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Interview Tips for first AE role? (Moving from BDR/SDR Role)

I've had a few interviews so far that have gone well, but would love to hear any additional tips. It is fully virtual, technology platform sales. How have you all succeeded in your sales interviews? Any particular key points? Deliverables? Thank you!

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BigMeech
WR Officer
+11
Coors Light Advocate
Honestly just be confident and ask good questions. A lot of interview processes are different, but a common thread for sales interviews (at least at the entry-ish level) will include some sort of presentation and/or discovery call.ย 

Make sure you nail any discovery, ask open ended questions, and always set next steps. You do not need to be an expert on the product, but demonstrate your ability to think on your feet and drive for next steps/a close.ย 

Bonus: follow up with the interviewer(s) after over email. Something like:


"Hi <name>,

Enjoyed speaking with you today. <insert something personal you learned in the convo>.ย 

Looking forward to <next step - ideally you have an understanding of the interview process>

<signature>"
Wo
Wolfof7thStreet
Opinionated
+5
AE
That is great advice, thank you! I have not run into a disco in an interview yet but that makes a lot of sense and will prepare for it in the future just in case!

Following up with the interviewer is a good idea too. Most of the interviews are with RMs that I know fairly well, but adding that extra touch could definitely make a difference.

Thanks for taking the time!
BigMeech
WR Officer
+11
Coors Light Advocate
Yup. It is more often than not actually something you are graded on - I have seen people crush an interview and be DQed because they did not follow up. Basically just pretend you are running a cycle. Do the prep, have good discovery, and follow up. In the process, also ask some personal questions so you can gauge if the management style lines up with what you are looking for.
justsignit
Contributor
+3
Account Executive
@Wolfof7thStreetย Play the game of being a good "Company Culture fit."ย 

Understand their lingo and play the game. It's been the one thing that's been consistent in the feedback I've seen after a rejection and should be the easiest thing to nail, but I've struggled with it.ย 
Wo
Wolfof7thStreet
Opinionated
+5
AE
Yeah that is a great piece of advice! Being in a large company too I will be looking at the culture/management style of each person I interview with to try to see where I can fit/ how I can play to what they like. Thanks for the response!
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
If first AE role you have to translate your SDR work into tangible full cycle deals. Say on certain $ size deals were you able to run full cycle, able to stay in the deal till closure working with AE?? You have to make sure they know that you know how to finish a deal. Relate to leads you have and how many % of them converted to closed won, you know how to hunt and execute.ย 
Wo
Wolfof7thStreet
Opinionated
+5
AE
Great answer! They are definitely hiring to meet their KPIs so they will want me to prove that I can meet mine. Built out a little wins slide to help me convey this
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