Anyone in Tech Sales?
- Thread starter RynoISU
- Start date
Don’t live in the area. My advice would be to know the incentive package inside and out, what quotas are you trying to hit as most tech companies have licensing quotas, services quotas, and usage quotas. Yours could be focused on one or a mix, depends on the role and company. But ask around how it’s changed over the years, is it consistent, is it always expected to grow, does the licensing incentive change year to year.
My other piece of advice is know your assigned customer(s). Did they just complete a big deal (meaning no/limited account growth in the short term)? Are they going through a change in leadership, M&As, or other type of restructuring (opportunities)? How does your technology you’re selling fit in their industry? How are their competitors working with your company/technology. Come up with BUSINESS use cases that matter to the company/industry (save money, be more efficient, cheaper cost, increased sales whatever)
Take a sales training course or something. Many make the jump from the technology side to sales and they might know the technology really really well but too well for the people writing the checks and their eyes glaze over, you need to be a sales guy not a technical guy now. You might get a couple sales based on your technical prowess but that that’s not sustainable and wouldn’t be your job anymore, let the SMEs talk to SMEs.
My other piece of advice is know your assigned customer(s). Did they just complete a big deal (meaning no/limited account growth in the short term)? Are they going through a change in leadership, M&As, or other type of restructuring (opportunities)? How does your technology you’re selling fit in their industry? How are their competitors working with your company/technology. Come up with BUSINESS use cases that matter to the company/industry (save money, be more efficient, cheaper cost, increased sales whatever)
Take a sales training course or something. Many make the jump from the technology side to sales and they might know the technology really really well but too well for the people writing the checks and their eyes glaze over, you need to be a sales guy not a technical guy now. You might get a couple sales based on your technical prowess but that that’s not sustainable and wouldn’t be your job anymore, let the SMEs talk to SMEs.
Who needs tech sales. My buddy sells corrugated boxes in podunk, rarely goes into office, pulls in 300k
Im in the Des Moines area and have been in the industry for 18 years. Send me your email or LinkedIn profile and we can find a time to chat.
Luckily for you fluffers will always have work.
