Article • 10 min read
What is tech sales, and how do you break into it?
Today, tech sales mostly refers to software sales—specifically, selling SaaS products. But there’s more to tech sales than that.
著者: Donny Kelwig, Contributing Writer
更新日: May 5, 2025
Tech sales definition
Tech sales involves selling technology-based products or services, like software, hardware, SaaS (Software as a Service) products, cloud solutions, or IT services. The sales process involves identifying and contacting potential customers, understanding their needs, and demonstrating how a technology solution can solve their problems. Salespeople who work in tech sales typically interact with B2B businesses and may engage in consultative selling, account management, and customer relationship building.
Finding a good position in tech sales isn’t easy, but it’s not impossible. The tech industry is constantly churning out new products to sell, and it needs good salespeople to communicate the value of its products to a public overwhelmed with options.
Luckily, many companies are willing to train the right people. In this guide, we’ll break down the essentials of tech sales and what you’ll need to begin applying for work in this competitive field. Even without years of direct experience or sales training programs, you can still communicate the value of your other skills to land a job in tech sales. You just need to know where to start.
More in this guide:
- The basics of tech sales
- IT sales vs. technology sales
- Why work in tech sales?
- How to get into tech sales
- How to get into IT sales
- Frequently asked questions
- Build your sales skills with Zendesk
The basics of tech sales
Tech sales reps don’t all sell the same products: They may sell only one tech product, such as a cloud CRM platform, or they might sell a product that combines different components, like a wearable tech device with embedded software.
Here’s a breakdown of the three kinds of products you might sell as a tech sales rep:
- Software products. Software solutions can be sold as on-premise programs that are directly installed onto the customer’s computer or as SaaS, which runs on the vendor’s servers and operates through an Internet browser. These kinds of products include CRM software, accounting and document-signing programs, email automation software, and many others.
- Hardware products. Tech hardware is the physical product used to run the software. This includes laptops, desktop computers, servers, tech accessories, phones, and other physical devices.
- Tech and IT services. A tech sales rep might sell consulting and troubleshooting services to companies that don’t have a dedicated IT staff.
For traditional salespeople, the main objective is to see if their product or service could solve their client’s problems. But tech sales is a slightly different beast.
As a sales technologist, you’d be working with organizations that offer their services through multiple forms of technology. For example, a company that sells computer software might offer organizational tools or cloud CRM software to keep their client info in order.
The bulk of tech sales involves working with customers to determine what challenges they’re facing and what technology will help them. Some companies may just need a new line of laptops. However, with higher-value accounts, they could need many different technologies, such as lead management software or automation tools, to scale up their productivity.
What does a technology salesperson do?
Technology sales teams have several responsibilities focusing on connecting their customers with solutions. Tech sales reps must have extensive knowledge of the product they’re selling. They’re also responsible for:
- Using sales technology to connect with possible clients and keep up with sales reports and marketing data
- Discussing the benefits of different products through presentations and walking through technology packages
- Creating promotions and deals for high-spending clients
- Writing contracts and invoices once they land a sale
- Managing clients through CRM software and using sales apps to stay on target
These daily tasks also apply to IT sales, but there are a few key differences between the roles.
IT sales vs. technology sales
IT sales and technology sales look similar on the surface, but they have a few distinct differences.
Tech sales involves finding clients who would benefit from a product or service and closing the deal. They focus on the fundamentals of the sales process, education, persuasion, and pre-purchase interactions.
IT sales focus on assisting the client after they close the sale. IT sales representatives help clients with questions or concerns during product implementation and ensure the software is the right fit for the company.
Essentially, tech salespeople focus on selling products to companies, while IT salespeople continue to solve a company’s problems once a sale is complete. That said, both involve working with clients to find any challenges they might face and identifying solutions that can solve these issues.
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Why work in tech sales?
Outside of short-term payoffs, there are a few long-term benefits of working in tech sales.
Build skills and knowledge
Tech sales representatives are some of the first people to learn about modern software and hardware trends. This can help build technical experience and can be a great way to find new sales opportunities.
Salespeople could also transition into consultancy or advisory roles, leading to a wide range of career growth options. They also have access to some of the industry’s best sales force automation (SFA) software, which would keep them at the forefront of automation advancements.
Live on the forefront of innovation
There will always be a need for salespeople in the tech industry because companies are constantly looking for breakthroughs to solve their buyers’ problems. Whether it’s a tool that can shave a few minutes off daily operations or a program that can restructure and streamline an entire process, tech innovations are just around the corner—and someone will need to sell them.
Meet plenty of industry-relevant people
Working in technology allows salespeople to interact with professionals from a wide spectrum of fascinating and high-profile industries. Whether speaking with someone face-to-face or CCing them in an email, interacting with different people will help plant a salesperson’s name in the minds of important players in your industry. Those contacts could be invaluable for learning new sales skills, building a career, or finding lucrative job opportunities.
How to get into tech sales
It can feel like tech sales positions have a lot of barriers to entry, especially if you’re transitioning from another field. But if you’re looking to break into tech sales, there are some steps you can take to land a position without years of experience, technical knowledge, and a fancy tech degree.
Leverage your sales experience
Tech sales is centered on selling new products to companies, so hiring managers don’t place as much importance on understanding the technical details behind each product. You can iron out any necessary product details later—for now, the most important trait to highlight is your sales experience.
You don’t need to work in sales to have legitimate sales experience. Maybe you developed savvy cross-selling skills from a restaurant job or dug into your negotiation skills as a real estate agent. Any time you’ve used persuasion to motivate someone to take action counts as sales experience.
Spring for certifications
If you don’t have any concrete sales experience, plenty of options can help you break into technology sales. Showing hiring managers that you have the drive to work in a sales position is a great first step.
You can find a wide range of free sales certifications online to get a competitive edge in the job market. Having these certifications on an application shows hiring and sales managers that you’re willing to put effort into your job, and it gives you more staying power during hiring decisions.
Network, network, network
If you want to land a position in tech sales, interacting with companies and leveraging your network can give you a leg up. First, make sure your LinkedIn profile is up-to-date and professional. Then, try to find individuals with the tech sales position you’re looking for and ask about their day-to-day sales experience. This is a good way to learn about tech sales processes and strategies from the source, and you’ll also be able to build relationships with people from different tech companies.
If you have a particular company in mind, try connecting with their recruiters and walk them through your profile. Even if they don’t have an opportunity ready for you, you’ll be able to learn more about what they’re looking for when you apply in the future.
How to get into IT sales
IT sales simply requires more technical skill, making it harder to break into than tech sales alone. Having a background in electronics or software development is preferable for highly technical roles. However, similar to technology sales, there are ways to get your foot in the door without this type of expertise.
Internships and demos can be great ways to learn the details about each product and prove your motivation toward getting a job in IT sales. Keep in mind that this line of work requires an innate appreciation for sales technology. So, if you’re the kind of person who gets flustered by tech issues easily, IT sales might not be the best trajectory for you.
Frequently asked questions
Build your sales skills with Zendesk
Tech sales can be a lucrative and fulfilling career that helps salespeople stay on top of the newest technologies and trends. If you’re looking to get into tech or IT sales, one of the most powerful ways to get started is by familiarizing yourself with the entire customer journey. Check all of our Zendesk capabilities to learn more about how you can speak to and serve customers.
