Motive Flashcards
Why do you want to work at Motive?
What are your strengths and weaknesses?
Tell me about yourself
How do you manage the pressure of carrying a quota?
Why are you in sales?
What was your quota attainment?
Why did you leave Camino?
Walk me through your sales process.
What would be your 90 day plan for the territory?
What are your salary expectations?
Describe a time when you had to adapt to change.
Describe a time you had to interact with a difficult client.
Describe a time you wish you handled something differently with a colleague.
Tell me about your proudest professional accomplishment.
How do you prioritize your time?
Describe a time when you had to think on your feet in order to delicately avoid a difficult situation
Describe a time when you faced a conflict while working on a team
Tell me about a time you set a goal for yourself.
Tell me about a time you had to do the right thing even if it was hard.
Tell me about a difficult conversation you had to have with someone.
Tell me about a project you took initiative on.
Tell me about something you have learned or taught yourself.
Can you describe a time when you had to overcome a significant challenge or obstacle? How did you approach the situation, and what was the outcome?
Communication skills are essential in any role. Can you provide an example of a time when you effectively communicated complex information to a diverse audience?
Tell me about a situation where you had to work collaboratively with others to achieve a common goal. What was your role, and how did you contribute to the team’s success?
Leadership can manifest in various forms. Can you provide an example of a time when you demonstrated leadership, either formally or informally?
What does DEI mean for you?
What questions do you have for me (TD)
What questions do you have for me (Andrew)
-net new vs rip out?
-competition?
-biggest strategic error people have made in the past
-I saw you were at a direct competitor ActSoft so you have domain knowledge. What do you think is the biggest learning curve in the role?
-biggest surprise when you took over
- what does empathetic leader mean to you?
What do you mean by “Account Executive is short for Accountability Executive”
Why govtech?
How do you exemplify Ownership?
How do you exemplify Less but Better?
How do you exemplify Build Trust?
How do you exemplify Unlock Potential?
Can you discuss a challenging situation where you had to overcome a competitor in a sales scenario?
Can you discuss your approach to managing and coordinating product customization and integration efforts with enterprise clients’ IT departments?
What are you looking for in your next career move?
How do you negotiate?
How do you gain access to power?
Can you provide examples of how you’ve adapted your sales strategies to address the larger deal sizes and higher stakes involved in enterprise sales?
What separates a good salesperson from a great one?
Practice your close for Andrew
Practice your close for the VP
Can you provide examples of successful team collaborations you’ve had in enterprise software sales?
Why did they choose you to get laid off?
Describe a time when you had to handle a customer escalation or dissatisfaction in enterprise sales.
How do you write business cases?
Discuss a time when you had to navigate internal stakeholders’ interests / politics while closing a deal.
You would have the Mountain territory. Discuss your plan for building it
- “land and expand”
- take top 3 best customers ideally in the region
- find out why they bought, why they stayed, understand their demographics and firmographics to create an ICP
- create a list of 50 named accounts to target with a bias towards my state of CO
- I reach out to those, BDR gets the rest
- in general, stick to ICP and proven verticals within PubSec
How would you run Discovery
How would you collaborate with the SC on demos
How would you build champions
How would you handle price objections
How would you manage a competitive scenario
Talking points for “Downstream problems have upstream causes”
Talking points for “Govtech salespeople are risk managers, not pitchmen”
Talking points for “be a river guide”
What would be your biggest learning curve?
How do you navigate complex closing motions / procurement?
How do you peel back the onion in discovery?
