“You want to do this prior to the interview and really come out with some tangible results that you can actually show the interview panel as you go through the interview.” – Marcos Serna in today’s Tip 1008
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Marcos Serna. Marcos is a former Division I athlete and professional triathlete for Team USA. He’s currently a Senior Account Executive at Okta. His sales accomplishments range from being a two-time AE of the Quarter at Okta to SDR of the year at Optimizely. Here he is:
Marcos Serna: A lot of the times when you’re in an interview, whether it’s for SDR role and Account Executive role, a lot of people start to sound the same, right? And it’s rarely do you see that people typically stand out. And so my tip of today kind of comes from this idea of your ability to read a lot of your customer’s case studies, right? You want to do this prior to the interview and really come out with some tangible results that you can actually show the interview panel as you go through the interview.
And so one of the main things that I always like to do is figure out who the Champions are as you’re reading these case studies. A lot of the times, if you go to someone’s website, I work at Okta, so say, for example, I go to Okta’s website and I see that they have a case study with XYZ company. I can see who the persona was that actually gave the case study because they’ll put it down as referenceable. And so what I do then is I see what their title is and as I’m reading through all these case studies, then I start to get an idea and a list of all the relevant titles that if I worked at this company, I’d be prospecting into and I’d be selling into. And then I basically put this on an Excel spreadsheet all the titles, and then I start to link them up with the various roles that they have and the results that they got out of it and the quantifiable impacts whether they increase XYZ percent or they got promoted, things like that.
And once I have this tangible result from this, I ended up in the interview. I take this to the interview panel and I say, Hey, I’ve been through all your case studies. One of them that really resonated with me was XYZ, but I went a step further. I figured out who the personas you’re going to be prospecting into. I found out some tangible evidence, and I am confident on day one that I can start and be a producing account executive or sales rep on day one. Right?
So that’s just a quick tip on what I would do to further your progression to land the dream job that you want and hope you have a great day.
Scott Ingram: To connect with Marcos on LinkedIn and for a link to check out his SalesLife podcast, just click over to DailySales.Tips/1008.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!