What is Tech Sales?
What is Tech Sales?
Tech sales is the business of selling technology solutions to organisations or individuals. These solutions can be software, hardware, or services that help customers work faster, smarter, or more securely. The role is not only about selling a product but also about building trust, uncovering customer problems, and showing how technology can solve them.
Tech sales is the business of selling technology solutions to organisations or individuals. These solutions can be software, hardware, or services that help customers work faster, smarter, or more securely. The role is not only about selling a product but also about building trust, uncovering customer problems, and showing how technology can solve them.
Examples of what counts as tech sales:
Selling CRM platforms that help businesses track and manage customer relationships. Supplying hardware like laptops or smart TVs for companies or personal use. Offering services such as cloud hosting, cybersecurity, or consulting. The main goal is always to connect the right solution with the right customer, whether it is a large enterprise or a small business.
What Do Tech Salespeople Sell?
Technology sales covers three main areas, each with unique examples: Software (SaaS): Products like Salesforce, Google Workspace, or AWS cloud tools. These help companies scale, collaborate, and stay organised. For instance, a startup might buy a CRM to manage customer outreach, while a bank could use data platforms for compliance. Hardware: Physical products including laptops, servers, and mobile devices. A university may invest in hundreds of laptops for students, while a hotel chain may buy smart TVs for its guest rooms. Services: Intangible but critical solutions such as cloud storage, internet service, or IT security. For example, an online store could pay for managed hosting, and a law firm could purchase cybersecurity protection. This variety makes tech sales versatile, with opportunities to work in nearly every industry.
What Does the Job Involve?
A tech sales career is a mix of people skills, problem solving, and product expertise. Daily responsibilities include: Prospecting: Finding potential customers by researching industries, networking, and using tools like LinkedIn Sales Navigator. Presenting and Demoing: Running live demonstrations to show how a product addresses specific pain points. For example, showing a retailer how a cloud platform prevents data loss. Managing Relationships: Staying in touch with clients by email, phone calls, or industry events to maintain trust and ensure renewals. Using Data: Tracking deals and customer interactions through CRMs like Salesforce or HubSpot. Reps use pipeline data and analytics to refine their approach and stay on target. The role also requires resilience, as much of the job is about handling rejection, refining outreach, and staying consistent until the deal is closed.
Why Consider Tech Sales?
Tech sales is attractive because it offers growth, learning, and financial reward. Entry-level roles such as Sales Development Representative (SDR) or Business Development Representative (BDR) are a common starting point. From there, professionals move into closing roles like Account Executive (AE), customer-focused roles like Account Manager (AM) or Customer Success Manager (CSM), or technical positions such as Sales Engineer. Advantages of tech sales: High earning potential with base salaries plus commission. Fast career progression from small business sales to mid-market and enterprise. Entrepreneurial mindset, as you control your pipeline and outcomes. Networking opportunities with professionals across industries. Challenges to expect: Fierce competition with other vendors in the market. Steep learning curve as technology changes quickly. High targets and pressure to perform consistently. For those who enjoy solving problems, learning about technology, and working with people, tech sales offers a career that is both demanding and rewarding.