You don’t need to talk to sales today.
If you’re anything like me, you prefer to try and figure out as much as you can on your own and then ask questions.
And all of the brands that we love and trust today make just about everything available online — from pricing to feature comparisons to customer testimonials to help docs to training videos.
So we’ve grown to have very little patience for cold calls and those “Hey, just following up to put this at the top of your inbox” emails.
And this presents an entirely new challenge for sales teams.
In today’s world where customers have all the power, hiring aggressive, pushy, “always be closing” types of sales reps doesn’t really work.
Here’s Mark Roberge (he ran sales at HubSpot, helping them grow from $0 to $100M+ in revenue):
“Hiring aggressive sales people flies in the face of what moder buyers prefer. And if all we’re going to do is pitch what a prospect can read on our website, that adds zero value. That’s really what a lot of selling was. Now it has to be understanding the unique context of that buyer — and translating the generic information that’s available online to that context. That’s really hard for a buyer to do. And that’s where sales plays a huge role today.”
So, what do sales execs like Mark look for in potential sales hires today?
That’s what we wanted to find out.
So we asked seven of the top sales execs in SaaS about how they run sales interviews — from VPs at companies like InVision, Oracle, Twilio and more. Here’s what they had to say.
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Sales Interview Questions From Today’s Top Execs