There is a reason why companies are always looking for sales people; good ones are hard to come by.  I'm in a technology sales role with a multimillion dollar book of business at a multibillion dollar private company and the reason for my success is I have followed these very simple three principles. 

There are 3 keys to being a successful salesperson in technology


Forget what you have learned

I often hear people say "I've done this for 20 years" or "Trust me I've been around a while".  This kills me.  The great thing about being in technology sales is, everything is always changing.  leave tactics from your last job at the door.  Start from scratch.  That goes for veterans in a down period or those losing market share to competition, change your style, stop what you're doing, learn something new, get excited, then go pitch it to your customers.

Find something you're interested in

Technology is cool, it's interesting, it's fun.  Pick a product, hardware, software, webpage, service, anything.  Find out everything you can about it, what its features are, its benefits, its end-users, it's creators, it's competition and then go tell a friend about it.  You might not even notice until after you stop talking but that was a sales pitch.  Excitement is contagious.  Get excited, get enthused, your audience will hear the difference.

Get Certified

Getting certified in anything sounds like a costly and extensive process, but it's not.  Take it from someone who holds over a dozen sales and technical certifications, all obtained free of charge.  In many cases your employer will pay for these so ask.  But there is a difference between a sales and technical certification.  Many sales certifications are free from those companies so look them up.  Think about it, major technology vendors wants certified experts on their product.  That just means you're more likely to sell it.  So call or email and ask, most times you can get these online in a matter of hours or days.  Add another section to your résumé or your email signature to customers.