What I actually do for work | tech sales in silicon valley

[@darktealglasses]

Sales cycle: 1) gather account Intel 2) identify stakeholders in that account 3) gather contact Intel 4) create a personalized outreach 5) set up discovery call 6) show product value 7) vet out contract needs 8) create contract/ pricing 9) close deal

[@sheniaw]

I'm in tech sales and yeah, this is basically it.

[@darktealglasses]

@@sheniaw do you need to study technical stuff?

[@ad6rsh]

Which is better for Outreach, LinkedIn or email?

[@LILYLEFFINGWELL]

I work for Salesforce and literally everything you said is spot on ! Love the tech industry

[@Katherout]

ah! how cool. tell marc i say hi 👋

[@mythrikumar5464]

Hello Lily iam a MBA graduate and wanted to get into tech sales is it good career option to start my career if yes how can I start ? Thanks in advance and waiting for your reply.

[@Katherout]

HI! HELLO! i appreciate you for being curious about what i do for my job -- this video was really fun to write up and film!! Leave me a comment with what you do for work 😊

[@myandaisyhami]

Katherout I work in tech sales as well!! Would love to network with you more as I’m looking to come to Adobe after doing 2 years on my role. I sent you a LinkedIn invite 😊

[@myandaisyhami]

Katherout I work in tech sales as well!! Would love to network with you more as I’m looking to come to Adobe after doing 2 years on my role. I sent you a LinkedIn invite 😊

[@ShuvanshuJakhmola]

Can you share your LinkedIn? I want to get in touch on few points that you mentioned in the video. Looking forward to your response.

[@Miariisawesome]

This was so interesting! I just signed an engineering offer for a tech company in SOMA and I've never stopped to think how different days look for different roles. Keep making work week in my life videos, they are so relatable to me haha 🙂

[@Katherout]

YES!!! congratulations. see ya in soma 😊

[@SV3HLA]

Maria De Angelis im also in SF if you want a new friend 🥳

[@Aripoma]

Also in sf! Hi!

[@BlackTheSheep]

Just checking in on everyone, how is everyone liking the work after 2years? I'm really wanting to get into it and get my foot in the door.

[@MarisaSmileees]

I agree with you about the connotation that Sales has. When I first got my internship as a sales person I honestly thought I was going to be one of those scummy used sales man. After my internship I got offered a full sales position and now I realize that it is a lot of data based selling.

[@lamzy3773]

Hey Marisa, did you also intern at a Tech Company? Did you transition to full engineering or you're still in the Sales position?

[@Sophie-zp1tj]

This is the content I need! I have a year until I graduate and it's so hard to get this level of detail when talking to someone about their job. As a local Seattlite I'll be looking for full time positions soon, this has helped me not rule out sales.

[@slippyslayer101]

I know I'm a little late and you might not see this comment, but as someone who requested this video, I just want to say thanks for making it. I've got to say, your job sounds like a ton of work. Holy cow. I could never handle it, especially if doing a KZbin channel on top of that. How you manage to keep such a bubbly, cheery personality despite working so hard is unfathomable to me. But I mean that as a compliment - great job on being so successful!

[@analuisajewelry3472]

We are very happy to hear that you enjoy what you are doing and that you focus on the bright side of the job 🥰🥰 Keep rockin' it! 🤩😎

[@khunopie9159]

Ana Luisa is amazing!! I’ve been wearing their jewelry on almost a daily basis

[@ErynUnderwood]

thank you so much for this video! I am considering switching from teaching to ed tech sales (BDR role) but I'm nervous about making 100+ calls a day as an introvert lol. your content has been so helpful in giving a better idea of what the day to day is like. you're awesome !

[@trowwzers5057]

Thank you for the video. I am currently 24 and I used to work as an electrician and a roofer. Now, I’m back in college getting my CS degree and hopefully I’ll get my own career. This video is very inspiring

[@ashleysanchez6172]

this was so helpful! i’ve been trying to figure out where i want to take my career and had been looking into sales a lot lately. thanks for breaking this all down !

[@dopkasa.1171]

Thank you so much. I work in a sales-interfacing role and working with Sales can sometimes be a pain point. I know this is bc our departments are differently motivated. This vid was a great reminder of the pressures/challenges my co-workers face. Makes me want to figure out better ways of cimmunicating and collaborating. Thanks again!

[@kelseycheng6542]

Honestly I think of The Office when I think of sales 😅

[@Katherout]

FAIR!

[@elansings]

Wow, you do look like Pam 😁

[@shubhampokhriyal2811]

On Point!

[@becaroni17]

Love getting the inside scoop - thanks for sharing! I work in corporate communications and focus on employee comms. It's a job I never knew existed, but I'm so happy with it. Definitely high stress, and comms is a 24/7 gig, but I love the adrenaline rush.

[@Katherout]

24/7? wow i respect it.

[@becaroni17]

Yes, always on call! You never know when someone’s going to need you to draft a message. Every day is different though - I think that’s the best part.

[@ryanjones9103]

kinda wanna see what the inside atmosphere looks like. Is it healthy, relaxed, or stiff, tense

[@samknows8681]

I love that you go into such detail! It helps a lot to get a picture of the job!! Love your videos ❤

[@Katherout]

i really tried!!! thank you

[@arsalkahn482]

I love this girl. She is such a lovely spirit.

[@megmuthu9965]

Thanks so much for this video, I’ve been curious about sales for ages and I find it’s so hard to get people to say what the role actually entails !! Super interesting and helpful, especially as an introvert so glad you touched on that too

[@Katherout]

not surprised cause honestly it took until i actually started the job to know what the day-to-day was like!!

[@Kyliekb99]

I’ve always been curious about what you did at Adobe and its really cool to hear about your job! Perfect timing too because in my marketing class right now we are going over sales so its cool to hear your own personal experience!!

[@Katherout]

appreciate the curiosity and glad i could help illuminate!

[@cedricgarner3830]

It may seem like sales commissions are taxed at higher rate than your base salary. However, at the end of the tax year when you calculate your tax bracket (salary + commission) it will all balance out. There are certain withholding rules that apply to sales commissions which may see the company withhold a larger percentage of your commission than your base salary. However, when you file your taxes you may see a refund if the company withheld too much of your commission based on your final tax bracket.

[@ashgascoigne2387]

Omg I could listen to u all day. So clear & descriptive.

[@LegendsofTerrors]

Love this video so much. Not only did you provide me plenty of tips and insights into the job/field, but you also cleared out all my concerns regarding the career path and advancement in sales.

[@yes24__]

i don’t like sales bc i don’t like pushing products on people that they don’t need. also don’t like how there is always some goal to hit like you can’t force people to buy you’re shit

[@yes24__]

you might think some company needs your tech but they might not or even be interested. sales is only to try to make more money. i just couldn’t morally sell someone to someone and that’s all i do

[@ryanb8076]

​@@yes24__ In tech sales the people you're selling to know technology and their business in and out, it's their job, if you don't prove to them you are providing value then there is not going to be a deal. It's not used car sales were you trying to sell a crappy car at a higher price than you bought it to the first person that wants it. I don't think you understand sales, especially tech sales, as deeply as you think. Technology sales, at its core, is about helping businesses achieve their goals.

[@seutatia]

I appreciate this video so much! I've been eyeing the tech industry for a while now, coming from an accounting/ admin/ customer service background but would like to move towards an industry where the sky is the limit. love the points you made, made me more interested!! thank you!

[@Priss6284]

awesome video!! i'm a college senior who recently signed into consulting, but i was looking into tech sales for a hot sec earlier. i would say that the biggest reason i never threw myself into tech sales is because i had so little information on what it is (alumni from my school don't usually work in it) so i wish i had this video a few months ago! hopefully this helps someone else on the job hunt!!

[@Katherout]

well congrats on the job!! you can always make your way into tech sales if it's still drawing you -- and sorry i didn't make this earlier 😉

[@CobaltLn]

Right when the video started I immediately got a Donna from That 70s Show vibe from your look! Love it!

[@Katherout]

i am FLATTERED!!

[@ravenmanning123]

Born and raised in San Jose Ca. Very much a career I would love to have. I’m 22 and feel like I’m a bit behind. I’m about to work hard for this.

[@AskDadWhy]

If you're 22/23 you are not behind. My first sales job was at 41.

[@Noah-pk7tf]

I just got hired for an entry level sales position, I start 3 weeks after I graduate.

[@TheTwizted]

how's that going? and is there a lot of travel?

[@Noah-pk7tf]

@@TheTwizted I start in about a month!

[@TheTwizted]

@@Noah-pk7tf Very nice! What did you major in?

[@Noah-pk7tf]

@@TheTwizted English

[@cngelz]

@@Noah-pk7tf i’m majoring in english right now!

[@adamb.6688]

This is such a great video! I've noticed tech sales and tech consulting have been a big field, especially for college graduates (speaking from the Chicago area). I actually accepted an offer after college to go into Tech Consulting myself, and it's really interesting to observe and see the growth of these fields within the last few years. Hope you're enjoying your apartment!

[@Katherout]

congrats!!! very much enjoying my apartment 😊

[@jplaza7210]

What did you major in? Would business administration with a concentration on accounting be good to get into account executive tech sales?

[@Neeks6.6]

I happened upon your channel while researching 'tech sales'. I'm a proposal writer specializing in government RFPs. I work with the tech sales folks to develop the proposals that win the contracts at the end of the day. Thanks for the insight into what you guys do.

[@emilyp84]

Loved this vid!! I'm joining a company in silicon valley post grad in a sales/systems engineering role and this definitely helped explain some things I was confused about :)

[@MrVikingsandra]

This is interesting info. I wish I could apply for a role like that over there, but I'm European so good luck with a working visa. I've been in sales/lead generation for years. Now I'm supervising a team of people who are generating leads for an Adobe campaign. It's interesting to know how it all works over there.

[@anasofia7406]

Ugh you’re so iconic and i’m so grateful i found your channel in high school! Thanks for all your wisdom!

[@DarceyPittman]

Super interesting, thanks for sharing! As someone working on the marketing side of tech, it's cool to hear what it's like to be on the sales side!

[@Imana23]

Finally smb described it in understandable way. I am starting a tech sale training in two weeks. I've been researching and l trying to figure out if it's really what I want. Thank you.

[@jordanalfred6811]

Only thing I would say would be about "only working 40hrs a week".. This varies a lot! EOM/EOY or anytime you may not be at quota will call for longer extended hours.

[@xg3400]

Thanks for explaining tech sales from entry to senior role

[@elansings]

Thank you and love you 🤗🌺💕 I’ve been considering flockjay for a while so I appreciate all the work you put in to this video.

[@iBallenZ]

You should totally go for Flockjay if you haven't already!! It's an awesome program! If you need a resource, feel free to reach out!

[@allthehui]

This is such an informative video! I've always heard that we had super awesome "sales ppl" but never knew exactly what they actually do in tech sales. Sounds like a super cool job! I wish I knew about it in college 🤩

[@leon2385]

Good intro to the tech sales! I'm also in tech sales in the SF Bay Area.

[@julioveras8639]

How is it ? You like it?

[@chadbaker9514]

How are you enjoying it Leon?

[@alexaarrah696]

@Katherout so glad I watched this video all the things you said about skills a good Tech Sales person should have are all the skills I possess!

[@sophiacalpi1923]

Great to know more about you :) Wondering what changed for you to change your mind about sharing your job

[@Katherout]

because i'm not actually making content about my company specifically and more about my lifestyle, i felt ok sharing!

[@kayflip2233]

Sales isn’t considered elite because the barrier to entry isn’t high. You can have terrible grades with no analytical background from a no name school and still be great at sales. Also, the work itself is repetitive and not as technically challenging as banking and or consulting. Also, the upside for banking and consulting is much higher after 10 years, whereas most sales people will cap off at 400k or so.

[@AskDadWhy]

Not in full agreement. Technology sales can be technically challenging. In the right situation, comp can be higher than you think. You're right about low barrier to entry.

[@kayflip2233]

@@AskDadWhy What I mean is you're not coding in sales.

[@AskDadWhy]

@Kay Flip understood. Sales reps are not software engineers, but a meaningful number of us have some technical background. It helps because a lot of the decision makers on the customer side are extremely technical. Especially in financial services.

[@golanperetz5094]

Thank you for sharing, I'm new at the field and love exploring and learning all about tech sales, I have to say you make the process much understandable and much easier.

[@danakurniawan5808]

Kath! Thank you for the twitter poll and the constant quality content x wondering if you can feature any designers at Adobe? thanks for all you do!

[@Katherout]

haha always testing what titles are best!! and by designers do you mean like UI designers or graphic designers?

[@erib156]

Guys, tech sales is almost the same of telemarketing. If you like it, go for it, if not, just run away...it can be awful if you hate chasing people. I have to do cold calls and jumping from call to call to get the sales done.

[@calypsokween3336]

wow....the striped shirt makes your gold necklace look invisible. who knew stripes could be camo

[@whatwhat8524]

Wow, your skin looks amazing!

[@SalvadorThe4th]

Yay! You picked the title that I voted for 😊!!

[@Katherout]

WOOOOOOP

[@kellz9543]

What’s the main skill you need for tech sales? Like what characteristics do you need as a person?

[@ErickJuarezJr]

YES! This is the video I needed! I'm in career limbo right now and this was very helpful. Thanks(:

[@Thisisrenae]

Hi! What was your college major that you got before starting in tech sales?? I’m a marketing major

[@eabrew9235]

I am new to tech Sales and this video is very helpful!

[@St4Jimmy]

I had no idea where that chicken was coming from at 11:22

[@goodsamwise]

Does tech sales have a healthier work/life balance than sales in other industries ? I’ve seen other sales people devote almost every waking hour to their job and I can’t live that life lol.

[@ddiimmaa123]

No

[@jesusbalderas329]

Great video. Companies need talented sales people to close Great Deals.

[@zziggy808]

Great video. We need more of these for seniors in high school. Are you still at Cokecola?

[@lmychocolate]

I'm so glad you did this video! This is super insightful and made me interested in sales. I'm really glad you pointed out the extravert/introvert bit. I'm an introvert, but I love talking to people and making connections. And I feel like introverts are often mistaken as anti-social, doesn't like to talk to people. I remember this one time I was talking to an employer at an event. She asked me if I'm an extrovert or an introvert, I said introvert, and she immediately said something like, "You probably won't be interested in the sales position, but this position _________ would be a perfect fit!". I was immediately thrown off and felt a little self conscious.

[@alexaarrah696]

I can't believe that happened...but then again I can. I hate how some people are so judgemental being and introvert only means you need to be alone to recharge your batteries.

[@Anonymous-cv8uh]

I just visited California for the first time and your state is so beautiful :))))

[@Katherout]

RIGHT!!! glad you could make the visit happen

[@jacquelinediaz5987]

Thank you so much for breakdown especially the SDR/BDR.

[@katienguyen2165]

Your video is a direct to point what people are finding to learn sales progress. Nice work.

[@Tommy-su9tb]

What was your prior experience prior to landing a sales job? Like your B.A, and prior work experience/internships if any

[@roneilboodie6735]

so if you don't hit these quotas you won't get paid your based salary? I am confused on that because i thought base salary is just what your getting per month as an income then commissions are what you usually get on an account if it gets closed? So if I have a $100k base salary is not guarantee to payout if I don't hit my quarterly quota?

[@thelead1565]

‘Tech sales has only been big the past 10 to 15 years.’ Steve Jobs ghost has entered the chat.

[@brandonmatsuno6976]

Great explanation on the different roles and career progression thanks

[@musiccouturexo]

Yes I love this! Thanks for all the information!

[@annielin2894]

Katherout I just subscribed to you! I am trying to get into tech sales and I have been rejected by a lot of companies. My question to you is tech sales job is very secure right. I heard someone from HR that tech companies don't lay off people.

[@JustFost0203]

Do you have to do tech sales on a desktop? I’m heavily interested in this field but I use my iPad as my computer.

[@RR-us1ic]

Hey I know a bit late to the party, but I was wondering if you could tell me what you majored in and if it is difficult landing a job in tech sale? Regards from Canada

[@feliciadr]

Great video!!

[@tsurek]

Spittin’ 🔥 Katherine 🙂

[@jonahsd1818]

Kind of just made me think of the scene in the wolf of Wall Street where Leonardo DiCaprio is calling a bunch of people getting deals done

[@tanvigorthi3411]

You do hella pull off those hoops!

[@Katherout]

omg ☺️

[@jeremyjarrett5512]

currently a NASA engineer... looking for a new career in tech and tech sales may be it.. Can I go for an ISR role or would you start at a BDR role? Great content.

[@jayman1819]

What are those?

[@jeremyjarrett5512]

@@jayman1819 Inside sales rep. essentially selling products virtually for a major firm.

[@erint5495]

Your skin looks so much better! What products healing your acne?

[@diamond0485]

Where are u from like i cant tell if u have a heavy accent or if your voice is just really pretty.

[@Imana23]

Is it possible to find remote tech sales position? Also can schedule be flexible? I am a stay at home mom. Will I be able to pick up my kid from school, drop to activities and so on?

[@AskDadWhy]

There are definitely opportunities like this. It really depends on the situation and the people you're working with. Explain upfront what you need, set expectations right, you can find it.

[@adamtierney5796]

Aphrodite your appearance sends me into bliss.

[@redsaberdude]

I dig the Proleter background music!

[@bittev4954]

Sales is sales, regardless of car sales or tech sales rep. It's not "prestigious" like IB or consulting. The most obvious reason being, take consulting for example, sales is part of consulting (consulting also involves client management, project management etc), but consulting depends heavily on problem solving skills, analytical skills (quantitative research), data analysis etc. Sales on the other hand is mostly client management - hitting up clients, take them to dinner, kiss ass etc. Consulting requires extensive industry research and sometimes data science and statistics knowledge depending on the company. It's considered prestigious cuz (despite of the pretentious nature of business), you are providing a lot of value for clients' business (doing different statistical analyses to advise them on strategy or investment). It's a job that requires not just people skills and professionalism(like sales), but also industry expertise and interdisciplinary knowledge in business, statistics, analytics etc. While sales can have a lot of earning potential, I don't think 'prestigious' is a suiting word to describe it, but it is a necessary and important job for companies. A lot of scientists earn far less than corporate sales but imo they have a prestigious job for the value and meaning they provide for human advancement. Sales is just selling things to ppl at the end of the day.

[@ryanb8076]

I wonder how the scientist, IB analyst, and consultant got the technology to do their work effectively?

[@bittev4954]

@@ryanb8076 Clothing brands outsource factories to make the cloth that celebrities wear to shows, do you consider the factory workers' job prestigious? even tho their contributions are very important.. Companies get their technology not just through tech sales, there are also other parties involved like engineers that made the software. I wasn't saying sales are not necessary or essential to business, but nessesary/essential/$$$ doesn't equal to prestigious. I was just saying I personally don't consider sales prestigious, but ofc everyone has their own definition of what constitutes 'prestigious'.

[@ryanb8076]

bitt ev I guess I’m just not a cynic like you and value every human the same way

[@SydneyHack]

Thanks for this! Super informative and interesting, especially for someone looking at post-grad opportunities. 😊

[@Katherout]

so very happy to help!

[@lobz]

I assumed contract managers would be the one the one to deal with the closing contract. Isn’t that the case?

[@alexaarrah696]

@Katherout do you have to entertain clients on your personal time or at all?

[@ChristianP304]

Love this vid!!

[@itzelvizcarra5379]

Wow!!🤗 Love it

[@Juan-kd5nz]

Oh gurl! Your life will change radically in 2 years, I come from the future. XDDDDD

[@alexaarrah696]

@Katherout Can you work part time in tech sales or 30 hours?

[@alexc2265]

Price transparency? Companies do that?! Fantastic. 3:40 95% no more than 40 hours AND it pays well? Sign me up! Lol

[@addrikkaa]

If a BDR is not performing hard enough to hit their quota, does that affect an ISR and AE from reaching their own quotas?

[@Katherout]

good Q! typically no, but without enough pipeline it becomes difficult for an ISR or AE to reach their quota. Ultimately, everyone is responsible for spinning up conversations!

[@Chelseamattt]

Is Silicone Valley, the SV academy to get into tech sales?

[@__berichh5375]

Is sales ok for an introvert if they are motivated?

[@IJustMadeAComment]

Investment banking is just fancy sales.

[@anandb2]

Thanks Kath!

[@nevermind796]

Did you get your eyebrows microbladed?

[@Katherout]

i did not! considered it but ultimately the 4 mins it takes me a day to fill em in isn't worth the pain / hundreds of dollars

[@markh6465]

Thanks for this. Quick question, in your SDR role, you mentioned a few things that had to do with "finding out". How do you "find out" things about a company you haven't even spoken to?!

[@noelle3286]

GOOD STUFF!!!!

[@Katherout]

thank ya kindly!

[@uwu-xl8mm]

Can I shift to marketing from SDR?

[@vishnupanchal6215]

You have beautiful eyes I wished I had it but it wouldn't go well with my Indian look

[@EPSGplayer]

How much money do you make?

[@rossanalopes3114]

Useful video thank you