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People who work in B2B sales in tech industries are often 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(SaaS) 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.
There are emerging technologies in a variety of industries that are creating sales roles, such as Advanced Manufacturing and Agricultural Technology.
For advanced manufacturing, sales roles involve working with customers to determine what challenges they are facing and what technologies can help them enhance efficiency within supply chain and logistic operations, cutting costs, and increasing profits. It can involve selling the following emerging technologies: additive manufacturing (e.g. 3D printing), robotics, artificial intelligence (AI), Internet of Things (IoT), data analytics, and supply chain digitization.
For agricultural technology, sales roles involve working with customers to determine what challenges they are facing and what technologies can help them make agricultural systems more efficient, productive and sustainable. It can involve selling the following emerging technologies: GIS, IoT, drones, artificial intelligence (AI), robotics, and autonomous machinery.
Sales Development Representatives or Business Development Representatives are the standard entry level positions in B2B sales.
People in these roles are generally responsible for research and prospecting, making cold outreach to generate interest in a digital product, and finding well-suited future clients they can connect with their sales team.
An Account Manager or Customer Success Manager is often 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, while upselling and ensuring that customers renew their service or product.
Account Executives help qualified, interested customers through the buying process, building relationships, providing information and product or service demos, and even negotiating prices and contracts. It’s a job that appeals to people who enjoy the thrill of the sale, and want to be compensated for it.
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 product or service has to offer.
Lead generation can be defined as the process of attracting prospects and converting them into someone who has an interest in what your company is selling.
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 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 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:
Customer service
Retail sales
Entrepreneurship
Film
Health care
Tourism
Food and beverage
Freelancing
Financial services
Education
Non-profit sector
Real estate
For some tech industries, previous industry experience is crucial for understanding 1. how the solutions are applied (i.e. the use cases), 2. who the key stakeholders are, and 3. why and how the solution should be used by the customer to support their business outcomes.
There are various B2B sales roles when it comes to tech that you can expect to find in tech industries that depend both on the sector and seniority.
*Average salary may vary depending on the specific tech industry (e.g., Digital Technologies vs. Advanced Manufacturing or Agricultural Technology).
Sales Development Representatives or Business Development Representatives are one of the standard entry level positions of B2B 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.
Customer Success specialists guide customers through their journey with a product or service. They promote the retention of customers by ensuring they have what they need to use the product/service effectively. These roles can be another entry-level pathway into sales.
A Solutions Specialist plays a key role in understanding customer needs, designing customized solutions, and helping to implement products or services that meet these needs. Computer science or software engineering experience is a strong asset. This role can be another pathway into a sales career.
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.
A Territory Manager is responsible for the account management of customers in a specific location, as well as the sales performance. Part of their role will be to build and maintain positive relationships with customers, and to drive sales outcomes from their teams.
A Key Account Manager is responsible for managing the organization’s key customers. They monitor sales performance metrics and establish long-term business relationships with a company’s customers.
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 want to be compensated for it.
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