Changing the Perception of Sales

Hosted by This Is Prime

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Episodes

Latest episode

Oct 2026

Language

EN-GB

About the show

Every episode, our very own Kyle Gallagher sits down with the leading voices in sales, business, and recruitment. Our podcast was created to change the way sales and sales roles are perceived in the wider business space. We believe that sales is an essential component of any successful business, and through our engaging conversations, we aim to showcase the true value and potential of this dynamic field.

Listen to episodes

58 recent

October 15, 20261 hr 13 min

Nazma Qurban – From Employee #1 to CRO & £10m ARR

On this episode of Changing the Perception of Sales, we’re joined by Nazma Qurban, Founder of Flooencer. Nazma’s sales career began at the age of 15, when she was cold calling and trying to book timeshare appointments. Despite studying Law, Nazma returned to sales where she transitioned from recruitment to sales and became employee #1 for Cognism – helping the business grow from start-up to the globally recognised brand that it is today. In this episode of The Changing the Perception of Sales, Nazma talks about: Why she pushed back when a promised promotion to VP of Sales was about to be taken away How she landed the CRO role after her own mentor applied for it Never missing a monthly target, apart from March 2020, and how the team rebuilt after Covid wiped out 70% of the pipeline The weekly numbers every founder should be getting from their first sales hire Hiring, speed and the “teamship rules” that shaped Cognism’s sales culture Being a woman in a male-dominated industry, and why she sees it as an advantage Her life motto: 10% of life is what happens to you, 90% is how you respond

August 4, 20261 hr 1 min

Cold Calling Isn't Dead: David Wilkins on What Actually Works in 2026

He lasted five days in his first sales role. Now David Wilkins runs a 13,000 strong global community for SDR leaders. In this episode, Kyle sits down with David Wilkins, founder of SDR Leaders of EMEA, USA & APAC. They talk about his winding path into sales, starting with a brutal five-day stint in a job straight out of Wolf of Wall Street, through leading global SDR teams at Palo Alto Networks and Snowflake, to building a 13,000 person community that started on a New Year's Eve dog walk. They cover why managing up might be the most underrated skill in sales, the debate over whether SDRs should report into sales or marketing, why cold calling never actually went away, and what the SDR role will look like in 2030. A must listen for anyone in sales development.

November 26, 202531 min

Steve Lowndes - Top 3 Challenges Salespeople Will Face Early on

In this episode of Changing the Perception of Sales , we’re joined with Prime’s very own Head of Sales Training, Steve Lowndes! With over 30 years of sales experience and tens of thousands of salespeople trained, Steve knows what makes sales conversations work. So, we asked him what the three biggest challenges new SDRs might face, and how he would overcome them. He narrowed it down to three core areas: discipline and mindset, keeping track of sales maths and metrics, and focusing on the right things, like building conversations before pitching a meeting too early. Whether you’re new to sales or leading a team of SDRs, Steve’s advice is all about mastering the fundamentals that create long-term success.

November 4, 202516 min

How to Master Communication as a Salesperson - Robin Burr

Welcome to a special mini-series of Changing the Perception of Sales. This time, we’re joined by sales therapist and coach Robin Burr. Across these short, focused episodes, Robin shares actionable sales techniques and practical advice you can put into practice right away. From handling objections to improving how you communicate, each session is designed to give you quick, effective tools to level up your sales skills. Whether you’re just starting out in sales, or you’re leading a team, these bite-sized episodes will help you sell with confidence.

October 23, 202511 min

How to Prevent Objections During Sales Calls | Robin Burr

October 9, 202512 min

How to Navigate the IOS Call Screening Update as a Salesperson | Changing the Perception of Sales

In this episode of Changing the Perception of Sales, Kyle dives into one of Apple’s most talked-about new update: the new iOS call screening feature. He breaks down what it actually means for salespeople: -The features and how they work in practice -The pros and cons for outbound sales -And most importantly, the opportunities for reps who adapt early If your role involves picking up the phone, this update could change the way you prospect. Tune in to hear how to make it work for you, not against you.

September 30, 202539 min

How to Use Sales Skills to Succeed Beyond Sales - Jonathon Ilett

In this episode of Changing the Perception of Sales , we’re joined by Jonathon Ilett, founder of Revenue Syndicate and former VP of Global Sales at Cognism. In our conversation, Jonathon shares how he built his career at the top of sales and how those same skills have shaped his journey into entrepreneurship and investing. We talk about why sales shouldn’t be seen as a short-term stop, but a career where longevity creates real value – both for the reps themselves and for the businesses they help scale. We explore why a background in sales can make you a stronger investor, what to look for when starting out, and how sales skills like resilience, communication, and strategy translate far beyond hitting targets. If you’re a sales professional looking for career inspiration, curious about investing, or simply want to learn from someone who has scaled both a sales career and their own ventures, this episode is packed with insights you won’t want to miss.

September 25, 202513 min

How to Overcome Objections Later in the Call - Robin Burr

September 9, 202518 min

How to Handle Early Stage Objections - Robin Burr

August 20, 20254 min

Tony Morris on How to Make Your Mindset Your Superpower | Quick Tips

Welcome to Quick Tips, short, actionable moments from the Changing the Perception of Sales podcast! These bite-sized clips are designed to help you sell smarter with practical advice you can apply straight away, whether you're new to sales or just sharpening your edge. In this episode, we take a look back at our conversation with motivational speaker and sales trainer, Tony Morris. Tony shared the importance of finding a 'why' in sales to keep you going, as well as how focusing on your 'whale' can help you find patterns in your work. To hear the full episode, check out our channel!