When James Greene first stepped into sales, cold calling hit him harder than he expected. Every dial came with shaking hands, spiralling doubt and the pressure to prove he belonged. Rejection felt personal, missed targets knocked his confidence, and one complaint from a prospect nearly convinced him to walk away from the job entirely.

Now Global Business Development Manager at Bounce Insights, James talks to Shivan Pillay about how he rebuilt his mindset, found resilience through Brazilian Jiu-Jitsu, and learned to separate his self-worth from the outcome of a call. He reflects on the moment things finally clicked, why nurturing early conversations changed everything, and how those difficult months shaped the empathetic leader he is today.

A must-listen for anyone who’s ever stared at the phone and wondered whether they’re cut out for sales. James shows exactly how shaky starts can become the making of a great career.