{"id":16991,"date":"2026-11-02T13:21:45","date_gmt":"2026-11-02T21:21:45","guid":{"rendered":"https:\/\/intuitblog.com\/?p=16991"},"modified":"2026-11-02T13:21:46","modified_gmt":"2026-11-02T21:21:46","slug":"how-to-get-into-tech-sales","status":"publish","type":"post","link":"https:\/\/www.intuit.com\/blog\/innovative-thinking\/how-to-get-into-tech-sales\/","title":{"rendered":"How to Get into Tech Sales: 6 Steps to Break In"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">Tech sales, which covers selling software, hardware, or IT services to businesses, is an accessible career in tech with promising earning potential. And some entry-level positions don\u2019t necessarily require a degree or prior experience to enter the field. What you do need, though, is a clear plan.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If you\u2019re coming from another customer-facing job, like retail or a different sales role, you may already have a foundation to build on. Pair that with a working knowledge of the products you\u2019d sell and some intentional networking, and you can stand out to hiring managers faster than you might expect.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Here\u2019s how to get into tech sales.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Key Points<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Tech sales involves selling software, hardware, or IT solutions to other businesses.<\/li>\n\n\n\n<li>Some employers don\u2019t require you to have a degree or prior tech experience to get into tech sales, though a bachelor\u2019s degree and sales background do help.<\/li>\n\n\n\n<li>If you\u2019re interested in tech sales, start building transferable skills like product management, objection handling, and customer relationship management (CRM) platform fluency.<\/li>\n\n\n\n<li>Networking with people already in the industry can also help you get your foot in the door.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>What Is Tech Sales?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Tech sales means selling software, hardware, or IT solutions, typically to other businesses. It\u2019s a form of business-to-business (B2B) sales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">To do well in tech sales, you\u2019ll need a solid grasp of the product category you\u2019re selling. Among them are:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Software as a service (SaaS):<\/strong> The product is cloud-based software delivered over the internet, usually as a subscription. Examples include customer relationship management (CRM) platforms like Salesforce, project management tools like Asana, and professional creative software like Adobe Creative Cloud.<\/li>\n\n\n\n<li><strong>Hardware:<\/strong> This is a physical product needed to run software. It could be anything from desktop computers and laptops to phones. It also includes tech accessories like power banks and monitors.<\/li>\n\n\n\n<li><strong>Tech or IT services:<\/strong> The product is expertise, such as cybersecurity or managed services, sold to businesses that either don\u2019t have an internal IT team or need outside support.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Although the <a href=\"https:\/\/www.bls.gov\/ooh\/sales\/home.htm\" target=\"_blank\">US Bureau of Labor Statistics (BLS)<\/a> projects overall employment in sales occupations to decline, some specialized roles have a more positive outlook. For example, employment for <a href=\"https:\/\/www.bls.gov\/ooh\/management\/sales-managers.htm#tab-6\" target=\"_blank\">sales managers<\/a> is projected to grow 4% through 2035.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>How to Get into Tech Sales in 6 Steps<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Getting into software sales takes a deliberate approach, but the path may be more accessible than you think. These 6 steps can help you build the right skills to land your first role.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>1. Learn the Basics of the Product Category You Want to Sell<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Breaking into tech sales starts with 2 decisions:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Which product category you want to sell (SaaS, hardware, or IT services)<\/li>\n\n\n\n<li>How that product benefits your customer<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Say you\u2019re selling a cloud-based CRM platform. You don\u2019t need to know every technical detail or how the code works. But you do need to explain the problems it solves and how it helps the customer. That means understanding the product\u2019s core features and how it drives business value through metrics such as revenue or productivity.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The same applies to hardware or IT solutions. If you can clearly connect a product or service to the outcome it delivers, like a faster laptop for a field team or on-call troubleshooting for a growing business, you\u2019ll have a stronger foundation for a tech sales career.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>2. Build Transferable Sales Experience<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Breaking into tech sales doesn\u2019t necessarily require a technical background. If you\u2019ve worked in a non-technical sales or customer-facing role, like retail or customer service, the skills you built there may carry over.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A customer service specialist at an electronics store, for example, might already know how to read a customer and explain a product\u2019s value while handling objections. They might also have worked toward quotas or upsell targets. All of that can translate to tech sales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If you don\u2019t have sales experience, a role in customer support or retail sales is a practical starting point. It builds the fundamentals and gives you real examples to draw on in tech sales interviews.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>3. Decide Whether You Need a Certification or a Degree<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">A degree can help, but it isn\u2019t required for every tech sales role. Some employers might not even require experience and could offer on-the-job training instead of looking for a specific credential.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If you\u2019re not going the degree route, a technical or customer service certification could help you get your footing in the field. Coursera\u2019s <a href=\"https:\/\/www.coursera.org\/professional-certificates\/sales-development-representative\/\" target=\"_blank\">Salesforce Sales Development Representative Professional Certificate<\/a> is built to prepare you for an entry-level tech sales role in as little as 3 months. <a href=\"https:\/\/academy.hubspot.com\/courses\/inbound-sales\" target=\"_blank\">HubSpot Academy\u2019s free Inbound Sales Certification<\/a> is another potential starting point.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>4. Pick a Niche and Learn It Deeply<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">While you can start broad in tech sales, picking a specific niche could help you stand out faster. Cybersecurity, fintech, CRMs, or artificial intelligence are among the possible paths. Learn everything about your chosen space, including:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What types of businesses operate in the niche<\/li>\n\n\n\n<li>The problems your ideal customer is facing<\/li>\n\n\n\n<li>Industry-leading products and their core features<\/li>\n\n\n\n<li>How these products solve key business problems<\/li>\n\n\n\n<li>What competitors are doing and how they\u2019re positioning themselves<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">The goal is to talk about your niche with true fluency. That kind of depth is what shows your promise in interviews and helps you hit the ground running.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>5. Network with People Already in Tech Sales<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Networking could help open the door to getting into tech sales with limited or no experience. After all, the best way to learn is from people already doing the work.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Connect with other industry professionals on platforms like LinkedIn to grow your network. Include a short introductory message with your connection request.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Don\u2019t just send the request and disappear, though. Engage with their posts, adding genuine insight or opinions when you comment. As you build professional relationships, consider asking for brief informational interviews to learn more about the field.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Industry events help, too, whether in person or online. They\u2019re a low-pressure way to hear how people talk about the work and pick up on the language of the field. You could even meet potential referrals.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>6. Apply Strategically and Prepare for Interviews<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Before applying for tech sales roles, research the company and its products thoroughly. Then tailor your resume and cover letter to the specific role. Look through the job description and make sure you\u2019re including:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Key skills from the listing that you also have, including transferable skills<\/li>\n\n\n\n<li>Your most relevant work experience<\/li>\n\n\n\n<li>Quantifiable results, if you have them<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">It\u2019s OK if you don\u2019t have many metrics yet. Even 1 or 2, like quota attainment or the number of sales you made in a specific period, can go a long way in your early career.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">When preparing for an interview, follow the STAR method of answering questions. It keeps your responses focused and makes it easy for interviewers to follow how you think and work:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Situation:<\/strong> Explain the <strong>situation<\/strong> or context surrounding your experience. It could be a project or a specific challenge you faced.<\/li>\n\n\n\n<li><strong>Task:<\/strong> Describe a <strong>task<\/strong> you were responsible for or a goal you were working toward. This clarifies your role in what happened next.<\/li>\n\n\n\n<li><strong>Action:<\/strong> Share an <strong>action<\/strong> you took to achieve that goal or task. Call out the skills you used, be it prospecting, objection handling, or cross-functional collaboration. Focus on your contributions.<\/li>\n\n\n\n<li><strong>Result:<\/strong> Provide the <strong>result<\/strong> or outcome of your efforts, ideally with a number attached (e.g., \u201chit 115% of quota,\u201d \u201ccut response time by 30%\u201d). If the result was qualitative, specifically detail the impact.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Do You Need a Degree for Tech Sales?<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">While a college degree isn\u2019t required for a job in tech sales, it\u2019s common. About <a href=\"https:\/\/www.zippia.com\/b2b-sales-representatives-jobs\/education\/\" target=\"_blank\">67% of B2B sales reps<\/a> have a bachelor\u2019s degree, often in fields like business, marketing, or tech.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If you don\u2019t have a degree, you\u2019ve got options. Some employers will hire based primarily on sales and technical experience or training.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You could also improve your career prospects by taking online certifications, like the Salesforce Sales Development Representative Professional Certificate. Other options include these from the National Association of Sales Professionals (NASP):&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/nasp.com\/programs\/certified-professional-sales-person-cpsp\" target=\"_blank\">Certified Professional Sales Person Certification<\/a>&nbsp;<\/li>\n\n\n\n<li><a href=\"https:\/\/nasp.com\/programs\/certified-professional-sales-leader-cpsl\" target=\"_blank\">Certified Professional Sales Leader Certification<\/a>&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">You can also learn about tech sales on your own without a certification. You might take standalone online courses in areas you want to improve, such as buyer psychology or IT support. Or join a free sales development representative (SDR) bootcamp to learn software tools and sales tech.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Besides education, focus on gaining job experience in an area like customer service or technical support. The more transferable experience (and skills) you\u2019ve got, the better.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Skills that Help You Succeed in Tech Sales<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">You\u2019ll need specific skills to break into tech sales, including analytical, organizational, and persuasion skills. You\u2019ll also want to develop technical skills like:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Product knowledge:<\/strong> Learn the ins and outs of the product you want to sell. Understand how it works, what problems it solves, and the specific value it brings to your customers.<\/li>\n\n\n\n<li><strong>CRM fluency:<\/strong> CRM platforms are where the work of tech sales happens. Knowing how to log activity, track deals, and pull useful reports keeps you organized and helps you build stronger customer relationships over time.<\/li>\n\n\n\n<li><strong>Objection handling:<\/strong> Tech sales reps regularly face pushback from customers, particularly surrounding matters like risk and return on investment (ROI). Responding tactfully, with empathy and a clear grasp of the product\u2019s value, is how you win over customers.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Start Your Tech Sales Career Today<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Knowing how to get into tech sales is the first step. The next is putting it into practice. Choose a specific niche you\u2019re interested in, like cybersecurity or fintech, and start building your product knowledge. Then start applying to roles that match where you\u2019re at right now.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If you\u2019re ready to make the move, explore <a href=\"https:\/\/www.intuit.com\/careers\/teams\/sales\/?cid=seo_blog_gen_us_sales-fy27_lg_lp1_link_inti-tm\" target=\"_blank\">sales jobs at Intuit<\/a>, where you\u2019ll help small and mid-market businesses, consumers, and accountants get more out of their finances.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Not sure sales is the right fit? Browse other in-person and remote <a href=\"https:\/\/www.intuit.com\/careers\/?cid=seo_blog_gen_us_sales-fy27_lg_lp2_link_inti-tm\" target=\"_blank\">careers at Intuit<\/a> to find a role that matches your skills.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>FAQs<\/strong><\/h2>\n\n\n\n<div class=\"wp-block-rkv-faq\" itemscope itemprop=\"mainEntity\" itemtype=\"https:\/\/schema.org\/Question\"><h3 class=\"rkv-faq__question\" itemprop=\"name\"><button class=\"rkv-faq__button\"><strong>Is it possible to enter tech sales without a degree?<\/strong><\/button><\/h3><div itemscope itemprop=\"acceptedAnswer\" itemtype=\"https:\/\/schema.org\/Answer\"><div itemprop=\"text\">\n<p class=\"wp-block-paragraph\">Nearly 7 in 10 B2B sales professionals have a college degree, but it\u2019s not necessarily a requirement for a tech sales career. Prioritize gaining practical experience in customer service or sales, even if it\u2019s in a non-technical field. Taking a free online bootcamp or certification in a sales-related field could also give your career a boost.<\/p>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-rkv-faq\" itemscope itemprop=\"mainEntity\" itemtype=\"https:\/\/schema.org\/Question\"><h3 class=\"rkv-faq__question\" itemprop=\"name\"><button class=\"rkv-faq__button\"><strong>How can I demonstrate sales potential without prior industry experience?<\/strong><\/button><\/h3><div itemscope itemprop=\"acceptedAnswer\" itemtype=\"https:\/\/schema.org\/Answer\"><div itemprop=\"text\">\n<p class=\"wp-block-paragraph\">It\u2019s possible to get a job in sales without ever having worked in the field before. Some companies might hire entry-level sales engineers with demonstrated IT or technical experience, for example. What matters is understanding which skills (and experience) transfer. In tech sales, that includes customer service, relationship management, and retail sales.<\/p>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-rkv-faq\" itemscope itemprop=\"mainEntity\" itemtype=\"https:\/\/schema.org\/Question\"><h3 class=\"rkv-faq__question\" itemprop=\"name\"><button class=\"rkv-faq__button\"><strong>Which online communities or forums are useful for hearing real experiences about tech sales?<\/strong><\/button><\/h3><div itemscope itemprop=\"acceptedAnswer\" itemtype=\"https:\/\/schema.org\/Answer\"><div itemprop=\"text\">\n<p class=\"wp-block-paragraph\">The subreddit <a href=\"https:\/\/www.reddit.com\/r\/techsales\/\" target=\"_blank\">r\/techsales<\/a> is a great place to start. People from all backgrounds share their experiences and insights (as well as their struggles) there. Check out LinkedIn, too, and start building a network of industry professionals. <a href=\"https:\/\/www.expresspros.com\/newsroom\/news-releases\/news-releases\/2026\/03\/84-percent-of-us-job-seekers-say-networking-matters-but-59-percent-don-t-know-where-to-begin\" target=\"_blank\">One study<\/a> found that 71% of job seekers see a positive outcome from networking, such as receiving a referral (39%) or securing an interview (36%).<\/p>\n<\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Tech sales, which covers selling software, hardware, or IT services to businesses, is an accessible career in tech with promising earning potential. And some entry-level positions don\u2019t necessarily require a degree or prior experience to enter the field. What you do need, though, is a clear plan. If you\u2019re coming from another customer-facing job, like<\/p>\n","protected":false},"author":151418445,"featured_media":17023,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_yoast_wpseo_focuskw":"","_yoast_wpseo_title":"How to Get Into Tech Sales in 6 Steps - Intuit Blog","_yoast_wpseo_metadesc":"Looking to start a career in tech sales? 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