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How do I get a career in institutional sales?

I would love to start a career in some sort of technology sales but not sure how to get my foot in the door?

  • I have been working in sales in some shape or another for years. And have been told by many that I should look into something in technology sales, as I out geek most computer techs on ...show more

  • Answer:

    You do not need to know technology to get into technology sales and be successful at it. In fact, I dislike technology and have been successful at it for 10 years. Some good resources: Go to salesguy.org and register for their newsletter and peruse their research -- they have good synopses that will give you insight. They also give you good career resources. Purchase SPIN selling (book) -- half the battle to technology sales is asking the right questions so you know what the client wants (you then rely on a technical team to assist you). Go to sellingpower.com -- they list companies with good training programs. Good luck!

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Technical sales is very different than normal sales because you require to know the technical background of the product or service completely. More importantly, your customer will appreciate if you were employed in the profession before and empathize with the issues they endure on a consistent basis. Getting into technology sales sounds nice, but you need to have that technology background first, before becoming a salesman. A technical salesman screams technical and lacks salesmanship - sadly that will work better than being a good salesman. A good technical salesman will sweat on the job, look neat, but not stylish, and not appear slick by any means. I am not sure if you can go backward like that, but that's what it takes.

atg28

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