From Your Interview

A question during your interview that's important, but tough to answer.

Jon Roberts, Regional Sales Director - Sigma Computing, shares what he looks for.

BTW, he's hiring AEs!

The question:
Tell me about a top account you pursued for a long time and broke into.

He said a good response includes:
- The research you did to learn about the business
- What messaging you created based on that research
- Channels used (LinkedIn, cold call, email, direct mail, etc.)
- Who and how many people you targeted
- Problems you solved for them
- Business value you attached to
- Revenue that came from it
- Who signed the deal

A response that needs work includes:
- A deal where you already had a foot in the door
- Talking about the campaign you put 500 people into (spray and pray approach)
- You got a meeting but it didn't turn into a deal

In this example they're hiring for a specific skill. Outbound sales.

If you don't have a deal to share, prepare to speak about how you'd do it.

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