Selling Tech Software During Covid?

“A man only learns in two ways, one by reading, and the other is by association with smarter people”- Will Rogers

Sales has and will always be a challenging role. Covid has limited the ways we can communicate with potential prospects. This inherently limits the access to information and relationship building we were accustomed to. To become successful you must get creative and be resourceful. If you are new to selling software within tech you are probably wondering how you learn more so that you can confidently have impactful conversations. Before you can suggest changes or products to someone, you need to understand their world. If you haven’t worked in those fields it’s important to continuously build knowledge to understand what they are experiencing and here’s how.

“Success doesn’t come to you…you go to it.”- Marva Collins

Below describes a variety of platform options available: broadcast, internet, & print.

Broadcast:

• Video: Many streaming platforms have videos or classes that provide insight into different fields and challenges. For example, I recently watched a series on Prime Video called, “How to Become a Successful Programmer Without a Degree”. It covered a variety of topics and is included in my subscription.
• Tools: Become familiar with the tools they use by watching tutorials or trial the tools they use. For instance, I subscribe to Github’s newsletter since that is a commonly used tool by those I partner with.
• Podcast: It’s a great way to get access to short clips of information on specific areas of interest. I follow some channels such as This is Product Management, for general knowledge within Product Management. Sometimes the topics aren’t what I was looking for but end up being beneficial.

Print

• Books: I love using books as my primary sources for building knowledge. The problem is it may be difficult to identify which books will provide the most value. This is where subscribing to the social media platforms listed above comes in handy. When reviewing updates you may get suggested books to read. You can also ask your prospects about what they would are reading. I am currently reading, “Accelerate Building and Scaling High Performing Technology Organizations”. I typically check my local library since they offer audio and digital copies.
• Magazines: Purchase or subscribe to magazines they use to stay current. CIO Magazine has been a tremendous resource for me. Try to find magazines that are specific to the roles you interact with since there are so many options available. This option is great for general and specific industry knowledge.

Internet

• Forums: Anytime you search for a question on the internet the odds are pretty high that something will pop up from Reddit or Quora. These forums gather responses from anyone who happens to be interested in responding. It’s great for getting different perspectives and has a global reach. The responses typically aren’t great if you need a lot of details or reference material. You have the option to follow communities and it provides email updates. I follow r/softwaredevelopment on Reddit. This isn’t something I frequent unless I have a simple question.
• Blogs: Follow industry leaders to see what they are focused on such as Product School or Ellen Chisa.
• Tools: Become familiar with the tools they use by watching tutorials or trial tools. For instance, I subscribe to Github’s newsletter since that is a tool that is commonly used by those I partner with.
• Twitter: Want to build knowledge using social media? Try following content providers for those fields on Twitter. A good example of this is @HackerNoon, I’ve found they tend to follow and share a lot of content from industry leaders & news. Instead of following an individual, you can get access to insight from a wide variety of organizations and leaders with this route.
• Clubhouse: This has become a recent favorite. Clubhouse is an invite-only networking app that is highly addicting. A voice-only platform where you literally join candid chats with amazing people to share knowledge, meet others, have fun, and grow your business. This new platform lets people chat in real-time, share stories, collaborate and bounce ideas off of each other using their voice. Follow leaders from the roles you partner with to see what rooms they host and access. You get to hear conversations you wouldn’t otherwise have access to and gives you a new perspective.
• Linkedin: Reach out to past friends and colleagues to see what they know and who they know. Request introductions to people and have virtual meetings to see what they are experiencing. Follow potential prospects to see what they are liking and commenting on. If they post regularly that provides insight into their interest.
• Consumer Review Networks: If I am trying to understand challenges customers might be facing I often go to the tools they are using to read the reviews. It helps me understand the benefits and disadvantages of using the tools they chose. This includes tools that are not competitors of mine.

These are just a couple of ways I stay current. What other avenues have you used to build knowledge during the pandemic?