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the first time i heard about the term tech sales what came to my mind first time is a sales person who goes door-to-door and you know basically tries to sell products to people [Music] hi everyone welcome to this brand new youtube video my name is sonakshi pandey and in this video i'm going to tell you about what is tech sales and i will help you decide if tech sales is for you so let's get started so the first thing i wanted to talk about is there is so much negative connotation associated to the word sales the first time i heard about the term tech sales what came to my mind first time is a sales person who goes door-to-door and you know basically tries to sell products to people and a lot of people have the same misunderstanding today people think that if you work in tech sales you're not smart you're not technical and basically you need to beg people to sell your products and i have worked in texas for three years and companies like amazon and google and let me tell you none of that is true so to learn what tech sales really is continue watching this video so i'm going to first start by answering the question for you that what is tech sales so tech sales means you are basically selling a technical solution service or a product to your customers this does not mean you are going to your customers begging them to buy your products that's not what it means it means that you first understand what your customers business is who your customers really are and then you demonstrate value by showing how your product or service can actually help their business how your product can help them save money how it can help them scale how it can help them grow and how it can deliver value for them so basically when you work in tech sales you're not begging your customers you are showing them how your product can add a technical value and help your customers meet their business outcome technical sales is a multiple step process and i've created the school chart to help you understand what each step in the cycle stands for the first step in the tech sales process is find your customers in this step the teams the sales teams put in a lot of work trying to research all the customers out there researching what is their business and who are the key stakeholders for each and every customer once this happens comes in step number two wherein the sales team actually reaches out to the different stakeholders identified in step number one and the goal here is to establish relationship with your customer and introduce them to your products services or solutions now that the relationship between the sales team and the customer has been established the next step is to show that your product actually works and this is done by tech validation so generally in this step technical people step in and they do a lot of demos pocs a lot of presentations to show that the product that you're selling works and it helps the customers reach their business objectives now that the customer is convinced that your product works and it helps them meet their business objectives then comes in step number four where they actually sign contracts so a contract is basically a written agreement between the sales team and the customer that the customer will use the products or services now a contract could be a few months long or it could span a few years and based on how much the customer is committing to use the product or a service they might also be offered a few discounts which could range from five percent ten percent depending from provider to provider now that the deal is signed then comes in step number five which is technical deep dive in this step an architecture review is conducted of the customers existing environment and then based on which pieces need to be redesigned a solution is created which uses the new products and the new solutions that you created for your customer once the technical solution is ready then comes in step number six which is implementation now implementation is the part which involves hands-on coding wherein software engineers actually come in and write the code for the solution that was created in the previous step now this could be done by the customers themselves or it could be done by third party professionals like partners or professional services now once the solution has been implemented everything works well and the customer is happy with your service then comes in step number seven which is growth so in this step what can happen is if the customer is really happy with your product or your service that you've built they might give you more problems to solve or in a lot of cases they might connect you to other departments in their organization who might benefit from your service or your solution now one example of this could be that maybe you worked with your customers i t team and you help them let's say migrate their website from their on-premises environment to cloud and they're really happy with how the migration went and they are now trying to connect you to their marketing team data engineering team aiml team and other teams inside their own company so what happens in this case is you get introduced to new stakeholders within the same organization so you find more customers you establish more relationships and the sales cycle pretty much continues and repeats so by now you understand how the technical sales cycle works however i did want to clarify one thing when you work in tech sales you are not responsible for running the entire cycle there are multiple roles in tech sales that include account manager legal team contracting team solution architects software engineers product managers business development managers who all work together to sell or to convince the customer about the value in their product or service so it is basically a group effort and there are multiple roles in the tech sales domain wanted to debunk a common myth that the technical sales people are not smart or not technical now that you saw the technical sales cycle you know that there are so many technical steps that involve giving demos pocs to the customers technical sales also involves talking to c-suite individuals like ceo cio cfo talking to them convincing them of how your solution works on the surface this might seem easy but let me tell you it is not it involves you to not only be technically sharp but it also involves a lot of sales acumen and getting a true understanding of how the customers business works and how these stakeholders actually get compensated it's pretty much the end of this video in this video i showed you what is tech sales you learnt about the technical sales cycle and the different roles that are present in the tech sales world now it is a matter of you figuring out what your strengths are where they actually fit in the technical sales cycle and then finding a role that best matches your interests if you found this video to be helpful please like it and share it with your friends also follow me on instagram you will find a lot of funny content there and follow me on twitter because i do provide a lot of tech updates and with that thank you so much for watching this video and have a great rest of your day