Episode 15: Salesforce Career Conversations Charlie Cowan with ROD. Charlie is an Enterprise Tech AE and published Author of "How to sell Tech". Listen to Charlie talk about his career journey, with a surprise master class in selling pipe cleaners. Charlie has sold both Salesforce professional services and products, and talks about why empathy is important within his role.
Lee Durrant: Hi, I'm Lee Durrant. In this episode of RODcast, we're speaking with Charlie Cowan about his Salesforce career to date and any little tips or nuggets he's learned over the years, particularly as a now published author of sales books, I think plural. Let's just dive straight in and say hi, Charlie. How are you doing, mate?
Charlie Cowan: Hi there, Lee. I'm good, thank you. Thank you for having me on.
Lee: Thanks for agreeing to do it. Obviously, you and I have known each other for quite a long time in this Salesforce ecosystem. I did notice your recent news about publishing a software sales book. I thought it might be good to get you on and have a chat for people that are listening about, I suppose, your journey in Salesforce and how you got into it, and all the way through to this point now where you're a published author of sales books, which is brilliant.
Charlie: I'd be happy to share that journey. Hopefully, it's useful either for people that are in sales, but also people that are not in sales and more in either the consulting ranks or interested in what it might take to get into sales.
Lee: Yes, absolutely. It's a growing part of the Salesforce ecosystem, of course, but even the wider cloud software space, I would imagine. It'd be quite interesting to dig into that. If you're happy to maybe give us a little overview of yourself and then we can dive into how it all began, if you like. Fire away, tell us what you're doing.
Charlie: I'm an enterprise tech AE. I've worked in cloud sales pretty much since I started working. '99 seems a long time ago now, but when I left The Agricultural College, which is what I studied in, and just through pure coincidence, the town that I was studying in, which is a town called Cirencester, also had a number of tech companies that got set up there. I was lucky enough to get a job in one, pretty much straight out of uni. I did a quick transition from agriculture into technology. Then I've stayed on that path the whole way through, sometimes selling the tech, sometimes selling services. I spent my career in that space.
Lee: Like a lot of people I speak to, it wasn't necessarily your plan to get into tech, then. Obviously, the agricultural thing that was-- You had a totally different life plan.
Charlie: It was pure coincidence and a little bit of luck. While I was at uni, I was also working in my evenings in a local pub. To get from uni to that pub, I used to drive through a little industrial estate in Cirencester. I used to go past this building there, and it had a little car park at the back of it. There was some nice cars in that car park. There was a Lamborghini Diablo, there was a Ferrari 355. There was some good stuff going on. One day, on my way to work, I had a little bit of time before my shift started. I parked up and I went and knocked on the door.
I spoke to the receptionist, and I was like, "What on earth do you do here?"
Charlie: She said, "Oh, we're a business-only ISP." I said, "I've got absolutely no idea what that means but can I have a job?" I didn't even really ask for a specific type of job. I didn't really know what kind of jobs were available. She put me in touch with the sales director there, a guy called Johnny. I popped in a week later to have an interview with him, and had some initial chats about what I wanted to do and what interested me. I was just like, "I'm a student. Obviously, I want a big telly." That was the only thing I could really remember saying.
Lee: Not a Lamborghini.
Charlie: Not a Lamborghini. Yes, start small. Luckily,
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