Fortune Sellers | a bonafide.fm original series

bonafide.fm

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.

  1. EP16 - James Bagan (Frog Capital)

    May 28

    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

    48 min
  2. EP16- Sean Yu (GingerControl, Peony)

    May 19

    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

    40 min
  3. EP15 - Elene Bibileishvili (Co-founder & CEO at Hapttic)

    Apr 21

    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 marketingThe importance of data-driven strategies and marketing technologies in her careerHer journey from studying in France to becoming a leader in Georgia’s digital marketing sceneHow she built and scaled HapTech, a global AI marketing intelligence platformThe mindset shift from perfectionism to rapid iteration and learningThe significance of failure and resilience in career growthStrategies to enter new markets and educate clients about marketing analyticsThe influence of her grandfather and the importance of passing knowledge forwardHer current achievements, including speaking at major summits and mentoring studentsPractical advice for aspiring marketers and founders on obsession, discipline, and perseveranceHapTech - AI Marketing Intelligence PlatformElene Bibileishvili - LinkedInGeorgia’s Ad SummitLinkedInTwitterTimestamps:00:00 - Introduction to the show and guest Elene Bibileishvili01:25 - Elene’s background and contributions to Georgia’s digital marketing landscape02:40 - Her journey from childhood interests to academic pursuits in France04:05 - Why data analytics and marketing technologies fascinate her05:34 - Challenges of building marketing infrastructure in Georgia06:45 - The creative possibilities within technical marketing roles08:10 - The rise of AI and misconceptions about data and automation in marketing09:35 - The myth of more data equals better marketing11:15 - The importance of marketing intelligence over automation12:02 - Learning from failures and continuous resilience13:39 - Doubts and decisions to stay and build in Georgia15:21 - Key strategies and frameworks for market entry and education16:18 - HapTech’s evolution from social listening to comprehensive marketing intelligence18:48 - Redefining industry standards and shifting market expectations20:08 - Lessons from content repurposing and listening to market signals22:02 - Influences from family, especially her grandfather23:49 - Celebrating wins and milestones, including speaking opportunities and educating students29:13 - Advice for newcomers aiming to make a meaningful impact30:23 - The importance of obsession, discipline, and mindset in success33:50 - Changing beliefs about collaboration, perfection, and rapid action35:08 - Overcoming perfectionism and embracing fast, informed decisions37:52 - Final thoughts: persistence, resilience, and continuous learningResources & Links:Connect with Elene Bibileishvili:

    36 min
  4. EP14 - Alex Cooper (Co-founder @ Electric Twin)

    Jan 20

    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

    41 min
  5. E012 - Jordan Farry (Country Manager UKI @ Personio)

    09/02/2025

    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

    39 min
  6. E011 - Ross Keating (Founder @ The Lennox Academy)

    08/27/2025

    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

    41 min
  7. E010 - Adnane Alaoui (Vice President of Business Development @ Munich Re)

    08/26/2025

    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

    36 min
  8. E009 - Ann Farrington (Senior Enterprise Account Director @ Calypso AI)

    08/22/2025

    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

    44 min
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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.

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