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face it sales in it and tech can be complex which is why we made this ultimate guide to tech sales positions first you will learn the five main stages of the tech sales funnel then you'll learn about the 11 different sales positions and what part of the funnel they cover finally you can download our infographic for quick access to this information whenever you need it most there's a lot to cover so let's get started five stages of the tech sales funnel there are five main stages in the tech sales funnel stage one lead generation the first stage is lead generation in this stage marketing and sales work together to bring in potential customers called leads leads are people or businesses that have the potential to buy your product or service there are a few different ways to bring in these leads first your marketing team can generate inbound leads also called mqls marketing qualified leads also there are several sales functions such as account executives business development managers and business development representatives that will reach out to new potential clients and develop relationships we will cover each of these in depth later in this video these leads will then get passed on to stage two stage two lead qualification stage two is qualifying these leads qualifying a lead means researching the person or business that expressed interest in your product to find out if they are hot or cold hot leads are potential prospects or buyers in the short to mid term cold leads on the other hand have no immediate need or intention to buy the product they are only gathering information the actual qualification of these leads are done by sales roles like sdr or inside sales reps stage 3 is lead conversion stage 3 is converting these leads into actual customers this stage is all about your sales team meeting presenting pitching closing deals and getting contracts signed on to stage four post sales and customer success vendor lock-in is the key for this stage of the funnel your customer success and account management teams will ensure that each customer is getting the most out of your product or service then they will sell in upgrades and additional features and maintain customer retention this is all to lead to a successful fifth stage stage five renewal sales stage five is all about re-engagement and renewal renewal sales reps will engage your current customer before their license expires to make sure that they decide to renew this can also be part of the am or csm responsibilities in a well-functioning sales org the customers will cycle back to stage four customer success where the csms and account management teams will continuously engage with the clients i.t and sas sales positions those are the stages of the sas sales funnel now let's take a deeper look at each role and where they fit starting with bdr [Music]