- Pitch Perfect
- Posts
- Breaking into Tech Sales
In partnership with
Learn how to become an “Intelligent Investor.”
Warren Buffett says great investors read 8 hours per day. What if you only have 5 minutes a day? Then, read Value Investor Daily.
Every week, it covers:
Value stock ideas - today’s biggest value opportunities 📈
Principles of investing - timeless lessons from top value investors 💰
Investing resources - investor tools and hidden gems 🔎
You’ll save time and energy and become a smarter investor in just minutes daily–free! 👇
Hey there, Future Tech Sales Pros!
Welcome to this week’s special edition of Pitch Perfect Bites, where we focus on actionable tips to help you break into the competitive world of tech sales. Whether you're transitioning from another industry or just starting out, these insights will give you a leg up.
Understanding the Tech Sales Landscape:
What is Tech Sales? Tech sales involves selling software, hardware, or technology services to businesses or consumers. It’s not just about selling products; it’s about providing solutions that meet the needs of the client. This could involve anything from SaaS (Software as a Service) products like Salesforce to hardware solutions from companies like Dell or Apple.
Types of Roles in Tech Sales:
Sales Development Representative (SDR): Often the entry-level role in tech sales, SDRs are responsible for lead generation and outreach.
Account Executive (AE): AEs are responsible for closing deals and managing client relationships.
Customer Success Manager (CSM): CSMs ensure that clients are getting value from the products they purchase and work on retention and upselling.
Sales Engineer: A more technical role, Sales Engineers support the sales team by providing in-depth knowledge about the product.
The Skills You Need: Breaking into tech sales requires a blend of soft and hard skills. Here’s what you’ll need to succeed:
Communication: The ability to clearly articulate value propositions and build relationships.
Technical Aptitude: While you don’t need to be a software engineer, understanding the basics of the technology you’re selling is crucial.
Problem-Solving: The ability to identify client pain points and match them with the right solutions.
Resilience: Sales comes with its fair share of rejection. The ability to bounce back is key.
Negotiation: Knowing how to close a deal in a way that benefits both the client and your company.
Building Your Tech Sales Toolkit:
Education and Certifications: While a degree isn’t always necessary, having a background in business, marketing, or technology can be beneficial. Additionally, consider certifications like:
HubSpot Sales Certification: Great for understanding inbound sales methodologies.
Salesforce Certified Sales Representative: Useful for roles involving CRM tools.
Gaining Experience: Experience is invaluable in tech sales. Here are some ways to build it:
Start in an SDR Role: Many people break into tech sales by starting as an SDR/BDR, which provides hands-on experience in lead generation and outreach.
Internships and Entry-Level Positions: Look for internships or ideally entry-level positions in sales to gain experience.
Sales Bootcamps: I normally don’t like bootcamps for most but there are some gems out there like RE:work, which offer intensive training on how to do the job right.
Building a Strong Online Presence: Your LinkedIn profile can be a powerful tool in your job search. Here’s how to optimize it:
Professional Headshot: A clear, professional photo is a must.
Headline and Summary: Use your headline to highlight your interest in tech sales. Your summary should be concise, focusing on your skills, experience, and what you’re looking for in your next role.
Networking: Connect with professionals in the industry, join relevant LinkedIn groups, and engage with content related to tech sales.
The Job Search:
Where to Look: While platforms like LinkedIn and Indeed are well-known, there are other great resources for finding tech sales jobs:
OTTA: Focused on companies that prioritize diversity and inclusion, OTTA provides insights into company culture and roles.
AngelList: Ideal for those looking to join startups, AngelList offers transparency on equity and salary.
WorkinStartups: Another great resource for finding tech sales roles in the startup ecosystem.
Built In: Lists tech jobs at innovative companies in major tech hubs.
Hired: A marketplace where companies apply to you, often including compensation details upfront.
Tailoring Your Application: When applying for tech sales roles, customization is key:
Resume: Tailor your resume to highlight relevant sales experience, even if it’s from a different industry. Focus on metrics like revenue generated, deals closed, or leads converted.
Cover Letter: Use your cover letter to demonstrate your understanding of the company’s products and how your skills align with their needs. Mention any connections you have at the company or relevant projects you’ve worked on.
Preparing for Interviews: Tech sales interviews often involve role-playing scenarios where you’ll need to demonstrate your ability to sell a product or handle a challenging client.
Here’s how to prepare:
Research the Company: Understand their products, market position, and competitors.
Practice Your Pitch: Be ready to pitch a product, either from your past experience or something from the company you’re interviewing with.
Behavioral Questions: Be prepared to answer questions about how you handle rejection, work with difficult clients, or manage your time.
Landing the Role and Beyond:
Negotiating Your Offer: Once you’ve received an offer, it’s time to negotiate:
Understand the Compensation Structure: Tech sales roles often include a base salary plus commission. Make sure you understand how the commission structure works and what your potential earnings could be.
Negotiate for Benefits: In addition to salary, consider negotiating for benefits like flexible working hours, remote work options, or professional development opportunities.
Onboarding and Training: Once you start your role, there’s often a steep learning curve:
Product Training: Take the time to learn the ins and outs of the product you’ll be selling. This will make you more confident and effective in your sales role.
Sales Methodologies: Familiarize yourself with sales methodologies like SPIN Selling, Challenger Sale, or Sandler Training that the company might use.
Mentorship: Seek out a mentor within the company who can guide you through your first few months and help you navigate the internal culture.
Continuing Your Growth:
The tech industry is constantly evolving, and staying ahead means continuous learning:
Stay Updated: Regularly read industry blogs, attend webinars, and participate in sales training to keep your skills sharp.
Network: Continue building your professional network, both within and outside your company.
Set Goals: Set both short-term and long-term career goals. Whether it’s becoming an Account Executive or moving into a leadership role, having a clear path will keep you motivated.
Key Sales Tip of the Week: The Power of Personalized Outreach
When reaching out to potential employers or clients, always personalize your message. Mention specific challenges they face and how your skills or product can solve them. Personalized outreach shows that you’ve done your homework and are genuinely interested in the opportunity or partnership.
Overview: LinkedIn Sales Navigator is a powerful tool that helps you find the right prospects and build strong relationships. It’s a must-have for anyone in tech sales.
Features:
Advanced Search Filters: Narrow down your search to find prospects who match your ideal customer profile.
Prospect Recommendations: Get suggestions on potential leads based on your preferences.
Real-Time Insights: Stay updated with lead and company news, allowing you to personalize your outreach effectively.
Pros:
Helps you find and connect with high-quality leads.
Provides insights that can lead to more meaningful conversations.
Cons:
Subscription cost can be high for those just starting out.
Requires time to fully utilize all features effectively.
Example Use Case: Use Sales Navigator to identify decision-makers at target companies, then craft personalized outreach messages that reference recent company news or shared connections.
Wrap Up
Thanks for joining us in this edition of Pitch Perfect!
Whether you’re just starting your journey in tech sales or looking to level up, we hope these tips provide a solid foundation to build on.
Don’t forget to check out last week's main issue on "Mastering the Art of Sales Follow-Ups," and get ready for Next week’s full issue on advanced tech sales strategies.
Until next time, keep pitching and keep winning!
Warm regards,
Team Pitch Perfect
Reply