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People who work in tech sales are passionate about finding new ways to make software more accessible, affordable and relevant. Read on to learn more about why this could be a great career path for you.
Tech sales involves working directly with customers to find exactly what challenges they are facing and what technology exists to help them. It can involve selling software, hardware, or IT services.
Software as a Service is a method of delivering software and services using the internet and cloud-based technology. Customers typically pay for subscriptions to online applications and receive digital services in return. Common modern examples of SaaS companies are Slack, Adobe, Dropbox and Zoom.
Sales Development Representatives or a Business Development Representatives are the standard entry level positions in tech sales.
People in these roles are generally responsible for doing research, generating interest in a digital product, and finding well-suited future clients they can connect with their sales team.
Sales prospecting is the process of identifying and contacting potential buyers, known as prospects. Prospecting allows you to connect with people whose needs and interests align with what your software has to offer.
Lead generation can be defined as the process of attracting prospects and converting them into someone who has an interest in your company’s products and services.
The discovery call is the first call you have with a prospect after they express interest.
The primary purpose of this conversation is to identify whether the prospect is a good fit for you and your business. In other words, your objective is to qualify (or disqualify!) a buyer.
Inbound leads are leads that initiate contact with you directly or through referral channels. It might be that someone found out about you through social media, read your content, or got a direct referral from a friend or colleague.
Outbound leads are developed through proactive, direct contact that you initiate. These are “cold” leads in that they have not voluntarily opted into any communication with you (yet).
Find new customers and create a sales relationship with potential buyers.
Discuss software needs with clients and recommend the best-matching products.
Write reports and proposals for clients and make presentations.
Communicate customer feedback to other teams and executive management.
As a tech sales professional, you will be interacting with individuals across departments and functions, so it’s important to have excellent interpersonal skills. Here are some others worth highlighting:
Hospitality
Customer service
Retail sales
Music and art
Entrepeneurship
Health care
Tourism
Food and beverage
Freelancing
Financial services
Education
Film
Non-profit sector
Real estate
Being a sales tech rep isn’t just one thing. In fact, there are various roles when it comes to tech that you can expect to find.
Sales Development Representatives or a Business Development Representatives are the standard entry level positions of tech sales. People in these roles are generally responsible for qualifying inbound leads, determining interest, as well as finding leads and or cold calling or emailing prospective customers.
An Account Manager or Customer Success Manager is part salesperson, and part customer service representative. They are responsible for customers who have already purchased a product or service. Usually, they’ll be the people helping the customer learn and use the product, and when they’re really good, they’ll be upselling and ensuring that customers renew their service or product.
An Account Executive helps qualified, interested customers through the buying process, builds relationships, provides information and product or service demos, and even negotiates prices and contracts. It’s a job that appeals to people who enjoy the thrill of the sale, and pays highly.
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