights from Literature 33:25 Closing Thoughts and Openness

16. 

    21 Jul 2025

    E002 - Will Gibson (VP of Sales and Marketing @ Maplewave)

    Keywords telecom, sales, coaching, leadership, career growth, relationships, mentorship, risk-taking, focus, customer experience Summary In this conversation, Will Gibson, Vice President of Sales and Marketing at MapleWave, shares his extensive experience in the telecom industry, discussing the significant shifts occurring in retail, the importance of coaching and mentorship, and the value of building strong relationships. He reflects on his personal journey through redundancy, the risks he has taken in his career, and the power of focus in leadership. Will emphasizes that human behavior transcends cultural differences and encourages leaders to embrace their superpowers while fostering growth in their teams. Takeaways Will Gibson is passionate about fixing issues in telco retail. The telecom industry is experiencing a shift between digital and physical sales. Coaching is essential for executives to improve their performance. Redundancy can lead to unexpected career growth and resilience. Building relationships is crucial for success in sales. Taking risks and betting on oneself can lead to significant opportunities. Focus is key to achieving success in leadership roles. Human behavior is consistent across cultures, despite superficial differences. Sales leaders should prioritize their strengths and superpowers. Mentorship can provide valuable insights and guidance for career development. Titles Transforming Telecom Retail: Insights from Will Gibson Navigating Change in the Telecom Industry Sound bites "Bet on yourself." "Focus and do it brilliantly." "Human behavior is human behavior." Chapters 00:00 Introduction to Will Gibson and His Journey 01:50 Tectonic Shifts in the Telecom Industry 05:00 The Importance of Coaching in Sales Leadership 08:20 Navigating Redundancy and Career Growth 13:23 Building Relationships and Understanding Currency 17:44 Influential Leaders and Their Impact 21:21 The Art of Coaching and Trust in Sales 24:06 Taking Risks and Betting on Yourself 28:09 The Power of Focus in Leadership 31:42 Understanding Human Behavior Across Cultures

17. 

    18 Jul 2025

    E001 - Eoin McGuinness (Head of Africa, CEE, Middle East @ HubSpot for Startups)

    keywords Eoin McGuinness, HubSpot, startups, entrepreneurship, sales, human connection, go-to-market strategy, mentorship, profit, SaaS summary In this episode, Eoin McGuinness shares his journey from an early entrepreneur to a startup coach at HubSpot. He discusses the importance of human connection in sales, the lessons learned from his early ventures, and the shift from focusing on revenue to prioritizing profit. Eoin emphasizes the need for simplicity in go-to-market strategies and the value of mentorship. He also reflects on risky decisions that paid off and offers unexpected insights for startups, encouraging transparency and authenticity in business interactions. takeaways Eoin's entrepreneurial spirit began at a young age. Transitioning from Qualtrics to HubSpot provided valuable lessons. Human connection is crucial in sales and marketing. Understanding the customer is key to business success. Profit should be prioritized over revenue for sustainable growth. Simplicity in go-to-market strategies leads to better outcomes. Mentorship plays a significant role in professional development. Risky decisions can lead to unexpected successes. Transparency and honesty resonate more with customers. Building a business is a rewarding yet challenging journey. titles Building Connections: Eoin McGuinness on Startups The Human Element in Sales with Owen McGuinness Sound Bites "Pick up the bloody phone." "The human connection drives growth." "Keep it simple, stupid." Chapters 00:00 Introduction to Owen McGuinness 02:52 Early Entrepreneurial Spirit 05:31 Transitioning from Qualtrics to HubSpot 08:42 The Importance of Human Connection in Sales 11:14 Lessons from Early Business Ventures 13:57 The Value of Profit Over Revenue 16:47 Navigating the SaaS Landscape 19:22 Simplicity in Go-To-Market Strategies 22:17 Mentorship and Personal Growth 24:52 Risky Decisions that Paid Off 27:40 Unexpected Insights for Startups 30:36 Closing Thoughts and Resources

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