What is tech sales, and how do you get into it?

The technology sector stands out as one of the most rapidly advancing industries, marked by an escalating number of startups introducing innovative products. Tech sales, a thriving field within this industry, offers lucrative remuneration, imparts vital life skills, and typically doesn't demand an extensive array of qualifications or degrees.

In the dynamic landscape of the tech industry, characterized by the continual introduction of groundbreaking products, a career in tech sales can be exceptionally rewarding. Qualities such as effective communication, persuasive abilities, resilience, and a genuine passion for technology can pave the way into the realm of tech sales. Read on to discover how you can carve a successful career in this burgeoning field.

Understanding Tech Sales

Tech sales involves the art of selling Software as a Service (SaaS) to customers, providing solutions to their problems. This can encompass selling software, hardware, or various IT services, predominantly operating within the business-to-business (B2B) sector. Common offerings from tech companies include:

• Software solutions like CRM, billing software, and project management software.
• Hardware required to run software, such as laptops, monitors, and other physical products.
• IT services encompassing security, consulting, and troubleshooting.

Responsibilities in Tech Sales:

Professionals in tech sales typically perform a range of responsibilities, including:

• Generating leads through platforms like SMARTe.
• Utilizing CRM and Sales engagement tools to manage prospects and leads.
• Conducting discovery calls to understand customer needs.
• Recommending and demonstrating products effectively.
• Crafting proposals or contracts.
• Staying abreast of sales industry data and current market trends.
• Cultivating relationships with both new and existing customers.

Titles within tech sales can vary based on experience:

• SDR (Sales Development Representative)
• BDR (Business Development Representative)
• AE (Account Executive)
• Sales Manager
• Sales Director

Tasks evolve with seniority and experience levels.

Starting Your Tech Sales Journey:

Essential Skills for Tech Sales:

• Strong communication, active listening, and storytelling.
• Proficiency with CRM and Sales engagement systems and cold calling.
• Relationship-building abilities.
• Effective time and task management.
• Identifying new opportunities strategically.

Soft Skills Mastery:

• Curiosity.
• Empathy.
• Resilience.
• Proactivity.
• Adaptability.

Enhance your profile by:

• Highlighting any past sales-related experience, regardless of industry.
• Enrolling in free sales courses and obtaining relevant certifications.
• Reading sales books, blogs, or listening to podcasts to stay informed.
• Joining online sales communities to stay abreast of industry trends.
• Optimizing your LinkedIn profile with comprehensive details, recommendations, and relevant skills.

Networking and Career Considerations:

• Actively network for advice, guidance, and potential referrals.
• Embrace a career in tech sales for its high demand, abundant opportunities, competitive salaries, job mobility, and enticing commissions.

In summary, tech sales represents a burgeoning and highly sought-after field. While prior experience is beneficial, obtaining certifications, developing skills, and networking can pave the way for a successful career. If you have an interest in technology, an outgoing personality, and derive joy from assisting people, tech sales might be the perfect fit for you.