Building Sales Teams for Technology Companies Since 1991

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Keep your Eye on your Prize

We are not referring to the old folk song/and or saying, but to companies not paying attention to their most important asset – their sales talent. I’ve encountered two situations in the past month where executives’ at large software companies were clearly following the guidance of Wall Street and not focusing on retaining their sales […]

Drop the Baggage at the Door

Do you ever wonder why you are not attracting that A level sales position? If you are a hiring manager, do you wonder why you can’t attract that A level talent to your open position? In many situations, you are simply bringing past baggage with you into the process. Are you a software sales person […]

Take the TIMED Approach When Selecting Your Next Opportunity

The technology landscape and corresponding job market have improved a great deal in the past 9 months. We are even seeing a dramatic rise in the use of the acronym “IPO,” in opportunities we are working on. If I brought an IPO possibility in a recruiting call 12 months ago most candidates laughed, not the […]

Attract Versus Repel

Interviewing is perishable skill. While a sales professional’s obvious “intent” is to make a great first impression on the interviewer with their sales skills, often the opposite happens. Instead of attracting, they often repel with their actions. As we have said before, the sole objective in the first interview is to secure the second interview. As […]