For sales interviews, what are helpful resources you'd recommend and types of questions to prepare for from both hiring managers and cross-functional partners?

Here are some helpful things I recommend doing in preparation for an interview - I'll add some correspoding resources as well.

1. Research the company and its products or services: It's obvious - but it's understanding of the company you are interviewing with, however, don't try to become an expert - where you lack knowledge, double down on how you plan to learn more about the companies product and its differentiatiors in your first 30 to 90 days - do this by

        1. Research on Linkedin, Crunchbase, RepVue, Glassdoor, Company website (a must)

        2. Outline who in the business you might tag team to learn about aspects of your GTM responsibilities "i.e - In my first 60 days i'll do some lunch and learns with [Sam Customer Success] to better understand our pre to post sales transition process so I am enableed to hel pthe customer feel comfortable with our post-sales processes."

2. Review the job description and requirements: Do this for your job AND do this for cross-functional jobs that you'll likely interface with. Pull out 1 -2 items of interest and share that you've researched job reqs of folks that you will likely engage with, this will give the hiring manager confidence that you're resourceful and are capable of understanding how you fit into the larger org. 

3. Know your numbers and history: Many sales interviews will include historical or behavioral questions, which ask you to describe specific situations and how you handled them. Demonstrate your skills and abilities in areas such as problem-solving, time management, and customer service by having some anecdotes loaded up and ready to go - the more life you bring your resume easier it is for the interviewer to visualize you being a part of the business. 

5. Seek feedback from peers or mentors: The single best way to prep for an interview is to ask others for feedback - They may be able to provide valuable insights and tips for improvement as well as give you more and more confidence as you work through how you plan on responding to different questions that could arise - practice is everything

Always be honest, authentic, and prepared to demonstrate how your skills and experience make you a strong fit for the position.

One of the most important ways to help you stand out during a sales interview is to come into that interview well researched & prepared on the following:

• The company & product

• The interviewer

• Your personal narrative

• Relevant questions

1) Researching the company & product - be clear you understand what the company stands for, how they make money, and what value they deliver to clients (and be able to articulate it). You can usually do this by:

• Reviewing the company website (especially blog posts, customer stories, and case studies)

• Researching the company missions, vision, and values (usually in an "About Us" section)

• Look at their social presence on Twitter, Instagram, Youtube, LinkedIn, etc. what are they posting about?

• And if they have a free or trial version of the product, sign up for it & use it yourself

2) Researching the interviewer - get a feel for the interviewer's career path, their role & experience at the company, and what they personally care about. You can do this by:

• Reviewing their LinkedIn profile to see prior work history & history with the current company

• Check out social media Twitter, Instagram, YouTube, LinkedIn to see what they are posting about, and if they have written any blog post or articles themselves

• See if you have any mutual connections and if you can do some back-channeling ahead of time

3) Preparing your personal narrative - make sure you have your professional story, what you want in your next role/company, and why you think you'd be the right fit for this specific role/company nailed:

• Be able to tell the story of your professional journey, why you made the changes you made, and your track record of success along the way

• Speak with conviction about your own personal values and what you are looking for in the next role/company (it's important there is mutual fit)

• After reviewing the company, job description, and expectations, be able to speak to why do you think you are the right fit and what you can uniquely bring to the position

4) Preparing relevant questions - as an interviewer, I often get more from the questions a candidate asks because it can often provide insight into their own research & preparation, values, curiosity, and interest in the role/company:

• Prioritize your questions based on what is most important to you (you'll likely only be able to get to a few of your questions in the first interview, so make them count)

• Ensure the questions are relevant to that specific individual (executives will have a unique perspective on the company strategy & future, while potential peers & cross-functional partners can share more about the day-to-day and company culture)

• And NEVER say you don't have any more questions (as this signals you are not well researched enough, aren't curious, and/or don't care about the role/position)

Finally, as a BONUS TIP - always "close" on a sales interview by understanding definitive next steps and if the interviewer has any concerns or hesitations following your conversation

I always recommend that candidates study the job description carefully. Take a look at the qualifications and skills/experience that the hiring manager wants. Do your best to come up with examples/stories to showcase those desirable skills/experiences in the interview. 

If you have time, it never hurts to connect with someone who is doing the role today and pick their brain on what they like, don't like, and do to succeed in the role. You should be able to find them on LinkedIn. This type of insight is invaluable as you will be learning from someone who is doing the job you want. 

If you're talking to a cross-functional partner that you're not as familiar with, get curious. For example, I really appreciate it when candidates take the time to ask me, "how can I make your life easier in this role? how can this role help contribute to your team?" This type of question is a launchpad and invitation to discuss future collaboration opportunities. 

Remember it's just as important for you to evaluate if this role or company is a right fit for you as it is for the hiring manager and company to evaluate if you are a right fit for them. So be sure to throw in one or two questions to help you evaluate your decision as well. 

In order to get a better understanding of what you could be walking into, I suggest asking the question "What is your biggest problem and can I help solve it?" It shows genuine interest in the interviewer's pains/goals and enables you to see how you can make an impact. Aside from this key question, always make sure to check out these resources before stepping into the interview.

1. Company Website: Familiarize yourself with the company's products or services, mission, values, financials and recent announcements.

2. LinkedIn: Research the hiring manager and other key stakeholders to gain insights into their backgrounds and professional interests.

3. Glassdoor or RepVue: Read reviews from current or former employees to learn about the company culture, interview process, and potential interview questions.

• Commitment to Win/Figure it Out Factor

• Total Ownership

• Quick Learner

The nuances of the role can be learned. Candidates with the above attributes will overcome any potential skill gaps and always find a way to be successful. When interviewing a candidate, I'm always looking for multiple examples of stories where these attributes are showcased.