What does forty years in tech sales actually teach you? Earl Medar has spent four decades in software and telecoms sales, including thirty years at Colt Technology Services, Europe's largest B2B telecommunications company. He is also a mentor and coach at Entr Tech.
He got into sales because he wanted a company car. That is the honest answer, and it is the start of a career that took him from a first territory in north west Kent during the early eighties recession to managing multinational teams across Germany, France, Belgium, the Netherlands and the US.
In this episode: why desire is the one thing that cannot be taught, the research story that won him a job over every other candidate, what employers are really assessing in an interview, how to build a plan for your first ninety days, and why he thinks listening underpins both cold calling and negotiation.
He also covers the parts nobody enjoys. How to handle someone being rude on the phone, what to do when you are missing target, and how to tell whether the problem is effort or skill.
His view on AI is worth the watch on its own. A machine can buy a microphone cover. It cannot read emotion, and people still buy from people.
If you are trying to break into tech sales with no experience, or you are in your first SDR or BDR role and finding it harder than you expected, this is four decades of it compressed into one conversation.
📩 Connect with Earl Medar on LinkedIn: https://www.linkedin.com/in/earl-medar-a108494
👉 Ready to break into tech sales? Visit: entr-tech.co
CHAPTERS 00:00 Intro 00:38 Earl's background and career journey 02:38 Traits of successful sales professionals 04:16 Who sales is not for 05:29 The power of research in sales 08:21 What employers look for 14:09 Sustaining a long term sales career 16:23 Enterprise sales, stakeholders and decision makers 19:16 In person meetings in the AI era 22:08 Career advice and core principles 24:37 First 90 days and teamwork 28:56 Overcoming cold calling fear 32:41 Managing targets and recovering from slumps 36:09 Good versus great salespeople
ABOUT ENTR TECH Entr Tech helps career changers break into UK and European tech sales through one to one mentoring, CV and outreach support, interview preparation and practice interviews. Our students come from care work, hospitality, retail, construction, teaching, the police and the fire service.
New video every week.
#TechSales #SDR #CareerChange
____________________ 🚀 START YOUR TECH SALES JOURNEY Entr Tech helps career switchers develop the practical skills and interview confidence needed to pursue entry-level roles in tech sales.
🔥 6-WEEK LIVE BOOTCAMP Get structured training, coaching and interview preparation with support throughout the programme. Apply now: https://entr-tech.co
💻 SELF-PACED COURSE — £199.99 Learn the foundations of tech sales on your own schedule with our CPD-approved on-demand course. Ideal for self-starters preparing for SDR and BDR opportunities.
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