The future of work is many things, one of which is digital or technological. There are many ways to navigate into the tech space, and one popular and growing career option in the tech space is technology sales, also called tech sales. Daily, new innovations are developed and released into the tech space. As technologies emerge, innovations follow, solving problems and needing buyers and sellers. Because the innovations are solutions to existing problems, the buyers already exist. The challenge is getting salespeople to get it before these customers. That is where tech sales as a career come in.
Tech innovations are usually in the form of hardware, software, or services, depending on the tech company. Some companies do all forms. As a tech salesperson, you sell software, IT, cloud services, or whatever solution your organization offers to its target customers. If you have the skills of persuasion and negotiation, enjoy the challenge of problem-solving, and are great at research, then going into tech sales might be a great career move for you.
The sales department of every business is a driving force of the firm, and most times, offers uncapped potential. However, sales can be a competitive and demanding career, and tech sales is no different.
Key Points to Note When Going Into Tech Sales
Aside from earning necessary certifications in sales and tech, as it is with everything worth doing, preparation and intentionality play a critical role in success in the tech sales field. A career in tech sales presents the fast pace that tech generally characterises. There is the challenge of knowledge about different technologies; product and service updates; competitively sourcing customers; and ensuring their satisfaction.
Because you are tasked with the responsibility of selling new solutions to customers, and competing against other tech companies for the same users, there are certain key points to note.
- Showcase your best skills. This is necessary both for your employer and your customers. Prove that you possess the skills to set you apart. From persuasion and negotiation to listening and effective communication, you need to prove your worth and get the necessary results. Always figure out the best, most effective way to preserve relationships and convince your potential customers.
- Build connection. It is easier to buy from people you trust and know. Network as much as possible and connect with people. Everyone is a potential customer or might know a potential customer. Network enough to know your competitor and what they are doing right or wrong.
- Follow your interest and more. In sales, it is advised to sell what you know and trust. In addition, in tech sales, it is best to start with a technology you are interested in and believe in. It is generally easier to sell what you believe in. As time goes on, you learn about more products and services and sell them. Learn all you can about what you sell. Be like the writer who knows all there is to know about different subjects. Learn the technicalities of your commodity, the problems it solves, and the ones it doesn’t. Know your competitor’s advantage and how your product still surpasses it. This is most important if you are selling Information Technology products. You need to prove why it has to be you and not your competition.
- Realize that each customer is different. While your commodity serves the same purpose for the target customer, it is important to research your potential customer before a pitch. This would arm you with the right words and strategy to present the offer. By discovering their pain points and how your tech product or service alleviates them, you speak to the problem and the customer feels seen. Getting a promise of satisfaction is a great sales hack in any industry, tech included.
By using these points, you can create unique packages for each potential customer, be it a business or an individual.
A tech sales career is fast-paced and exciting. However, one of the most important points to note when going into tech sales is that it is customer-centric. With innovative and creative solutions sprouting daily, if you are not meeting your customer’s needs, you and your product will become obsolete. You get to spread technologies and their advantages to potential buyers and make an impact on their lives and businesses. The income, with its growth potential, is an added advantage of having tech sales as a career.
The best part is that no matter your age or qualification, by learning and proving possession of the right skills and knowledge, you can gain entrance into tech as a salesperson.