New tech sales hires should spend most of their time learning customer pain points and case studies, not memorizing product specs. The repeatable cycle: educate prospects about their challenges, guide them through buying, then repeat with new prospects.
Starting a new tech sales job can be exciting. When you start a new sales job, they're gonna wanna really push you into product knowledge and understanding all the features and functions of your product. That's great. You're gonna have to do it. That's just table stakes, but make sure you're allocating significant amount of time into your onboarding to understanding the customer story. What are the marquee case studies and stories that you can leverage in your prospecting and outreach or your conversations with new prospects? Then make sure you understand the business opportunities that you enable or the pain points, the business challenges that you that come with your product. Finally, identify who has those challenges. Who are the people who are struggling, that are feeling this pain, or who are able to take advantage of the opportunity you enable? Educate those people on their challenges or opportunity, then help them execute on the process to see the benefits of your solution, ushering the sales process. From there, it's rinse and repeat.
