Sales Interview Flashcards
What is your Background?
NC State - Engineering
Channeladvisor (learned how to speak to enterprise c level executives, what’s valuable to them, what they really care about)
Exit intel (learned deep work and how to think top down)
CastleBranch (really learned whole sales process, methodology, account management, creativity, leadership)
Exercise / Sports / Spend time with wife/daughter / Involved in community / Build watches
What do you do at CastleBranch?
-Manage and expand a book of business with some of our largest clients
-Mostly working with about 10-15 accounts
-$70k deal size
-6-9 month deal cycle
-Team Lead - Interview and train new employees.
-Train and validate pipeline forecasts
-Provide ongoing sales training for team
What has led to your success?
-I have a process
Where is opportunity
Prioritize
Come up with a plan
-I understand sales methodology
-I understand what makes a great manager
-Continual Sales training. I want everyone to win
-Implementing new practices. Manage Change
-I don’t give up (if it’s there). Perseverance award 2019.
-Making a business case (make it make sense $$)
-I know when to say no
-I’m skilled at account saturation/expansion
What can you bring to our company?
-Optimism. Good person. Go the extra mile. Company advocate.
*- Insatiable hunger. I DON’T QUIT. Perserverance award.
-Expert in account expansion
-I’m analytical, I understand how to use data
-I’m process driven and know how to coach/reach a successful process to others.
-I understand strategic sales, Value vs Size of Opp
-Human but can hold people accountable.
Why are you leaving?
-Changes at current company that aren’t complimentary to my growth and career. Less opportunity.
-Looking for a company that I can see myself in 10 years.
-Seem to be outgrowing my current company.
-Want to be somewhere where my opportunity and earnings potential matches my motivation.
Tell me about some WINS you have had?
Carrington College - Huge complex deal. Noone on the same page. Leadership losing hope. Can’t continue to grow without help simplifying.
Azusa Pacific and LA Hospital groups - Azusa CA - East of LA - Were in TROUBLE. Big part of nursing pipeline for Kaiser Permanente, LA general and Cedars-Sinai - Could not manage student compliance. Risk of shutting down. Would have hugely negative impact on nursing shortage in socal. Able to retain business. Expand revenue. Simplify process and solve issues. 2 years later, working well. $130k to $250k revenue.
DTCC - Full account rebuild and expansion. $110k to $200k. System had become usable over time. Users left and passed down logins, new hires were not trained. System bogged down. Called in to discontinue accounts. 12 months, lots of meetings and resources. Got everyone on the same page.
Ghetto Salesloft - Company wouldn’t pay for cadence software so I had to figure out how to do it on my own.
Negative feedback from manager
Start with end goal and work backwards
Examples
Disagree about cold emails
Disagree about trying to get too much business instead of closing a deal
Disagreement with Coworker?
Bryant & Stratton
S - Dispute over who should own the account
T- Figure out best way to move forward & Whats best for client
A - Delagate with internal leadership.
R - I lost. But we now have hard and fast rules and haven’t had a problem since.
Find the end goal you both agree on and work backwards from there
Tell me about a time you had to convince multiple stakeholders
-Pitt CC
-Carrington
-
Tell me about a deal you lost
Deals I lost -
I hate losing but i refuse to let it get me down. I’m optimistic
Mount Saint Mary’s (implementation issues - How do we get better?)
What does Gartner do?
Who is CEO?
Founded what year?
-Expert consulting company that helps businesses make technological decisions.
-Direction of Investment
-Help businesses make informed technological decisions.
-CEO is Eugene Hall
-Founded in 1979
Who are you typically selling to?
Hospital groups & Clinical organizations
- C Level Executives
- COO
- Other clinical leadership like department directors
Private For Profit Colleges
- C Level
- VP of Operations
Public Colleges -
- Deans & Chancellors
- Directors
What is your sales methodology?
Two sides to sales - The process and the art
-People don’t remember numbers, they remember how you make them feel.
-3 books
- Sell the problem, not the solution
What do you feel like makes a good manager?
-Lead with empathy, follow with data. Data is the foundation of decisions, but everyone is human.
-Communication. Hard to hold someone accountable and maintain a good working relationship
-Managing Change
-Coaching & Teaching Sales Methodologies
MEDDICC
Way to prioritize and qualify leads. Makes sure you’re focusing on the right opportunities.
Metrics - Economic Impact of solution
Economic Buyer - Who is the decision maker?
Decision Criteria - What is decision based on?
Decision Process - Steps to make purchase decision
Identify Pain - Uncover specific challenges solution can solve
Champion - Who can sell on your behalf on the inside?
Andy Whyte
What is your management style?
Lead with Empathy, follow with accountability
Hard to hold someone accountable and be a human
1on1s are important, use data as a foundation
Find what motivates them
Manage Change
