Technology is growing exponentially. That’s all thanks to competitive markets and companies racing toward the next big thing—the more competitive the market, the better for consumers.
Selling products in saturated markets can be tough, but there is a silver lining. Tough competition results in higher salaries for tech sales, even in entry-level positions.
It’s a career worth pursuing. To help you start in tech sales, we’ll cover the fundamentals, responsibilities, and strategies needed to thrive.
Let’s get started.
What is Tech Sales?
Tech sales is selling technology products or services to businesses or consumers. Companies like Salesforce, Zoom, or Microsoft rely on tech sales teams to pitch their solutions to potential customers, build relationships, and close deals.
Types of Tech Sales Roles and Responsibilities
Tech sales aren’t all that different from traditional sales. You still solve problems and build relationships. But what sets tech sales apart is the focus on selling products that often require a little more explanation (and maybe a demo or two).
That requires key roles such as:
Sales development representative (SDR):
SDRs are responsible for lead generation and outreach through cold emails or calls. They spend their day generating interest in the product, qualifying leads to ensure they’re worth pursuing, and setting up meetings for the account executives to take over.
Account Executive
Account executives understand customer needs, uncover challenges, and position products as the best solution. They’re responsible for demos, negotiating contracts, and closing the deal. In cases where the sales cycle is long, they also nurture leads to keep the momentum going.
Account Manager
Account managers handle large, enterprise-level clients, acting as the primary point of contact. After AEs close the sale, they take over and maintain and grow the relationship. Happy clients equal less churn, which translates to more long-term value.
Customer Success Manager
Customer success managers (CSMs) ensure clients get the most out of your product. They help solve client issues and uncover ways the product can meet their unique needs. While they aren’t focused on sales, they are huge in building customer satisfaction and ensuring renewals.
Sales Lead
Sales leaders focus on the big picture and the overall success of the sales team. They are responsible for managing and training sales reps, setting quotas, allocating budgets, and defining sales strategies that align with the company’s goals.
How to Get Into Tech Sales
Getting into tech sales isn’t as complicated as you think— the demand for sales talent in the tech world is high. Here’s a step-by-step roadmap to help you land your first role:
Get Familiar With The Industry, Tools, and Terminologies
Whether you’re selling SaaS or hardware, you must be familiar with sales terminologies, industry trends, and the tools used to succeed.
Lead finders, customer relationship management (CRM), and outreach tools are essential to familiarize yourself with.
These tools are at the heart of every tech sales campaign. Instantly.ai lets you try all three for free. You’ll learn how to find leads that match your ICP and buyer persona, manage leads, and automate personalized outreach.
Demonstrate Your Sales Experience
Technical details about a product? You can pick those up quickly. But selling and negotiating? That’s an art that takes time to master.
Hiring managers care more about how well you can sell than whether you’ve worked in tech.
If you’ve built strong client relationships at an agency, closed deals in real estate, or landed a new business in any industry, don’t hold back. Put those wins front and center on your resume.
A lot of the skills you’ve honed in non-tech sales, like building trust, handling objections, and closing deals, translate directly to tech sales.
Take some time to figure out the overlap, and be ready to highlight those connections in your interview. It’s about showing you already have the foundation—they’ll teach you the tech part.
Build a Strong Network
Did you know that 85% of jobs get filled through networking? Many positions don’t even make it to a public job posting. If you’re not networking, you’re missing out.
A strong network can open doors and get you in front of the right people. For example, try contacting sales reps at the company you’re applying to.
A quick, thoughtful message on LinkedIn can go a long way. Ask them about their role, what a typical day looks like, or even the challenges they face. Use what you learn to guide your interview answers. It’s a great way to show you’ve done your homework.
That’s what Seth Ott did when interviewing for an SDR role at Workday, and it helped him stand out.
Don’t stop there. Join Slack groups and tech communities where people share tips, strategies, and even trending interview questions.
If someone shares a helpful strategy, follow up! Request a quick Zoom chat to learn more or leave a thoughtful question they can answer when they have time.
Over time, you’ll pick up frameworks and methodologies straight from the pros, insights you can’t get from Google.
Find Creative Ways to Get an Edge
Starting from scratch can feel overwhelming, but you don’t need much experience to stand out. You can start small by working for a startup or small business.
You’ll work on real sales problems, add that experience to your resume, and build references. To go further, create an online portfolio showcasing case studies, certifications, and skills—it’s more dynamic than a traditional resume.
Finally, share your journey on LinkedIn. Post about what you’re learning, projects you’ve tackled, or tips from your experience. It’s a great way to get noticed by decision-makers and build momentum as you break into tech sales.
Key Takeaways
Aside from working in a growing industry, a role in tech sales brings competitive pay, growth opportunities, and a chance to solve real problems. To recap:
- Different tech sales roles require different skills and knowledge. If you're starting out, pick an entry-level position like SDR to learn the ropes.
- Knowledge sets you apart in any field. Learn industry jargon, enroll in courses and certifications, join online sales communities, and learn from people in tech sales roles.
- Talk about your sales experience in the interview. If you don’t have one, offer to work on small projects for startups or work in a role where you can master some sales skills.
Ready to learn more about sales tools? Sign up for a free trial of Instantly and get acquainted with CRM, lead generation, and sales processes.
