How to Get Into Tech Sales and Stand Out?
Feb 20, 2025|
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Imagine a career where you help businesses solve problems, work with innovative products, and earn a high income without years of experience or a fancy degree. Sounds like a dream, right? Welcome to the world of tech sales!
Breaking into this field initially seems daunting, especially if you're new to the industry. But here’s the good news: we've helped hundreds of people change their careers (and lives) and successfully transition into tech sales. Now is your turn, and all you need to do is follow our tips.
In this guide, we’ll share five simple steps to help kickstart your tech sales career. Whether aiming for your first role or exploring career growth, you'll also discover exciting opportunities in this dynamic industry.
But first, let's talk about tech sales: what does it exactly mean?
What Is Tech Sales? A Detailed Overview
Tech sales involve the sale of technology products or services to businesses of all sizes. These can range from software, hardware, and cloud computing solutions.
As a tech sales representative, your main job is to understand the needs of your clients and match them with the right tech solutions.
Tech sales is different from other sales jobs in retail or insurance, for example. Rather than promoting a product, you focus on solving the issues of your clients and encourage them to make a purchase.
This is why you should have technical knowledge to understand the products or services you're selling. You need to know how they work, what problems they solve, and why they're better than competitors to succeed in the role.
The Tech Sales Process
The tech sales process usually follows these steps:
- Prospecting: The first step involves finding potential clients who might need the company's product or service.
- Qualifying: Next, a tech sales professional should review the qualifications of prospects. They make sure these clients have the need, budget, and authority to buy.
- Presenting: After qualifying, a tech sales rep should demonstrate how the product or service solves the customer's problem.
- Handling objections: Tech sales reps work closely with the product development and customer support teams to address any concerns the client may have.
- Closing: Once everything is clear on the customer's end, software sales professionals finalize the deal and get the contract signed by the client.
- Follow-up: After closing the deal, a tech sales rep should keep communication lines open in case issues arise. They should also regularly look for additional sales opportunities, such as upselling and cross-selling.
Here’s an example of the tech sales process:
Let’s say you’re a tech sales representative for a company that sells employee scheduling software to mid-sized retail chains. Your day starts by identifying businesses struggling to track employee schedules. After extensive research, you find that ABC Retail, a company with 30 locations, still uses manual spreadsheets for employee scheduling. You reach out to HR managers or store operations directors, emphasizing how your software reduces scheduling errors and improves shift coverage. You then schedule a personalized demo, showing features like automated shift planning, drag-and-drop workflows, and mobile access for employees. When the HR manager worries about integrating your software with their payroll system, you explain the seamless API compatibility and share a success story. After addressing all concerns, you send a contract via DocuSign, secure the deal, and set a follow-up meeting to discuss premium features like workforce analytics.
Key Skills Needed for Tech Sales Positions
Different tech sales roles have distinct requirements. However, candidates with the following skills often succeed in the tech sales industry:
- Communication skills: Tech companies want someone with strong communication and listening skills. This candidate should be able to explain complex terms in simple words, tell a convincing story to sell the product, and grasp the client's needs.
- Technical knowledge: Technology sales professionals should understand the product they're selling. They should also know how to use customer relationship management (CRM) systems.
- Problem-solving skills: Tech sales experts should be able to find solutions for clients' problems.
- Sales acumen: A candidate with solid sales experience and knowledge of the sales process usually stands out. They can close deals and meet quotas effectively.
- Relationship building: A tech sales professional maintains strong relationships with clients to build loyalty and reduce customer churn.
Why Choose a Career in the Tech Sales Industry?
After understanding what tech sales involve, you might wonder why you should choose this career path. The tech sales industry offers many benefits that make it an attractive option for job seekers, such as:
High Pay
The potential for high earnings is among the reasons why many choose to make a career pivot into tech sales.
Tech sales positions offer a highly competitive base salary and extra pay, such as commissions and cash bonuses. For example, the average annual salary for a technical sales representative in the US is around $99,000 to $178,000. Top performers with solid experience can make much more money per year.
Earning a high salary can offer many benefits. First, it can significantly improve your quality of life. Second, it can give you peace of mind, as you'll be financially stable and secure.
Remote Work Opportunities
Many tech sales jobs allow for remote work. They give you the freedom to work from any location. This flexibility can lead to a better work-life balance.
Working remotely can also make you more productive. That's because you can create a work environment or schedule that suits your needs.
Plus, remote work means you no longer need to commute to the office. You can save both valuable time and money.
Career Advancement
The tech sales industry offers numerous opportunities for career advancement.
Although most people start as tech sales reps, they can quickly move up the ranks with consistent performance and skill development.
Roles such as account executive, sales manager, and even director of sales are within reach because most tech companies value talent and performance.
Networking Opportunities
Lastly, working in technology sales provides excellent networking opportunities.
For example, attending conferences can expand your sales and technical knowledge. Meanwhile, joining professional groups allows you to stay up-to-date with industry insights and trends.
Networking is also a great way to find guidance from mentorship programs. These help you improve your skills and advance your sales career faster.
Better Career offers a 1-on-1 coaching program that teaches you how to build a strong network and advance your career in tech sales. Apply now today!
What Are the Challenges in Tech Sales Jobs?
While a tech sales career offers many rewards, it also comes with its share of challenges. You should understand these common obstacles before getting into tech sales:
High-Pressure Culture
A job in tech sales is known for its high-pressure environment.
You should meet demanding sales targets and quotas, which can lead to stress and burnout.
You should also know that selling technology isn't the same as marketing a retail product. You may think that the ability to sell appliances is an attribute. However, selling tech products requires a different set of skills and knowledge.
Technological Changes
Technology is always changing, with new products, updates, and innovations coming out regularly.
You should constantly keep up with all these changes, which can be very challenging. For example, you may need to spend a lot of time learning something new, even outside of work hours.
That said, adapting to technological changes can also be exciting for some, as it keeps the job dynamic.
What Are the Different Types of Tech Sales Positions?
The tech sales field offers different roles, each with unique responsibilities and opportunities. In addition to being a tech sales rep, you can also consider the following positions:
Sales/Business Development Representative
A sales/business development representative (SDR/BDR) is one of the most common entry-level roles in tech sales.
This professional generates new business opportunities by finding and qualifying potential customers. They also lay the groundwork for successful sales engagements.
Key responsibilities:
- SDRs/BDRs find potential clients through research and outreach.
- Once they find potential clients, SDRs/BDRs assess their suitability based on needs, budget, and decision-making authority.
- They arrange meetings or product demonstrations between qualified leads and the sales team.
- SDRs/BDRs update the customer relationship management (CRM) system with detailed notes on interactions and progress with leads.
Technology Sales Engineer
A technology sales engineer (SE) supports the sales team by explaining how technical products work and solving a client's problem. This role combines technical expertise with sales skills. It is ideal for someone with a strong technical background who enjoys interacting with clients.
Key responsibilities:
- A tech sales engineer helps the sales team present technical product details.
- Sales engineers engage with clients to understand their needs and customize solutions based on their requirements.
- SEs explain how the product or service works to solve a business problem.
- SEs also address technical questions from clients.
Account Executive
An account executive (AE) is responsible for managing relationships with clients and persuading leads to purchase the company's products or services. They work closely with SEs, who provide technical support during the sales process.
Key responsibilities:
- An account executive builds and maintains relationships with existing clients and prospects.
- An AE presents sales proposals and product demos to customers.
- AEs negotiate contract pricing, terms, and conditions.
- AEs should close deals and achieve sales targets.
Account Manager
An account manager (AM) is similar to an AE. However, they focus on managing customer accounts and relationships on a daily basis. This means keeping clients happy and satisfied after the AE closes the sales deal.
They work to understand client needs and provide solutions that help them achieve their goals.
Key responsibilities:
- An account manager in tech sales manages client accounts and relationships.
- Account managers provide ongoing support and communication to ensure client satisfaction.
- Account managers should address issues or concerns a customer may have about the product.
- AMs also identify opportunities to upsell or cross-sell products.
Still unsure which tech sales roles to choose as your stepping stone? Better Career will help you make an informed decision and get hired. Schedule your personalized 1-on-1 coaching session now.
5 Proven Steps to Get Into Tech Sales
After covering the benefits, challenges, and available positions in tech sales, let’s discuss how you can get started in this exciting field. Here are five effective methods to kickstart your career in tech sales.
1. Research the Tech Industry
As previously mentioned, you can break into tech sales without years of direct experience and education.
However, you should know where to start. And that usually involves extensive research into the industry.
You can begin by learning about different tech companies and their products. Search websites like TechCrunch, The Wall Street Journal, and Forbes Tech to find businesses that align with your interests, values, and goals.
You can also connect with tech sales influencers on LinkedIn or X (formerly Twitter). You can gain real-world insights and tips by simply following their posts.
Beyond the digital space, you can participate in industry events to learn from experts. Attending seminars and conferences is also a great way to network your way to job opportunities.
2. Develop Relevant Skills
Most tech employers seek someone with strong communication and sales skills. So, if you want to break into tech sales, you should master both soft and hard skills.
Start by assessing your current abilities and finding areas for improvement.
For example, if you struggle to communicate effectively, consider joining a local Toastmasters club or taking online courses. Doing so allows you to improve your communication abilities, which are key to succeeding in the tech sales world.
You should also study various tech sales methodologies like SPIN Selling, Solution Selling, or the MEDDIC program. Then, practice what you learned through internships or entry-level jobs as a sales representative.
Most importantly, learn about the tech products you want to sell. You can enroll in online courses or connect with key people in the industry to understand different technologies.
Investing time in developing your skills will make you a strong candidate for tech sales positions.
3. Master Popular Sales Tools
If you want to stand out in the job market, you should learn how to use the common tools used by sales professionals.
Start with customer relationship management (CRM) software like Salesforce or HubSpot. These platforms help you manage leads, track communication with clients, and close deals efficiently.
Next, get comfortable with email outreach tools, such as Mailchimp or Outreach.io, for more effective prospecting.
Learning how to use LinkedIn Sales Navigator can also be invaluable for finding and connecting with potential clients.
Don't forget sales analytics tools like Tableau or Insightly, which allow you to track performance metrics and refine strategies.
Understanding how these tech sales platforms work shows potential employers you already have what it takes to succeed in the job.
4. Obtain Certifications
Having relevant certifications is another way to set yourself apart from other candidates and increase your chances of landing a job.
You can obtain the following certifications to demonstrate your skills and knowledge in tech sales:
- Certified Sales Executive (CSE): The Sales and Marketing Executives International (SMEI) grants this certification to those who completed their Certified Sales Executive Exam Preparatory Program. It covers the technical sales process and tips on becoming a successful sales manager or leader.
- Certified Sales Operations Professional (CSOP): This accreditation from the Sales Management Association validates the experience and skills of sales operations professionals. It focuses on sound management practices and sales force effectiveness.
- Certified Inside Sales Professional (CISP): Emblaze, previously known as the American Association of Inside Sales Professionals, provides this certification to individuals who show exceptional sales skills and knowledge.
- HubSpot Inbound Sales Certification: It proves sales professionals have the necessary skills and knowledge to deliver effective sales presentations. This certification covers inbound sales methodologies to help individuals close more deals.
5. Network with Other Tech Sales Professionals
Networking is a powerful tool in any job search. Building relationships with professionals in the tech sales field can lead to job opportunities, mentorship, and valuable advice.
You can use different networking strategies to get into tech sales.
First, you can reach out to professionals in your desired field. Use LinkedIn to connect with the right people who can help you in your journey.
You can also attend industry events, such as conferences, webinars, and trade shows. Don't be afraid to strike up conversations and introduce yourself to professionals.
However, avoid focusing too much on yourself. You should provide them with value to earn their time and advice.
Finally, keep in touch with your new connection. For example, you can engage in their posts or content on LinkedIn. You can also share the results of the action you took based on their advice. Doing this makes the person more likely to support you when you have future requests.
Better Career has helped hundreds of individuals get into tech sales and land their dream jobs. Accelerate your job search by applying for 1-on-1 coaching today!
How to Prepare for a Tech Sales Job and Stand Out?
Here’s how you can get ready and shine as a top candidate for tech sales jobs.
Create a Strong Resume and Online Profile
Your resume and online profile are your first impressions. You should build a strong CV and LinkedIn profile to stand out.
To create a strong resume, highlight your skills and experiences relevant to the tech sales job. You can also include keywords from the job description to pass through applicant tracking systems (ATS).
Don't forget to use numbers to show your success. For example, use words like "increased sales by 20% in six months."
As for your LinkedIn profile, choose an appropriate banner and profile picture. You should also craft a professional tagline that includes your target job title.
Then, showcase your achievements and skills by adding relevant certifications or linking to presentations. Finally, ask your network to endorse your abilities to improve your profile's credibility.
Tailor Your Cover Letter
Having a tailored cover letter can make a big difference in your job application. This is your chance to show your enthusiasm and explain why you’re a great fit for the tech sales job.
When writing a cover letter, you should address the hiring manager by name. Mention the company and specific role you're applying for.
Next, express your excitement about the opportunity and why you’re passionate about tech sales. Then, highlight your skills and experiences that match the job requirements.
Keep your cover letter clear and direct to the point. It should be no more than one page.
Prepare for Tech Sales Interviews
Once you get a job interview opportunity, you should prepare thoroughly.
First, research the company's culture, products, and services. You should be ready to explain why you want to work there.
Additionally, prepare answers for common tech sales interview questions. Conduct mock interviews with a friend, colleague, or mentor. Practice is the key to improving your confidence and performance.
You should also show a strong understanding of the tech industry. So, prepare to demonstrate your knowledge and skills through role-playing scenarios or product presentations.
Lastly, you should be ready with questions to ask in a tech job interview. Asking thoughtful questions shows your interest in the role and company.
Let Better Career Help You Land Your Dream Job in Tech Sales
Better Career offers 1-on-1 Career Coaching with tech leaders turned career coaches. We'll help you land a new role or grow your career in Tech Sales or Pre-Sales (Sales Engineering) by customizing our coaching program to meet your unique goals and needs.
With our personalized guidance, hundreds of people have received job offers from top tech companies, landed promotions, and successfully navigated career transitions. Check out their stories here.
Are you ready to take the next step in your career? Apply for 1-on-1 Coaching today!
If you have any questions, fill out our contact form. We'll get in touch with you soon!
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FAQs About How to Get Into Tech Sales
How to get into tech sales with no sales experience?
You can break into the tech sales industry by gaining relevant skills through online courses and certifications. You can also network with industry professionals and attend industry events to get job opportunities.
How do I start off in tech sales?
To start in tech sales, you can focus on building key skills like communication, negotiation, and technology knowledge. Gain experience through entry-level roles such as sales development representative (SDR).
You can also obtain certifications and join networking platforms like LinkedIn to connect with industry professionals.
Do tech sales make a lot of money?
Yes, tech sales jobs can be highly lucrative. Entry-level roles typically offer competitive base salaries, often starting at $70,000. When you factor in bonuses and commissions, individuals who excel in these positions can earn up to six figures annually.
Experienced professionals can earn around $100,000 or double these figures every year, depending on their niche and specialization.
Which qualifications do you need for tech sales?
While a degree in computer science or business helps, having a college education is not always required.
Instead, focus on developing key skills such as communication, technical knowledge, and sales techniques. You can also obtain relevant certifications to boost your profile. A strong understanding of the products and practical experience are usually more important for tech companies.
How can I stand out in a tech sales interview?
In order to become a standout candidate, you should research the company and its products thoroughly. Practice common tech sales interview questions and scenarios. Then, showcase your sales achievements, technical knowledge, problem-solving skills, and relationship-building abilities. Finally, you can ask thoughtful questions about the role and the company.