SirAlex

Account Executive

Interview Prep - Present a deal recently won

I have an interview coming up next week and they are asking me to present a deal that I recently won which I'm particularly proud of in the first 20 minutes of the interview. This is for a senior AE/AM role where it's mostly expansion into existsting accounts.

I have one in mind but wanted to ask the WR, how would you go about presenting it? Some of the basic things I have drafted up so far is the all stakeholders involved, customer challenges/pain points with relevant metrics, obstacles and objections faced throughout the sales cycle, how we planted traps for the competition...

Looking for additional comments/feedback from ya'll.

Appreciate it in advance!

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9 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

They (probably) want you to break it down to:
(1) how you initially got in contact with them
(2) probed for need / discovered pain
(3) managed the objections
(4) enlisted people in your company to help (if needed)
(5) closed the deal + any other difficulties
(6) results for the client and yourself (win-win statement)

Keep it simple. Don't mention the customer by name. Tell a good story.

Sunbunny31

Politicker

Sr Sales Executive 🐰

^^ this. Also sound enthusiastic.

SirAlex

Valued Contributor

Account Executive

This is fantastic! I’ve built out my presentation with something similar.

Diablo

Politicker

Sr. AE

As you mentioned AE/AM I would also talk about how I got them to talk to me…

SirAlex

Valued Contributor

Account Executive

Yup got that. Outreach using tailored messaging for the ideal customer profile. Thx

TennisandSales

Politicker

Head Of Sales

One thing i would add, is how you felt going into the deal. Did you think you were going to win from the start? Or were their concerns? What did you do to navigate those concerns?
I think picking a deal that WAS a challenge is a good one. If it was straight forward and easy the whole way it doesn’t give you a chance to showcase your full skills.

When talking about the stakeholders make sure to include how they felt about your product at each stage as well.

CuriousFox

WR Officer

🦊

I like this!

Kosta_Konfucius

Politicker

Sales Rep

I think talking about objections and obstacles are key, it would be better to not talk about an inbound where they just called to expand by 100 licenses and you sent the Docu-Sign

Even during the negotiating process, talk about how you fair price without over-discounting.

Justatitle

Big Shot

Account Executive

If this deal was sourced by you then I would highlight that as well, if it was an inbound then feel free to skip this part but they may ask how the lead was generated. The number of meetings that you had with them and the different stakeholders at each meeting, when the deal was most at risk, how you identified the risk and overcame it. other than that seems like you have it in a pretty good direction.

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SirAlex

Interview Prep - Present a deal recently won

9 comments

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