What do you do if you need guidance navigating the early stages of a career in Technical Sales?

It is easier now than in any point of business history to be able to reach out to folks that can provide you insight into your industry or role that can evolve into a mentorship. This website is the BEST place to connect with people who have a role you are interested in. The first step that I recommend is to do a search of the company you are interested in and cross reference with folks who went to your university. Most people will respond positively to "I'd love to spend 20 minutes to understand your career journey." Then you can see if it clicks.

No one does this soon enough! If I had one bit of advice for a younger me or anyone early on in their career, it would be "get a mentor" sooner. I relied upon managers and people within the same business who normally view things through the same lens. Contact someone outside your business and ideally who's trodden the path you want to walk

Addressing the concept of mentorship in Technical Sales, I believe the term ‘mentor’ can sometimes be intimidating, suggesting a formal relationship that might deter newcomers. It’s essential to understand that guidance can come in various forms and doesn’t always require a formal mentorship. Engaging with peers, joining professional networks, or even following industry leaders’ content can be equally beneficial. The key is to remain open to learning and growth opportunities, regardless of the source. This approach demystifies the process, making it more accessible and less daunting to those starting in software sales.

I will talk to someone in my circle, who's gathered enormous experience in Sales, who's already doing great in Technical sales roles & successful in his career. So that he can guide me, do's and don'ts, tricks and tactics to follow, and what to focus in the early stage to be able to succeed in this role!

I believe a good mentor will help you navigate the complexities of technical sales. from understanding customer psychology to developing effective sales strategies

There are a lot of great training programs out there for technical sales including the PreSales Academy, TechSales Advisors and Great Demo. In addition, there are great books targeted at techg sales which you can learn from including: The Six Habits of Highly Successful Sales Engineers, Great Demo, Doing Discovery. And don't forget the sales side with books like Naked Sales, Selling Virtually, and The Jolt Effect. The only limit you have is the amount of time and energy you will commit to your development.

Think about this in two ways - what you can own and what you can influence. Take control of your own career and look for training you can do yourself, on LinkedIn, Pavilion or other industry leaders. Investing in yourself is never a waste of time or money. Also, take your challenges and ideas to your business. If you're struggling with something it's likely a lot of other people are too and it's a systemic problem. Employers are often very willing to invest in training to improve quantifiable performance for revenue teams.

In the realm of Technical Sales, embracing failure as a learning tool is as crucial as formal training. While structured programs provide a solid foundation in market analysis and customer relations, real-world experience often presents the best lessons. Diverse forms of learning, such as on-the-job challenges, peer discussions, and even setbacks, are invaluable. They foster resilience and adaptability—traits that are indispensable in the ever-evolving landscape of software sales. Remember, every failure is a stepping stone to mastery, and your journey is unique.

for a B2B company to sell a cybersecurity service to an enterprise buyer, it’d likely need to go through a process involving tendering, pitching, demonstrating and negotiation. A B2C seller targeting the right audience can complete a single sale much faster

If you are in tech, there is a HIGH probability that at some time you will find yourself on the short end of a downsizing/acquisition/business failure. WHEN you find yourself in that position, your network is the lifeline that will help you land the next great opportunity. But you can't wait for that moment to build those relationships so you need to start today. Your network needs to include colleagues in other departments, peers at other companies, and your former colleagues from past roles and companies.

Networking in Technical Sales has indeed become a buzzword, often overwhelming for those just starting out. It’s not just about collecting contacts; it’s about cultivating meaningful connections. To navigate this, prioritize quality over quantity. Seek conversations where you can both offer and gain value, rather than merely exchanging business cards. Remember, effective networking is a two-way street that requires genuine engagement and follow-through. This approach will not only help you build a robust professional network but also ensure these connections are impactful and enduring.

Attend industry conferences, webinars, and local networking events to build a robust professional network. Strategy: Use LinkedIn Sales Navigator to identify and connect with potential mentors and industry peers. Resource: Book - "Networking for People Who Hate Networking" by Devora Zack for tips on effective networking.

In Technical Sales, it’s tempting to spotlight product features, but the real game-changer is the value these features deliver. It’s about how they solve real-world problems. Dive deep into understanding not just the specs, but how they translate into tangible benefits for your customers. Tailor your approach to each customer’s unique challenges. This way, you’re not just selling; you’re providing solutions that matter. Remember, trust is built when customers see the value, not just the features.

Dedicate time to thoroughly understand your product or service, its features, benefits, and unique selling points. Use competitive analysis to position your product effectively. Also check out: "The Challenger Sale" by Matthew Dixon and Brent Adamson, which discusses the importance of teaching, tailoring, and taking control of sales conversations.

Understanding the pain points of your clients and how your product can address their challenges is key in technical sales. Spend time with senior sales leaders to gain insights and learn from past success stories. This will help you tailor your approach and build trust with customers by actively listening and demonstrating your problem-solving skills during sales interactions. It is crucial to be able to solve the clients’ challenges by being flexible and tailoring the product to fit their needs.

Cross functional expertise with a growth mindset is the best way to devise your sales strategy. Go beyond just learning enough to sell, and spend time learning as much as possible from peers across departments. When I start a new role, I usually spend time with product teams and learn why they built the solution, what value do they aim to create for customers. I also spend time with CS to hear what clients are saying, and client stories help a lot in knowing the value of what we sell. I also spend time with both sales (BDRs/SDRs and AEs) and marketing teams to understand what works well and what doesn't. All of this helps to devise a sales strategy that will work for you.

In Technical Sales, recognizing customer pain points is pivotal. There are those that customers voice and those they haven’t yet realized. Your strategy should not only address known concerns but also anticipate and illuminate the less obvious ones. This proactive approach demonstrates deep market understanding and positions you as a consultative partner, not just a vendor. It’s about guiding customers towards solutions they need, some of which they may not have considered. This dual focus can set you apart in the competitive landscape of software sales.

Develop problem-solving skills in technology sales and it begins with active listening. It's easy to get caught up in the excitement of showcasing impressive product features, but the primary focus should always be on addressing real customer needs. During the initial stages of the sales process, prioritize listening to the prospect's challenges and demonstrating how your solution can provide a tailored fit. Highlight the potential return on investment (ROI) and the value it adds to their specific environment. Presenting scenarios comparing outcomes with and without the solution can effectively illustrate the benefits. Mastering these problem-solving techniques gives a significant advantage to any salesperson in the technical sales field.

One thing I've found helpful over the years is to never approach a client with a fixed mindset of selling a particular product to them. You have to position yourself as a reliable partner who will guide the clients to making decisions that will be mutually beneficial.

Personally, I’m a visual learner. I retain so much more when I watch something. I would shadow ask much as possible. Ask to sit on meeting, ask to work with a senior person on a project, and explore everything that’s interesting to you. Come with questions or an idea of what you what to get out of the experience but be open when/if that changes. If you don’t come ready and excited, the person volunteering to bring you along might not realize your excitement or interest. Make it worth their time as well.

I am a huge fan of James Clear's book Atomic Habits. In that book he talks about the focus on getting 1% better everyday. If you make that commitment, at the end of the year you are 37x better than you were on January 1. So read a book, listen to a podcast, attend a class, go to a lecture, whatever you need to do to get to 1%

Great ideas Maddie! Also, I think it is helpful to find a mentor early, who can help you not only navigate the challenging technical industry but also your career in that industry.

Make yourself an industry expert ??. The results are like compound interest - you'll be able to navigate your early career decisions better, perform better in your role and also demonstrate to senior leadership that you'd adding value in every area of the business. Follow the top sales & industry specific influencers on LinkedIn. Subscribe to your industries newsletters. Read more books - Sales, Marketing, Product, Business strategy and self improvement topics are immensely valuable to round out your perspective and skills.