SirAlex

Account Executive

Valued Contributor

Interview help - Final stages

Hi All

Looking for advice here. I'm in the final stages of the interview process. It's a role for an Enterprise AE at a Cybersecurity SaaS org.

The final stage is to run a mock discovery call with a net new prospect. The ICPs will be a C-level exec and a Director. Those roles will be played by the management team.

I'd be moving from mid-market for this role. It sounds like it'll be heavily scored on getting to deeper levels of pain and driving urgency. I've done a bunch of research on the target company and industry and have a POV to go in with but looking to get some help from the OGs here. I feel like this is the big leagues and want to rock the disco so any input on what I should be thinking about and how to approach the call would be greatly appreciated!

UPDATE: Got the offer! Thank you to the peeps who offered solid advice in the thread!

🗣 Interviewing

☁️ Software Tech

8

9 comments

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DungeonsNDemos

Big Shot

4

Rolling 20's all day

Pain! Peel back the onion.
Keep asking why.
If you can hone in on why they met with you, what the technical problem is with their current operations, then dive into what business problem is caused by this you’ll be in the right direction.
Use this to ask what they feel is causing this and the other goals or objectives it affects.

jefe

Arsonist

1

🍁

^^^ Go deeper and deeper

Good luck @SirAlex !

oldcloser

Arsonist

3

💀

Question for your question:
What are you going to do if they give it to you? What if you get the full confession? Will you have an articulate and powerful value statement that reassures them that not only do you fully understand the problem, but that you’re uniquely qualified to solve it?

They know you’re going to show up with a pointed and tactful disco rap. If you don’t, the interview is over early. It’s the transition out that gets the job. Write it. Rehearse it. Know it. Go git you that gig!

SirAlex

Valued Contributor

2

Account Executive

Yeah I will definitely to end the disco tying the pain to how we solve for it and the value prop. Then end the call with an engagement model outlining next steps. It’s the traps and bread crumbs that they will lay that I’m not sure I’ll be prepared for to dig in to get to the real pain.

oldcloser

Arsonist

2

💀

Just reading between your lines. You strike me as extremely prepared. Sometimes overthinking what comes second nature is a trap in itself. I’ve run these. When I know my candidate has a PhD in discovery, I give it up quick. They hold composure, they win.

Not saying you’re gonna get it that easy, but know that you know what you know. Stand and deliver.

oldcloser

Arsonist

1

💀

Oh... and good luck!

SirAlex

Valued Contributor

1

Account Executive

🙏

ThePiedPIPr

Valued Contributor

1

Enterprise Sales Executive

So, I agree with what has been said, but I also hate this kind of "mock" call because they are inauthentic, and it is basically up to their discretion on whether you pass/fail. So, I try to get around some of the "objections" they will throw. I might be overthinking this, but this is what I would try.

After you finish the fake small talk at the start of the call, give an opener like: "I appreciate your time. I understand you want to learn about our product to solve XYZ, and I am interested in getting into the specifics and learning more about XYZ at your company. Before we start, I want to know more about this project. If you could find the right solution today, is this something you have already budgeted for this year?"
They may push back and say they don't know how much it costs or something, so I would then say:

"That is understandable. Do you have a set timeline that you are targeting to complete this project?"
Then, I would also ask, "Who on the team will help you make the decision? Can I meet them?" Also, ask if any executive leaders need to sign off and if you can meet with them.
My rule of thumb with this kind of stuff is if they can't give you at least two of the three items at the start of the call, they don't have an actual project. In the real world, you need to recognize this on the first call so you can tell them HOW they need to buy your product and work to coach them. Also, you may need to decide they are not worth investing much time into because they are not ready yet.
The last step is not to end the call without defining the next steps.

CuriousFox

WR Officer

0

🦊

@braintank 👀

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