What is Software Sales?

Anytime you walk into a BestBuy, an H&M, or the Apple Store, store associates come to you and try to sell you their products. That’s sales. But that is a different kind of sales when comparing to Business to Business Sales. You see, there are two types of sales out there, Business to Consumer (B2C), and Business to Business (B2B). B2C sales is like the BestBuy and Apple Stores. They are large companies that make products but they sell it to consumers like you and I. B2C sales are quick sales, quick transaction, rely on a lot of foot traffic and it’s usually very simple. You walk into a store and you either buy or you don’t. B2B sales, is when businesses build products to sell to other businesses.

For example, Dell creates laptops that sell directly to other businesses that need laptops. But wait, doesn’t Dell sell their laptops at BestBuy too? They do, which is why some companies have the ability to sell to consumers AND sell to businesses.

Our focus will be B2B sales. We’re looking at businesses that create products or software that sells directly to other businesses. More specifically, we’re looking at companies that create software.

Let’s use Salesforce as an example. Salesforce creates a Customer Relationship Management. A software that is designed to manage the entire lifecycle of your customer. From sales to customer support, everything related to a customer is managed within this CRM. Salesforce builds this CRM system and sells it to other businesses that need this to manage their own customers. For example, Salesforce can sell their software to other businesses like Amazon, Microsoft, KPMG, Sony, etc. All of the companies mentioned needs a tool like the CRM to manage their customers and Salesforce is the perfect company to build one. That in a way is B2B sales.

Software sales can have a large variety. It could be building CRM software, cyber security software, accounting software, sales software, marketing software, and the list goes on and on and on. B2B sales and software sales in particular is very different when compared to B2C sales.

By definition, Software Sales professionals identify the needs of the potential customer and match it with a software solution that best solves their problem and fulfills their needs. It’s very complex because your job is to essentially ask questions and understand your customers pains and needs before prescribing them a solution. Your software can’t solve all of the problems out there, so it’s your job to determine whether or not your solution can solve their problems.

It’s not as easy as B2C sales where someone can walk into a store, look at some electronics, and if it doesn’t fit their needs, they simply walk out and then in come another customer that could potentially use your product. B2C sales is very transactional, it’s quick, almost like a revolving door.

B2B sales and software sales in particular is strategic and takes many steps from the initial conversation to signing a contract. Unlike B2C sales, B2B sales is considered a full time job and even a potential career. Which is why B2B sales is a lot more lucrative. It comes with complexity but it rewards the ones that are successful.

So now that you have an idea of what B2B entails, let’s quickly go through the Pros and Cons of this field.

Pros

Cons

Those are just some opinions on the Pros and Cons of working in software sales. There are many more reasons for getting into software sales and many reasons against getting into it.

At the end of the day, it’s important for you to determine what’s most important to you.

Do you want to learn how to start a business from ground up and you don’t mind the unstableness of a startup? Then sure, go for it. The learning experience you will get is so valuable for future growth.

Or maybe you’re drawn by the money but don’t want to put in the work to prospect? Then it might not be for you because you won’t last very long.

There are many factors to consider when making a career change so make sure to do your own research before deciding.

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