Current "farming" AE interviewing for "hunting" AE role

Hello! I am currently an enterprise AE and in my territory/role, most of my quota is met through cross-sell/expansions with existing logos. In an upcoming third-round interview for a "hunting" AE role, I will present a deal analysis of a recent win (how we sourced the deal, sales processes, obstacles, risks etc). Does anyone have any thoughts on how to approach/what to emphasize here if my most impressive/complex deal has been with an existing customer?

Or, more broadly, has anyone been in a similar position and have interviewing advice for transitioning into a hunting role? Any advice is much appreciated, thank you!!

✌️ Growing Pains

🤝 Interviewing/Offer

🗣 Interviewing

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Sunbunny31

Politicker

Sr Sales Executive 🐰

For new-logo sales, you're going to have to manage to convey the value of your solution from the jump. Presumably in your current role, your customers are experiencing the benefit of your solution; your job is to increase their usage or expand somehow (whether by additional technology, or another platform module, etc).
Starting from zero, you have to lay that groundwork. Question for you: are you looking to move positions in your current company, or are you looking externally? If it's internal, the good news is, you have customer stories to tell to new prospects about the value experienced from your own first-hand knowledge. Customer stories are powerful.
At a new company, you'll have to convey that you understand the concept of building from the start, and the fact that you understand the principals of solution fit, ICP, and conveying value.

jefe

Arsonist

🍁

^^^

The Bunny knows.

Focus on the complexities and address how you'll tackle new logos for future deals.

Justatitle

Big Shot

Account Executive

Show you know how to do creative outreach. Personalized emails and calling the right prospects. Even if you have to fib a bit to show you can cold call and cold outreach to get a deal in

Kosta_Konfucius

Politicker

ERP Sales

Love this and go into detail on your approach. Since most people hate cold calling, showing you have a process and see the value is key

caffeinatedsales

Executive

Account Exec

Thank you!!

SalesBeast

Politicker

Sales Leader

If new role is outbound hunter for new business I would make up a story about how you have done that a bunch and and a fake success story about it.

TennisandSales

Politicker

Head Of Sales

a few things I would want to know as the hiring manager: - does he know how to find the right people to reach out to? - does he know how to craft outbound emails? - And more specifically, does he understand how to identify what to put in emails? - Can he handle a discovery call where they are not actively looking to buy/ did not come inbound?

but i dont see those questions being answered in this type of interview.

Have you touched on your lack of outbound experience at all yet? Depending on how the last interviews have gone would dictate how i handle this one coming up.

Hoopnip

Politicker

Commercial AE

Welcome to making the same money for 5x the work. Farming at an established company with good products is a no brainer. Hunting at a no name company can pay fat commissions but will be 10x harder to close. Depends on what you are built for .

cw95

Politicker

Head of SDR

Talk about your successes but emphasise how you can transfer those skills into hunting/outbound - outbound is, in its basic forms, just clever multichannel prospecting. Once you create several templates to A/B test, dive deep into cold calling, continue the 'trial and error' approach, it eventually becomes like riding a bike and feels natural. Lots of your skills from being a farmer can transition into the hunter, you just have to be the one to make the first approach.