By Luke Dignazio, with Jess Vigorito
Stepping into a remote SaaS sales role feels like diving into the deep end of a pool—exciting yet intimidating. Suddenly, I found myself selling a solution I was still getting familiar with. When I joined Global Technology Solutions as a Sales Development Representative, I was eager to jump in but quickly realized there would be challenges.
Moving to Washington, DC, for this role added to the adventure and gave me the chance to make a difference in our nation’s capital. But being one of only three salespeople here, living in a brand-new city, and “drinking from a firehose” of information through PDFs and webinars was intense. In sales, business doesn’t wait. It’s a fast-paced world where you either “fly with us or get flown over.”
This experience taught me invaluable lessons about adaptability, collaboration, responsibility, and resilience. I was eager to contribute but quickly discovered how much I didn’t know. During my time interning at Genesys, I had picked up some knowledge about Contact Center solutions. But at GTS, a Gold Tier Partner of Genesys, I found myself lost in a sea of new terminology—API integrations, CX, user interfaces, cloud capabilities. When I talked about my role with friends and family, I’d often notice the 5000-foot stare, as they didn’t comprehend a single word of my complex job description.
Initially, being the youngest and least experienced hire made me want to hide my uncertainty. But I learned that vulnerability could be an asset. Rather than letting my lack of knowledge hold me back, I adopted a growth mindset, seeing each day as an opportunity to learn and improve. This perspective became crucial as I embraced the chance to gain new skills and sharpen my communication.
Collaboration is essential in a remote sales environment, so I reached out to my colleagues—many of whom were seasoned professionals. Scheduling one-on-one sessions allowed me to learn about customer pain points, effective sales strategies, and even just get to know my teammates better.
Fast forward a year, and our team has expanded with sellers, architects, and executives who genuinely care about one another’s growth. Despite working remotely, meeting up at conferences, dinners, and team calls has created the camaraderie I was searching for in a professional position. My team has become my mentors, friends, and resources for success.
Another invaluable source of learning has been direct engagement with customers. Most cold calls went to voicemail, but I started viewing each call as an “at-bat,” with a meeting as a home run. Each call was an opportunity to hear firsthand what potential clients were looking for. Listening to their needs, challenges, and questions provided me with context that no training document could offer.
Celebrating Progress
As I continue to learn, I celebrate small victories—like answering a complex question confidently or closing a deal. These wins fuel my motivation and deepen my commitment to mastering the field. Sharing these successes with my team also reinforces our shared journey and creates a positive, supportive environment.
Over time, my initial uncertainty has transformed into a genuine appreciation for the tech space and the difference our solutions make in customers’ experiences. With this progress came a promotion to Account Executive, along with the respect and trust of my colleagues, many of whom have deep expertise in this field. The relationships I’ve built with colleagues, customers, and partners have made the challenges worthwhile.
If you find yourself entering a remote SaaS sales role without full command of the solution, know that you’re not alone. Embrace the opportunity to learn, lean on your team, and celebrate the little things. Each day will bring new insights, and before you know it, you’ll evolve from a novice into a confident salesperson ready to tackle any challenge. The journey may be tough, but it’s incredibly rewarding. My experience here at Global Technology Solutions has not only laid the foundation for my professional career, but also taught me a lot about who I am.
About GTS
As my journey with GTS continues, I’ve seen firsthand how our cutting-edge solutions elevate businesses and transform customer experiences. We deliver AI-driven contact center solutions, seamless cloud integrations, and data-driven insights that empower organizations to optimize operations and improve customer satisfaction. Whether you’re looking to enhance agent efficiency, streamline customer interactions, or unlock the full potential of your data, GTS is here to help you achieve meaningful, sustainable change. Ready to elevate your business to the gold standard of CX and AI? Reach out today to hello@GTSCX.AI and let’s discuss how we can tailor our solutions to meet your unique needs.
Connect with Luke Dignazio here https://www.linkedin.com/in/luke-dignazio/
Comments