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November 28, 2024
All the other skills found in the best IT and tech sales representatives are predicated on one important skill: technical knowledge. A good salesman knows their product, and a good IT and tech sales representative understands how their product works and how it can solve problems for real people. They'll handle objections deftly by understanding their customer's needs and how exactly their technology can help. Some examples of knowledge you would expect an IT and tech sales rep to know include core functionalities, compatibility and potential integrations, pricing and competitor offerings.
Selling technology is a specific sales approach where professionals act more like advisers than salespeople. They will recommend solutions to potential customers; focusing on their problem rather than on the product pitch.
When executed well, the consultative approach can win over customers; scoring a sale and helping someone solve a problem will be satisfying for a skilled sales professional. However, the consultative approach only works when the sales professional has mastery over their communication. Effective communication involves active listening, positive language, and well-crafted language, which are innate traits that proactive sales professionals can hone.
Scoring sales isn't about individual glory - it's about working and winning together as a team. The best IT and tech sales professionals will get a signature on the dotted line of complex deals by collaborating within their team, as well as with other stakeholders like sales administrators, customer success managers, sales managers, marketing teams and so on.
Using whatever sales tools are available - such as CRMs, calendars, other scheduling tools, automation, and so on - sales professionals must ensure timely communication with customers. If they say they'll follow up - they will follow up. Successful IT and tech sales representatives will be able to prioritize, completing essential tasks first thing and then structuring their day to complete other vital tasks, such as lead prospecting, customer follow-ups, and sales presentations.
Curious IT and tech sales professionals will follow up threads of interesting information, ensuring they have a holistic understanding of the industry they represent. They'll take ownership of their success by ensuring that they are continuously developing their professional skills, such as sales techniques and industry insights.
Of course, understanding what comprises a skilled IT and tech sales professional isn't the same as identifying one during the hiring process. Hiring is a complex process that, in its worst form, will involve scanning thousands of CVs. Other ways of finding the most skilled IT and tech sales professionals include:
If you're looking to compile a team of IT and tech sales superstars, you've come to the right place. HyperHired's competitive sales recruitment model delivers results without breaking the bank. As experienced technology sales recruiters, we can help you source the best IT and tech talent in the industry quickly, helping you to grow your business faster.
To find out more about how we can help you grow your business, book a complimentary consultation.
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